Competencies covered:
- Strategic thinking
- Value analysis & opportunity insight
- Communication & influence skills
- Value co-creation
Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers, Cross-functional team members
Level of proficiency: Foundational / Intermediate
Format: In-Person and Live Online
Certification eligibility: Required course of the CSAM Program
Presented by: The Summit Group
Higher-order value is created when companies collaborate to develop relevant, differentiating solutions that impact what the customer – and customer’s customer – care most about. This “core” SAM program equips strategic account managers with leading practices; a proven, pragmatic “operating system”; and tools to co-create value with the customer - tools that differentiates how you engage, elevates relationships, and accelerates mutual, sustainable and profitable growth.
TOPICS COVERED:
Through sharing "next-level practices,” insights into“what the best do differently” and account-centric application of the co-creation framework, principles and tools, attendees will rapidly:
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- Develop a co-creation strategy and apply a pragmatic framework to collaboratively engage relevant stakeholders in creating joint value
- Deepen customer and value-chain insights to understand business drivers, validate needs and uncover opportunities
- Align with key stakeholders (internal and customer) and prioritize “Big Fit” opportunities, where you and the customer can collaborate to create the greatest mutual value
- Co-develop relevant, differentiating solutions that leverage enterprise capabilities, beyond core products and services
- Quantify and communicate compelling value propositions, creating relevant, quantified value stories in the customer's currency and a “board-ready” business case that quantifies the “ripple effect” through the ecosystem
- Develop a roadmap that accelerates execution and organization-wide change – to move the business forward faster towards a shared vision, goals and outcomes
In summary, this program is a high-impact, pragmatic immersion that enables a replicable, distinguishing approach to co-create and monetize value.
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The Summit Group is a global sales performance improvement company. We build salespeople into authentic business professionals. Since 1993, we've helped international clients optimize their sales performance through consultancy and customized training solutions. The Summit Group has accelerated leading companies' distinguishing go-to-market execution in more than sixty countries. We train sales organizations how to effectively develop unique business value for their customers, resulting in immediate revenue growth, increased customer loyalty and elevated consultative relationships. Our unique, pragmatic approach ensures distinction and differentiation through the delivery of business simulation skill-based training. We focus on consultative-based relationships, uncovering and developing customer needs and requirements, and building value-based solutions that leverage the organization's value capabilities and directly align with customer needs. |
Faculty: Summit Group