The art of developing long-term relationships with selected customers. Since a true artist usually sees "what many others miss," the artistic account manager has a creative gift for identifying major opportunities for his company and for the customer.

No business in the world has ever made more money with poorer management.

KAM requires a deep understanding of customer domain, situation, challenges, and then stitching a solution. In Sales, one would be offering a suite of products already available. In Sales you ‘sell’, in KAM you help customers ‘buy’.

Like a human being, a company has to have an internal communication mechanism, a ‘nervous system’, to coordinate its actions