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Beware of "Strategic" Accounts!
A strategic account is a good thing, right? Wrong. A strategic account can be a freakin disaster unless youre a strategic vendor. Let me explain. Contrary to popular belief, a strategic account is not a customer that generates a lot of revenue and profits. Thats just an "account." ...
Tags: Sales strategy, Sales force management, Geoffrey James, account-I, strategic vendor, General, strategic account
Blog posts 2007-04-27

Additional Resources

Depression in pregnancy linked to child development
A study linking antenatal depression to child development has been published in BJOG: An International Journal of Obstetrics and Gynaecology. [ILLUSTRATION OMITTED] Bristol Centre for Child and Adolescent Health research fellow and co-author Toity Deave stated: 'I believe the most important finding is that maternal antenatal...
Articles 2008-08-01
Refusing to pay insurance is abuse
Dear Annie: Is financially cutting off your spouse and refusing to put her on your medical insurance a form of abuse? Three years ago, I found out my husband was embezzling funds from our joint accounts by purchasing items for work, getting reimbursed...
Articles 2008-07-09
B&B's troubles make savers nervous as shares tumble again
Shares in Bradford & Bingley tumbled another 19 per cent yesterday amid the first signs that the bank's troubles were unnerving its savers. The troubled mortgage lender's stock dropped to 34p, way below the 55p-a-share price for its planned 400m rights issue. ...
Articles 2008-07-09
He's already deep in debt and the tide is coming in
Wealth check It's no time to have a big mortgage and big loans, so how can Ben Anderson lighten the burden? By Harriet Meyer The patient Ben Anderson, 31, fears he will be a victim of...
Articles 2008-07-06
Nectar helps to finally get the ball rolling
QUESTIONS OF CASH ***Nectar offered me a free treat last year and I chose its offer of a sphereing session. But when I tried to book this with SphereMania, I was informed the voucher was only valid for one person and it was...
Articles 2008-07-05
Stakes are high for cardsharp banks
I've developed something of a penchant for internet poker over the past few years - and when I've got the time to not rush my game, I'd go as far as to say I'm not too bad at it. Sadly, everything I've ever won on my...
Articles 2008-07-05
COST ALLOCATIONS FOR HOSPITAL MANAGEMENT
CASE DESCRIPTION The primary subject matter of this case concerns structuring cost accounting information. A secondary issue is the focus on how the information might be used and to this end there are no numbers in the case. Depending upon the requirements chosen by the instructor, this case...
Articles 2008-07-01
Off the Clock: Q&A with director of Bourgeois Bennett's auditing
Age: 51 Family: wife, Mary; and children Ellen, 23, and Eric, 20 Education: bachelor's degree in accounting, University of New Orleans Hometown: New Orleans As director of Bourgeois Bennett's auditing...
Articles 2008-06-30
When customer care is not up to scratch
QUESTIONS OF CASH ***I bought a car in March for 20,000, and the dealer suggested I pay using my debit card. I phoned my bank, Alliance & Leicester, warning it of the transaction. I had to answer a lengthy set of questions to...
Articles 2008-06-28
New Research Shows Proliferation of New Media, Not the Obama and McCain Campaigns, is Engaging Young Internet Voters in 2008 U.S. Presidential Election
WASHINGTON, June 25 /PRNewswire/ -- Waggener Edstrom Worldwide WE today released groundbreaking research on how young Internet voters (those 18 to 25 years old) are using digital communications to gather information on the 2008 U.S. presidential election. Contrary to previous reports this election cycle, The Waggener...
Articles 2008-06-25
British GP a sell-out for all three days.
Lewis Hamilton's run of two races without points in the Formula One world championship has not had an adverse effect on the likely attendance at next weekend's British Grand Prix, with Silverstone chiefs now reporting a sell-out for all three days of the meeting. A controversial...
Articles 2008-06-25
Malaysia's Abdullah to face unprecedented no-confidence vote next week
KUALA LUMPUR, June 18 Kyodo Malaysian Prime Minister Abdullah Ahmad Badawi will face an unprecedented vote of no-confidence in Parliament next week, a small party in his ruling coalition said Wednesday, marking a major revolt that could force Abdullah to resign. ...
Articles 2008-06-23
Divorce, debt complicate 401(k) question
Saving for retirement can be challenging, but throw a divorce and some debt into the mix, and it gets almost impossibly complicated. That's the issue facing this week's letter-writer, who wishes to remain anonymous. She wrote in an e-mail that...
Articles 2008-06-22
Fury as Mandelson is made scapegoat for Irish 'no' vote
The EU's attempt to present a united front over Ireland's rejection of its treaty of Lisbon was scuppered by an explosive row between Nicolas Sarkozy and the EU trade commissioner, Peter Mandelson. The French President declared that Mr Mandelson was partly responsible for...
Articles 2008-06-21
RemoteMDx Retools for New Market Growth Levels; Announces New Management Team
RemoteMDx (OTCBB: RMDX), a national leader indelivering patented monitoring systems that observe and track offenders nomatter where they may be -- in their car, home or office, today releasedoperating results for the quarter and six months ended March 31, 2008. Theannouncement followed filing with the Securities and...
Articles 2008-06-19
Amphenol Corporation Announces Management Succession Plan
WALLINGFORD, Conn. -- Amphenol Corporation (NYSE: APH) announced today that effective January 1, 2009, R. Adam Norwitt, currently the Company's President and Chief Operating Officer, will become Chief Executive Officer of the Company and a member of the Board of Directors. Martin H. Loeffler, currently the Company's...
Articles 2008-06-17
Which programme would you like to see again?
Vox Pop The BBC plans to make all its archived programmes available on the internet. Outside Broadcasting House in Langham Place, central London, we asked viewers to tell us about their favourite viewing INTERVIEWS BY MICHAEL COCKBURN, PICTURES BY JASON...
Articles 2008-06-15
Nextcat.com Announces Release of iRock Facebook App
Nextcat ( www.nextcat.com ), the leading worldwideprofessional network for the entertainment industry, today announced therelease of iRock , anew Facebook application clickhere to add App that enables Nextcat members to better leverage theirNextcat industry portfolio on their existing Facebook profile. Installingthe iRock App adds a...
Articles 2008-06-10
Apple unveils new iPhone with faster Web, GPS
SAN FRANCISCO AFP — Apple has unveiled a new version of its popular iPhone built for high-speed wireless networks with faster Internet access and more features for business users. Chief executive Steve Jobs said the price for the mobile device will start as low as 199...
Articles 2008-06-09
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