This webinar covers the main challenges strategic account managers and executives face in managing large programs and projects for key customers. It includes a discussion of how to organize to mana... read more
To manage a national or global account program effectively and efficiently as a service provider, an infrastructure is required in which your geographically dispersed team can align, communicate an... read more
IMPACT without authority is designed to equip strategic account managers with the skills needed to influence their internal colleagues, a task many SAMs identify as their most difficult when trying... read more
The rise of external procurement consultants poses a real challenge for many sales professionals. This webinar unveils the strategies that work in combating procurement consultants'' tactics based ... read more
This webinar teaches strategic account managers to systematically identify key decision makers at strategic accounts and employ proven tactics to gain access to these people. Through case study exa... read more
Owens Corning has developed a unique system for managing customer value. The results have covered the national account spectrum from winning the vendor-of-the-year award at Lowe''s Companies Inc. t... read more
This webinar offers real-world instruction on teaming through the principles of global consistency, coordination, integration and cooperation. Based on real-life experiences, presenter Fathi Tlatli... read more
How the global strategic account manager operates across the company and with the customer is best understood by looking initially through the long lens of the organization and then up close to vie... read more
Recommended audience: strategic account managers, SAM program directors and senior executives In 2006, Hewlett-Packard Co. began developing a more robust global account planning process. This webi... read more
No matter what your starting point as a strategic account manager -- with a large or small company, a well-established strategic account management program or one that''s new -- by teaching you som... read more
Selling and managing accounts has never been harder. Like never before, the economy has affected our customer''s ability to buy and invest, and sales cycles are stretching out forever. Yet there ar... read more
When customer discovery is used in a focused, systematic way, it is capable of driving market share gains within strategic accounts and fostering joint innovation. In this webinar two partners at T... read more
Are customers unexpectedly leaving you, and you don''t know why? Do satisfaction survey scores show little variation and provide little value to your strategic account management program? Is your o... read more
Value-based pricing is an extremely powerful tool for increasing profitability. In this webinar Andreas Hinterhuber presents an overview of pricing techniques and tools. Using case studies on value... read more
Learn how co-creation empowers strategic account managers. Using a case study, Francis Gouillart will illuminate the key principles of co-creation as a transformative corporate and personal develo... read more