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

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 are deals being done out there; we just need to win more than our fair share. Never have presentation skills been so important. As strategic account managers we need to leverage these skills to get credit for the value we deliver and inspire our customers to make our projects a priority for customers'' limited budgets. This webinar offers practical tips for creating compelling presentations where we give the senior-level decision makers the chance to say yes. Topics include: A presentation flow that can be used to truly differentiate us from our competition A powerful relationship review format designed to help us get credit for the value we bring and set the tone for additional opportunities The critical success factors for compelling presentation delivery A process for effectively closing the decision makers A Q&A period that allowed attendees to get some answers to their questions read less

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

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 The Boston Consulting Group share aspects of BCG''s rigorous customer discovery program. The process starts by developing a deep strategic understanding of your customer and using this perspective to identify win-win economic opportunities. (One BCG client conducted customer discovery with more than 50 enterprise accounts, institutionalized the program over time and realized average revenue increases of 10 percent to 25 percent varied across product lines.)

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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

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 organization really tuned in to your customer''s needs? In this webinar you will explore how to measure your SAM relationships utilizing seven critical drivers that indicate a high degree of customer loyalty. Topics include: the difference between measuring customer loyalty and customer satisfaction establishing an internal champion within your accounts key areas to measure when assessing customer loyalty and how to do it read less

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

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-based pricing, you will explore how leading companies create, quantify and capture value though value-based pricing. Topics include: why pricing is key for strategic account managers value-based pricing: what it is and how you can implement it how you can use value-based pricing to develop profitable pricing strategies and avoid the discounting gap read less

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

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 development strategy. You will see how an account manager orchestrated the development of a co-creation map across the value chain, producing a ripple of winning strategies for all parties. In this webinar you will learn how to build a co-creation map that: utilizes the basic elements of co-creation in strategic account management identifies co-creation themes and interactions for your own value chain forms a set of linked strategic objectives for each co-creative theme identifies initiatives that will make the reaching of these objectives possible establishes measures against which the implementation of strategic objectives can be discussed and monitored read less