AB SKF is a global supplier of products, solutions and services involved in rolling bearings, seals, mechatronics and lubrication systems. In this article we''ll discuss four key aspects of migrati... read more

AB SKF is a global supplier of products, solutions and services involved in rolling bearings, seals, mechatronics and lubrication systems. In this article we''ll discuss four key aspects of migrating an organization from price to value. read less

In this issue: Ten years later, ''strategic'' and ''global'' do not necessarily go hand in hand (Editor''s Corner) Is global account management really necessary? (Strategic Reflections) Event Ca... read more

In this issue: Ten years later, ''strategic'' and ''global'' do not necessarily go hand in hand (Editor''s Corner) Is global account management really necessary? (Strategic Reflections) Event Calendar At the 10-year mark, looking to the future Quick Takes Data Watch Customer-driven innovation at Qualcomm: an interview with Daniel Obodovski, director of business development Siemens: account management at an integrated technology company The sales force as an engine of organic growth Inside SAMA Leading through uncertainty Vital Velocity how a $70 billion company instituted change to become more customer-centric--the power of intercultural communication and teamwork How inside sales can maximize your return on outside sales investment Dealing with difficult customers: Part 1--neutralizing your emotions and identifying the customer type Compass Group: revitalizing and relaunching a healthy strategic account management program in an unhealthy economy Re-engineering strategic account planning at Hewlett-Packard: five lessons from the front line Managing the Dragon: How I''m Building a Billion-Dollar Business in China, by Jack Perkowski (Book Review by Lee J. Pryor) read less

If the customer is genuinely global, then global account management is a must, but let''s get one thing clear: Simply because a customer operates in more than one country is no evidence of the cust... read more

If the customer is genuinely global, then global account management is a must, but let''s get one thing clear: Simply because a customer operates in more than one country is no evidence of the customer''s global credentials. Nor does the number of countries determine globality. read less

Jack Perkowski's observations in his book give an insider's view to doing business in China as a Chinese company. He explains in clear language how he and his company faced and overcame many challe... read more

Jack Perkowski's observations in his book give an insider's view to doing business in China as a Chinese company. He explains in clear language how he and his company faced and overcame many challenges. read less

HP re-engineered the company''s account planning process, making it one of the strongest tools for driving breakthrough thinking and finding growth opportunities. read more

HP re-engineered the company''s account planning process, making it one of the strongest tools for driving breakthrough thinking and finding growth opportunities. read less

The globalization of customers and international harmonization of their processes create an increasing need for account managers who coordinate a company''s portfolio. Here an integrated technology... read more

The globalization of customers and international harmonization of their processes create an increasing need for account managers who coordinate a company''s portfolio. Here an integrated technology company such as Siemens AG has the chance for differentiation by fostering the ease of doing business through a customer-specific combination of a broad portfolio of products, systems and solutions. read less

A summary of key ideas, methodologies and exchanges that occurred at the Kellogg School Summit for Sales Executives on the topic of "the sales force as an engine of organic growth." Organic growth ... read more

A summary of key ideas, methodologies and exchanges that occurred at the Kellogg School Summit for Sales Executives on the topic of "the sales force as an engine of organic growth." Organic growth is directly connected to sales force effectiveness. read less

I suspect we''ve all seen lots of words spilled on the doings of 2008 and implications for 2009. I have three suggestions for what you can do to help yourself and your colleagues deal with uncertai... read more

I suspect we''ve all seen lots of words spilled on the doings of 2008 and implications for 2009. I have three suggestions for what you can do to help yourself and your colleagues deal with uncertainty. read less

A win-win approach is a time-tested, proven negotiations process, but many strategic account professionals have told us that it won''t work with many of their customers. In today''s challenging eco... read more

A win-win approach is a time-tested, proven negotiations process, but many strategic account professionals have told us that it won''t work with many of their customers. In today''s challenging economy even your best customers will be tougher negotiators so they can protect their profits--and in some cases jobs. read less

This article addresses Siemens AG''s intercultural communication and teamwork. The article first appeared in Velocity issue 3, summer 1999. read more

This article addresses Siemens AG''s intercultural communication and teamwork. The article first appeared in Velocity issue 3, summer 1999. read less

If you view inside sales as telemarketers, administrative staff or customer service, just look at it from Mark Quinlan''s perspective, and you''ll see that inside sales could very well be the optim... read more

If you view inside sales as telemarketers, administrative staff or customer service, just look at it from Mark Quinlan''s perspective, and you''ll see that inside sales could very well be the optimal solution to help you sell more than ever before even in an economically challenged business environment. He knew that his inside sales team could do more to support the outside sales group, but everyone was overwhelmed. read less

Relaunching a healthy strategic account management program does not have to be an expensive exercise. Moreover, if you have a good program, not only will you benefit when you come out of recession,... read more

Relaunching a healthy strategic account management program does not have to be an expensive exercise. Moreover, if you have a good program, not only will you benefit when you come out of recession, but you will benefit during the recession, as well. read less

How to attract, create and retain a workforce that reflects the diversity of our customers read more

How to attract, create and retain a workforce that reflects the diversity of our customers read less

Methods for managing the competing demands of large and strategic customers read more

Methods for managing the competing demands of large and strategic customers read less