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This concise guide for sales managers is based on a well-known sales management technique called the 'customer portfolio matrix'. Beth Rogers weaves her version of this throughout, enabling...

In the 2014 midterm election, Democrats in Texas did not receive even 40 percent of the statewide vote; Republicans swept the tables both in Texas and nationally. But even after two decades of democratic losses, there is a path to turn Texas blue, argues Mary Beth Rogers - if Democrats are smart enough to see and follow it.

Rogers is the last person to successfully campaign-manage a Democrat, Governor Ann Richards, to the statehouse in Austin. In a lively narrative, Rogers tells the story of how Texas moved so far to the right in such a short time and how Democrats might be able to...

Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed.

Malcolm McDonald on Key Account Management takes a step-by-step approach to presenting best practice in key account management. Whether your business is starting up...