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A nice post from Selling Power on FirstRain – written by Gerhard Gschwandtner:

How Major-Account Managers Stay on Top of the Growing Tsunami of Information

The role of a major-account manager is significantly different from the roles of other salespeople, since these elite sales executives manage only very few but substantially larger accounts. Their role is more strategic, and their company’s fortunes often depend on their success. …

One of the most difficult jobs in managing major accounts is to keep up with the massive amount of information within the account. Imagine being in charge of selling your company’s services to IBM, Oracle, or Microsoft. How will you be able scan and monitor the rapidly changing corporate landscape?

Read more here…

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