Effective strategic customer management depends on many elements. Most of the key elements, including value selling, establishing the most relevant strategic relationships, and the ability to manag... read more

Effective strategic customer management depends on many elements. Most of the key elements, including value selling, establishing the most relevant strategic relationships, and the ability to manage global teams/multifunctional teams, will depend significantly on key contextual elements such as business processes and culture. To be successful in China, one has to understand all the key differences and how they impact a company''s ability to drive successful strategic customer relationships. Learn: * How business processes and practises differ in China vs. the West * How to understand cultural differences and integrate them into your global account management initiative * The major success factors as well as common mistakes Western companies make in doing business in China * What are the keys to successfully executing global account strategies? read less

Despite years of experience and training, many strategic account managers continue to miss the point when it comes to negotiation. Their focus on the face-to-face negotiation event and reliance on ... read more

Despite years of experience and training, many strategic account managers continue to miss the point when it comes to negotiation. Their focus on the face-to-face negotiation event and reliance on personal negotiation style contribute to an emphasis on the wrong part of the process. Successful negotiation has less to do with charisma and a winning personality but instead is based on rigorous planning and preparation, exhaustive exploration of the interests of each party and an approach that is congruent with the strategic importance of the relationship. Learn how to: * See negotiation as a more systematic activity that will produce greater success with internal and external relationships * Integrate negotiation into day-to-day account management * Apply a method for working jointly with non-sales colleagues * Incorporate negotiation into customers? Supplier Relationship Management (SRM) process read less

Selling business solutions in a product culture represents a huge transformational change for any B2B enterprise. Schneider Electric decided to go deep into this challenge by creating Application B... read more

Selling business solutions in a product culture represents a huge transformational change for any B2B enterprise. Schneider Electric decided to go deep into this challenge by creating Application Business Units to which specific SAMs/GAMs report. This focused organisational structure (in this instance, the oil and gas vertical segment at Schneider Electric) is optimized to deal with all the critical areas that make the solutions business successful and sustainable. Learn how to: * Define the markets for solutions * Co-create innovative solutions with your strategic customers * Select and manage the KAM talent to sell and develop solutions * Get country alignment to ensure good execution and profitable solutions * Select and use the most efficient processes, tools and KPIs to get the desired business outcomes for customer solutions read less

A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic... read more

A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic customers. This four-part webinar series combines thought leadership with practical application, work group experience and insights to accomplish the four critical pillars of your SAM initiative: define, design, develop and deploy. Topics in Part 4 (deploy) include: Executive sponsorship Customer-specific value propositions Customer involvement Collaborative planning read less

A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic... read more

A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic customers. This four-part webinar series combines thought leadership with practical application, work group experience and insights to accomplish the four critical pillars of your SAM initiative: define, design, develop and deploy. Topics in Part 3 (develop) include: Roles and responsibilities Supporting infrastructure Account selection Reward and recognition read less

A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic... read more

A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic customers. This four-part webinar series combines thought leadership with practical application, work group experience and insights to accomplish the four critical pillars of your SAM initiative: define, design, develop and deploy. Topics in Part 2 (design) include: Multi-level assessment Account business planning Opportunity planning Alignment (internal and external) read less

A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic... read more

A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic customers. This four-part webinar series combines thought leadership with practical application, work group experience and insights to accomplish the four critical pillars of your SAM initiative: define, design, develop and deploy. Topics in Part 1 (define) include: Corporate strategy Program vision Program leadership Customer-defined value read less

Have you ever been in a reverse auction where the sole decision guideline is price? Have you been threatened with disqualification if you talk to the client outside the formal procurement process? ... read more

Have you ever been in a reverse auction where the sole decision guideline is price? Have you been threatened with disqualification if you talk to the client outside the formal procurement process? This webinar offers specific successful sell-side strategies for combating reverse auctions. The tips and tactics offered are taken directly from empirical research with sales organizations at global companies such as Cisco, UPS, Zurich and many others.

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Customers expect suppliers to offer highly specific value propositions, yet many suppliers find them difficult to develop and deliver. This webinar will teach a proven process for the creation of v... read more

Customers expect suppliers to offer highly specific value propositions, yet many suppliers find them difficult to develop and deliver. This webinar will teach a proven process for the creation of value propositions specifically tailored to the most strategic customers. By the end attendees will understand a new approach to presenting and validating their unique value to the customer. Topics include: Accurately assess your customer relationships prior to developing value propositions Align the right supplier values with the right people at the right levels within the customer''s organization Present and validate your unique value to the customer read less

Customers expect suppliers to offer highly specific value propositions, yet many suppliers find them difficult to develop and deliver. This webinar will teach a proven process for the creation of v... read more

Customers expect suppliers to offer highly specific value propositions, yet many suppliers find them difficult to develop and deliver. This webinar will teach a proven process for the creation of value propositions specifically tailored to the most strategic customers. By the end attendees will understand a new approach to presenting and validating their unique value to the customer. Topics include: Accurately assess your customer relationships prior to developing value propositions Align the right supplier values with the right people at the right levels within the customer''s organization Present and validate your unique value to the customer read less

Influential customer executives are intimately familiar with their company''s most recent results. Are you? For customers large or small, for profit or nonprofit, their financials clearly signal wh... read more

Influential customer executives are intimately familiar with their company''s most recent results. Are you? For customers large or small, for profit or nonprofit, their financials clearly signal where you can help them improve performance. However, translating the overwhelming volume of available information into effective, results-oriented executive conversation is time-consuming and challenging.

This non-technical webinar delivered by a seasoned chief financial officer offers concrete strategies and advice for reading the story behind your customer''s numbers. Strategic account managers will learn the most useful sources of financial information and efficient ways to prioritize and effectively communicate financial information.

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A recurring theme for strategic/national/global account managers is to mobilize their own organization around what matters most to their strategic customers. This webinar offers participants a fram... read more

A recurring theme for strategic/national/global account managers is to mobilize their own organization around what matters most to their strategic customers. This webinar offers participants a framework and tools to manage the "mothership"--building a financial business case, garnering resources and telling more compelling internal stories from the customer''s perspective.

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Negotiations are different in terms of complexity, size of the deal and people involved. However, a deal''s underlying structure never changes. In this webinar you''ll learn this structure, which i... read more

Negotiations are different in terms of complexity, size of the deal and people involved. However, a deal''s underlying structure never changes. In this webinar you''ll learn this structure, which is called a "negotiation blueprint," and how to apply it when you prepare for your strategic negotiations. Can you stay proactive and in control and anticipate each negotiation, including your buyer''s tactics? You bet you can! Topics include: Learn a structured and process-oriented approach to negotiation Understand the three concepts needed to win at a complex business negotiation Learn how to apply this approach to prepare for your account negotiations read less

In our evolving global economy retaining and strengthening our base of strategic accounts has become a core business requirement. Many companies have created roles such as chief client retention of... read more

In our evolving global economy retaining and strengthening our base of strategic accounts has become a core business requirement. Many companies have created roles such as chief client retention officer to help tackle these challenges. Therefore it is critical to understand what influences and ultimately determines the customer''s experience. How do we measure our efforts and progress against the customer''s expectations? How do we create the ultimate customer experience? This webinar explores both the known and sometimes unknown customer practices that determine strategic account retention and growth. Topics include: Seven proven supplier practices that create the ultimate experience for strategic accounts Metrics and analytics that track your progress The impact of customer experience management to your organization A case study example read less

Customers are changing their relationships with key suppliers. In particular they are changing their expectations for how suppliers'' account managers can bring value to their organizations. This w... read more

Customers are changing their relationships with key suppliers. In particular they are changing their expectations for how suppliers'' account managers can bring value to their organizations. This webinar offers approaches taken by several companies -- including global health care and technology company Royal Philips Electronics Inc. -- to transform their sales organizations to meet these new customer expectations. The webinar is based on the experiences of Philips and consulting firm Global Partners Inc. Topics include: Which changes in customers'' needs and buying processes are driving sales force transformation by strategic suppliers Which approaches, stages and specific actions these case example companies have taken to implement sales force change transformation programs How to use the case studies to assess your own organization''s readiness to implement sales force transformation Tips on how to plan and begin your own sales transformation program read less

Everybody knows what a strategic account manager is. ... But do they? The lack of clarity in the corporate world about the SAM role leads to frequent turnover and unfulfilled expectations. This web... read more

Everybody knows what a strategic account manager is. ... But do they? The lack of clarity in the corporate world about the SAM role leads to frequent turnover and unfulfilled expectations. This webinar tells the naked truth about what it takes to be a SAM and what kind of person you have to be to succeed in this role. The webinar will scare some but excite and challenge others. In the end you will be able to define a SAM and better assess your own situation.

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In too many instances the selection of a strategic customer is based on the size of the account only. This selection method can be incomplete at best and lead to disasters at worst. In this webinar... read more

In too many instances the selection of a strategic customer is based on the size of the account only. This selection method can be incomplete at best and lead to disasters at worst. In this webinar Bernard Quancard offers examples, best practices and anecdotal stories establishing a sound basis for decisions on whether to select (or de-select) strategic accounts. Topics include: Why size only is an insufficient criterion and can even lead to poor selection decisions The most relevant criteria for selecting the right strategic accounts Best practices in account selection at world-class companies Parting lessons that are directly applicable to the selection/de-selection of strategic accounts read less

Customers demand that product-based firms re-engineer their business models and expand their services capabilities to create more holistic offerings. As a result firms are dramatically redesigning ... read more

Customers demand that product-based firms re-engineer their business models and expand their services capabilities to create more holistic offerings. As a result firms are dramatically redesigning their customer coverage models. This session illustrates the implementation of a services strategy and a new customer coverage model.

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In this challenging account management environment, we have to get credit for the value we bring. This practical webinar will focus on effectively getting the right customer knowledge -- including ... read more

In this challenging account management environment, we have to get credit for the value we bring. This practical webinar will focus on effectively getting the right customer knowledge -- including how to conduct a customer interview -- to help us deliver value to our customers and get credit for doing so.

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This webinar will help you strategically manage your organization''s capabilities relative to your customer''s business requirements. The webinar includes analytical tools showing how best to match... read more

This webinar will help you strategically manage your organization''s capabilities relative to your customer''s business requirements. The webinar includes analytical tools showing how best to match your organization''s resources and talent with strategic account management objectives.

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