Key Accounts Are Corporate Assets | BTalk Australia
BNET Australia Contributors
Aussie Rules
Biography
BNET Australia Contributors
Brian Haverty is editorial director for CBS Interactive Australia and is responsible for the company's BNET and ZDNet Australia sites.
Robert Gerrish is a coach, author and professional speaker and the founder of Flying Solo, an Australian online community for solo business owners.
Melissa Lourenco is the HR manager for CBS Interactive in Australia.
Chris Golis is the author of The Humm Handbook: Lifting Your Level of Emotional Intelligence. He runs seminars and workshops on EQ.
Suzi Dafnis is Community Director of the Australian Businesswomen's Network.
Yvonne Adele helps organisations build a culture of ideas by teaching people at all levels to access their untapped creative thinking skills.
Bob Miller
(Episode 325; 17 minutes 45) Bob Miller, co-founder of international sales consultancy Miller Heiman, says many companies fail to effectively manage their key accounts. The impact of losing one of these accounts is not just financial, it can also have a marked effect on your company’s reputation.
In today’s BTalk Australia Bob tells Phil Dobbie how businesses often have too much focus on obtaining new clients, rather than up-selling and retaining their current customers. He explains how companies need to organise themselves to manage and retain their key accounts.
Robert (Bob) Miller is visiting Melbourne later this month (Sep 2009) for the “Optimising the Sales Force” conference.
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