Top 10 Tips For Your Top 10 Customers
By David Ventura and Phil Jesson
Although the world is changing rapidly, this book is based on a timeless business principle… look after your most important customers before someone else does!
In the future, many customers will be managed by technology on a transactional basis, but the larger key accounts (often the 20% of customers generating 80% of the business) will be managed through transformational, strategic partnerships based on rapport, trust, added value and deep understanding. The winners of the next decade will be companies who know more about their customers than the customers themselves know!
KEY ACCOUNT MANAGEMENT has therefore never been more important and
Top 10 Tips For Your Top 10 Customers explains how to:
“This book covers the strategies, systems and skills needed to position key account management as a profitable differentiator within the business. During my career, I have deployed KAMGURU on many occasions and their handbook is a great addition to the training course and conference content that has educated and motivated my people over the years. I think the book is a must-have for all senior sales leaders and their teams today!”
“I really enjoyed the relaxed but structured nature of the book. There were plenty of lessons for me, along with suggestions on how to improve. I loved the numerous stories, examples and analogies and chapter six on “becoming an expert in their world” includes the best pages of an educational book I have ever read. A really great read with dozens of simple and practical ideas that I am now implementing with my key accounts.”