In today’s world of information overload and buyers who already know what they want (or think they do), strategic and key account managers need a way to elevate their customer conversations above the ground level. Whether they know it or not, a SAM’s hidden superpower is his or her ability to connect their customers to expertise-based services within the SAM’s organization. Magnetic Consulting’s Michael Thomas spent years as a managing consultant for Microsoft’s global consulting organization, and he explains the WHAT and the HOW.
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