Has Key Account Selling in Financial Services Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Tue, Jan 15, 2019

This blog post was originally published on ZS's financial services blog, The Exchange.

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.

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