COURSE DESCRIPTIONS

Leading and influencing your strategic account - CORE 3

Competencies covered:

  • Customer Orientation
  • Company knowledge
  • Communication & influence skills
  • Interpersonal relationship skills
  • Team leadership
  • Responsibility for the corporate customer relationship


                                                   + Click to enlarge

Training Units: 1


Training type available:
     • In-Person (1 day)
     • Online (2 consecutive half-days)


Fees:
     Corporate Member = $895
     Individual Member = $945
     Non-Member = $1,095


Availability/Register:
    October 27-28, 2021 (online)
    November 9-10, 2021 (online)
    February 21-22, 2022 (online)
    March 10, 2022 (in-person, Florida)
    April 18-19, 2022 (online)
    October 10-11, 2022 (online)
    October 19, 2022 (in-person, San Diego)
    November 9, 2022 (in-person, Europe)

Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers

Level of proficiency: Foundational / Intermediate

Certification eligibility: Required course of the CSAM Program

Presented by: Vantage Partners

 

 

TOPICS COVERED:

As a successful strategic account manager, you operate as the conduit between your own and your customer’s organization, relying on your ability to influence stakeholders in both while managing significant complexity. Doing so requires you to not only be seen as a trusted advisor to your customer but also as a leader within your own organization. Those who have developed their personal account leadership brand will maximize their ability to influence outcomes across both organizations – which is more critical than ever given the complex, decentralized, and often virtual sales environment SAMs operate in today.

This highly interactive workshop provides practical frameworks and tools to enhance SAMs’ ability to demonstrate credible account leadership, engage in strategic influence conversations with both the customer and internal team members, and provide an opportunity to develop cohesive account strategies that will broaden and deepen relationships while driving account revenue.

Topics covered:

  • Creating long-term influence and engagement strategies to drive revenue with your customer
  • Understanding customer resistance and effectively influencing customer counterparts for optimal outcomes
  • Building an account leadership brand to develop and lead high-performing teams in today’s virtual selling environment
  • Presenting yourself and your ideas in a clear and authoritative manner from the C-suite down
  • Aligning your multifunctional team for seamless implementation of account strategies and delivery

 


Vantage Partners is a consulting and training firm that helps companies innovate more quickly, execute with greater discipline and collaborate more effectively for sustained impact and growth. Headquartered in Boston, we serve clients worldwide across multiple sectors, including biopharmaceuticals, healthcare, energy, financial services, high technology and manufacturing. We combine three decades of practical experience with an ongoing commitment to thought leadership. 

Our founders have served on the faculties of Harvard University, the Tuck School of Business at Dartmouth and the U.S. Military Academy at West Point and have published award-winning books and multiple articles in Harvard Business Review and other leading journals. Our approach at Vantage is dynamic, collaborative and uniquely hands-on. We never impose our expertise but fuse it with our clients’ for exponential impact. At the same time, we challenge organizations to shake off their assumptions and consider problems from unorthodox angles. 

We’re sized to deliver a global perspective and a robust range of services but small enough to be nimble, responsive and personal. Seasoned consultants helm every engagement, and partners are closely involved from start to finish. Our clients can count on seamless communication, authentic conversations and caring, down-to-earth people. 

https://www.vantagepartners.com

Faculty: Vantage Partners