Articles.

Article

Oct 6, 2025 · 3 min read

Hayk Petrosyan

Beyond Sales: Key Account Management as a Driver for Long-Term Business Growth

Sales have always been a primary source of business growth; without new customers, no company can ensure long-term development. However, studies show that B2B sales processes are becoming increasingly complex year by year. Some of the main contributors include the growing number of decision-makers in the buying process, longer sales cycles, and increasing customer acquisition costs.

Article

Apr 13, 2025 · 7 min read

Hayk Petrosyan

Key Account Management (KAM) in Professional Service Firms: Challenges and Answers

Professional Service Firms such as law firms, consultancies, architecture and accounting practices are characterised by their knowledge intensity, low capital intensity, and professionalised workforce. Due to the nature of their business — based on intangible resources — PSFs are generally solution-oriented and must adapt their value offerings to specific client needs.

Originally published in the International Journal of Sales Transformation, Issue 3.1 (February 2017).