Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the ...

PSNI's Strategic Account Management (SAM) Program builds trust, fosters collaboration and equips AV pros with tools to deliver meaningful partnerships. Photo by Alyssa Borelli. Three years ago, PSNI ...

You’re probably familiar with the Pareto principle: the idea that 80 percent of your sales comes from just 20 percent of current customers. Identifying that 20 percent — and devising a plan to keep ...

Only 8% of sales leaders believe their account management programs are extremely successful, according to Gartner. About 53% say their plans are "moderately effective," while for another 8%, their ...

Not long ago, "business acumen" was a commonly requested corporate training program. Historically, when companies requested business acumen training, the training was highly focused on financial ...

Companies that learn how to use training and development programs to support their business strategy can establish a competitive advantage that increases profitability. Training and development affect ...

Back in 1940 when the first RIAs were established, there was no such thing as computers, or account management software, much less an RIA tech stack. These days, companies like RIAs are fortunate to ...