October 5-November 5, 2020 Virtual
Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers
Level of proficiency: Intermediate / Advanced
Format: In-Person and Live Online
Certification eligibility: Yes
Presented by: The Summit Group
Strategic account managers are responsible for monetizing the investments their companies have made to build the products and services they offer – and to prevent them from being commoditized. A product or service will become commoditized if it does not have differentiated value that can be quantified and monetized, and so it is the SAM’s responsibility to convert this value into cash. This course equips strategic account managers with leading practices, frameworks and tools to quantify and monetize the value they bring to their customer and to differentiates how they engage with them.
Through sharing "next-level” practices, insights into what the best do differently and account-centric application of the monetization framework, principles and tools, attendees will learn to:
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: The Summit Group