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Over 40 percent of product launches experience failure. So how do you get it right?

Two specific advantages of incumbency are clear and powerful. But they require deliberate action ...

Even in the best of times, we sometimes need to engage in difficult conversations with important ...

Why do leading companies leverage their relationships with strategic customers to create ...

Originally published in California Management Review Insights — 26 September 2021

When Vantage polled more than 100 salespeople and sales executives at the height of the pandemic, ...

Negotiation is an essential skill for strategic account managers. Originally presented at the 2020 ...

As the COVID-19 pandemic forces companies to confront shrinking demand, higher levels of unused ...

SAMs, because they sit at the nexus of two companies—their own and their key account—are constantly ...

The current COVID-19 crisis and associated economic dislocation raise the stakes in many of our ...

Market access negotiations are complex. Depending on the product and competitive context, payers ...

Value-based or pay-for-performance approaches to reimbursement for drugs and devices represent a ...

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