Key Account Rock Stars

Index

Account-based marketing (ABM), xii

Account management, xv, 86–87, 92, 93

Ad hoc activities, xiii–xiv

Administration, 76

Åkerlund, H., 94, 102

American Express Members Project, 20

AstraZeneca, 68

Awareness, 76

Baseline behaviour, 61

Bertuzzi, T., 5

Best alternative to negotiated agreement (BATNA), 69–70

Best practices, 8

Bow-tie relationship, 98

Broader groups, 21

Burns, B., 5

Business development, xv

Business-to-business, 5, 19, 62, 66, 67, 94, 97

Career advice, 103–104

Carnegie, D., 41

Communication, 75–77, 85

clear, 6, 31

with confidence, 23–25

nonverbal, 60–61, 64

patterns, 80–81

script to, 32

verbal, 75

written, 75, 79–80

Competition, 38–39

Core product/service, 96

COVID-19 pandemic, 15–17, 68

Credibility, 3, 30, 32–33, 44, 78

CRM systems, ...