This webinar will address the post sales challenges faced by SAMs in executing key opportunities with their accounts. Topics to be covered will include defining what execution management is; the ro... read more
Challenging the buyer is an effective "outsider" approach for new customer acquisition, when you need to defeat the status quo and convince prospects to change. But it doesn''t hold up when you''re... read more
This webinar will provide an overview of the creative thinking process. A number of creative thinking techniques and processes will be explored and applied to Strategic Account Management. Increasi... read more
Many SAM programs are turning in suboptimal performance, and many are in danger of having the plug pulled on them because of their expense to the bottom line. But most leaders of their SAM programs... read more
The digital tsunami is having a tremendous impact on how strategic suppliers manage, nurture and sustain their most critical customer relationships. The ubiquity of data creates new opportunities, ... read more
Digitalization has a profound impact on strategy and business practice in all industries. Fundamental to understanding how SAM and SAM programs should adapt is the realization that changes in SAM p... read more
This webinar requires extensive participant interaction, as it includes conducting a live real-time negotiation. SNI''s systematic approach to negotiations is made up of three Ps: Prepare, Probe an... read more
Steve Andersen and Craig Jones of Performance Methods, Inc. (PMI) co-hosted this session based on their new book, "Beyond the sales process: 12 proven strategies for a customer-driven world." Joine... read more
Strategic Account Managers are at the forefront of their organizations of price realization. Value selling and Value-based pricing, pricing a product according to its value to the customer rather t... read more
What do the top sales and account management organizations do to drive higher revenue, account growth and major opportunity wins? In this session Mike Schultz and Dave Shaby will share key insights... read more
Quarterly business reviews are a practical and effective way to build more strategic and valuable relationships. However, too often they never happen and when they do, agendas often get side-tracke... read more
Strategic account managers, like all of us, tend to fall back on that with which they are most comfortable. Unfortunately, this often means continuing to act as an administrative and commercial coo... read more
Selling value is tougher than it''s ever been. If we sell value, it is not enough to understand your customer''s needs; we have to understand its business. This interactive and application-oriented... read more
Discovering your company''s impact upon your customer requires an ability to see beyond the direct usage of your products or services. This session will show how one company discovered, quantified ... read more
For Oracle Corporation, a global technology company serving a broad list of customers that includes all 100 of the Fortune list, strategic account management has become a critical part of their suc... read more
In many business-to-business situations, multiple stakeholders within a strategic account organization are involved in making or influencing purchase decisions - each with potentially different nee... read more
This webinar is based on a real negotiation and requires participant interaction. SNI''s systematic approach to negotiations is made up of 3 Ps: Prepare, Probe, and Propose. This webinar serves as ... read more
Strategic thinking is a highly prized leadership attribute of SAM''s - yet one that is rarely defined in a way that supports innovative thought and development. This webinar offers leaders a snapsh... read more
Big data and analytics are the new buzzwords and they refer to the fact that suppliers and customers increasingly rely on data flowing back and forth to estimate and document the value that is crea... read more
Journey mapping is an effective approach to better understand the perspective of your customer. The process involves literally mapping out all the interactions and steps that the customer goes thro... read more