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McKinsey article on unlocking growth in your largest accounts

October 4, 2016

Below is a link to an excellent article published by McKinsey & Company that is based on a survey that they conducted of 1,000 large buyers across multiple industries – How to unlock growth in largest accounts.  For example, their survey suggests that the sophistication & power of procurement will continue to increase as buyers look to cut costs and gain the upper hand in negotiations.  But sellers can turn the tables by developing best-in-class account management programs that focus on sales & service.

If you have any questions and/or you would like to discuss how we might support your efforts to deliver on their findings, let us know.

http://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/how-to-unlock-growth-in-the-largest-accounts.

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