Achieving Trusted Advisor Status with Senior Executives

Why do executives test and screen strategic account managers? How can SAMs circumvent that process and develop trusted advisor level relationships with those executives? Based on 10 years of empir...

SAM incentives, benchmarks and best practices

Roadmap to breaking Silos and leveraging digital marketing: How to integrate customer journey and increase value creation of sustainable solutions

The SAM is the one that is closest to the customer and understands intimately how the customers buy. Breaking internal silos and getting various enabling functions aligned with the customer's needs...

Roadmap to Breaking Silos & Leveraging Internal Capabilities

Your Single Biggest Block to Unbounded Success

Pitfalls of Global Key Account Contracts

This presentation will focus on the experience that both Mr. Moore and Mr. Lynch have had when negotiating with global companies wanting a "global contract". The presentation will portray both spe...

Using AI/Machine Learning with Behavioral Science, and sales performance data to build and develop a Strategic Accounts Team

Today, because of advancements in Artificial Intelligence and Machine Learning, your sales team behavioral and performance data is more valuable and actionable than ever before. You will learn how ...

Coaching to the Behaviors that Drive SAM Execution

In today''s SAM/KAM environment, growth and results are key metrics to a sustainable SAM program. However, in our experience, there is an imbalance between coaching to the results and coaching to t...

Expand Your Influence and Accelerate SAM Performance with Emotional Intelligence

Strategic Account Managers must rely on influence and relationship management to co-create value for customers. Emotional Intelligence (EI) is a science-based methodology for achieving exceptional ...

From physical to digital - Leading with software, data, and IoT solutions

From healthcare to industrial goods to finance, companies are facing new digital challengers encroaching on their most strategic customers. Many industry leaders who specialized in physical product...

To Challenge Or Not To Challenge?

Challenging prospects is a proven way to get them to do something different. But what about when it''s time to convince your customers to renew with you or even get them to expand? In this webin...

Digital Disruption is Accelerating - Is Your SAM Ready to Address the Challenges and Opportunities with Your Customers?

In a digital world, everything you thought you knew is changing, including what customers value. If you don''t know what constitutes value in the digital age, how can you possibly sell it? This val...

The Four Pillars of Effective Account Management

As B2B industries have become increasingly commoditized, B2B companies have recognized the need for establishing a different type of relationship with their customers. Simply selling and delivering...

Needs Based Segmentation: Lessons from the Field

Changing the conversation from price to value with a consumable killer technique

Even the most experienced SAM has trouble selling value then avoiding the price negotiation trap. We''ve all been there; the customer asks us for a proposal and our longstanding response of deliver...

Transforming Your Outcomes by Transforming Your Messaging

The Problem There remains an evident and troubling gap between the quality of companies'' solutions and the quality of the messaging built around those solutions. Even when the dreaded PowerPoint ...

IBM''s Strategic Account Plan Program Transformation Story: Utilizing Watson Analytics to identify insights for long term growth

IBM Strategic Account Planning (ISAP) is an innovative client management program focused on the development and management of long-term, collaborative growth strategies for IBM Client teams. The pu...

The Value of Collaborative Workshops: A tool for Relationship Development and Pipeline Growth

Holding customer workshops can be a costly and time consuming process, but if managed in the correct way the results can be overwhelming. When the right strategy and approach is used workshops can ...

Customer Hero Story: Showing business insight & aligning with your team

How do you overcome objections, show business insight and align account teams? CI Squared recently coached a SAM team working on a significant revenue opportunity. It was critical to win not only d...

Delivering Compelling Business Impact Assessments to Accelerate Customer Decision Making

National Instruments (NI) will share its structured approach -- recently featured in Harvard Business Review as a leading best-in-class capability -- to building business impact assessment capabili...