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The CEO's Challenge

The Skills Your Company Must Have

 
Reverse the Commoditization

 
Driving Your Company's Growth Agenda

 
Developing Customer Relationship Capital

 
Capturing the Wallet of the Future

 
Managing Global Client Relationships

 
Tackling the Front Office Productivity Challenge

 
The Gold Collar Worker

 
Understanding corporate clients

The Manager's Handbook
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Download Capturing the Wallet of the FutureCapturing the Wallet of the Future: Transforming Your Sales Force to Grow Customer Wallets
Peter F. Mathias

In today's market environment, the major challenge of most large companies is the unrelenting demand for profitable revenue growth. As senior managers confront this challenge they will increasingly look to their strategic customers as a critical part of the answer.

This article describes how the 21st century is likely to see the a new sales paradigm based on collective learning, innovation, relationship and customer wallet expansion.

read full article (PDF) Download Capturing the Wallet of the Future