April 25, 2023 | The INSIGHT Group announced today the recently published book Customers Win / Suppliers Win: Lessons from one of IBM's Most Successful Strategic Account Managers , co-authored by Managing Partner, Gus Maikish.

Gus Maikish at Insight
  • Gus Maikish, Managing Partner, The Insight Group 
  • Noel Capon, Professor International Marketing, Columbia Business School
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  • Published by: Wessex Press 

Managing strategic accounts is vital to the success of an enterprise. This book combines the practical experience of a successful senior account manager (Gus) and academic expertise and research (Noel) to describe the strategies and tactics needed for excellence in account management. It shows how to achieve a win-win program that leads to tremendous value for the customer and growth in revenue for the supplier. 

From the Publisher:

Written by Noel Capon, the world’s leading academic expert on account management, in tandem with Gus Maikish, an extraordinarily successful IBM global account manager, this new book provides an A to Z primer of account management excellence. Insights include how the discipline's significant intellectual capital demands, leadership requirements, and underappreciated ethical dimension are keys to achieving win-win outcomes for suppliers and customers.  

To receive a special 20% discount on Customers Win / Suppliers Win or to schedule a consultation with the author, please contact us at SAM@insight-group.com

Are you looking to implement world-class Strategic/Global Account Management in your business? The Insight Group Strategic Account Management practice has assisted numerous clients to design and launch strategic account programs. The practice is comprised of experienced sales leaders and executives using proven methodologies and best practices.  Meet our Team and/or reach out directly at SAM@insight-group.com