Strategic Account Management Association

JUNE 14, 2021

We conducted client interviews and facilitated group discussions through our customer advisory board. This research revealed that our clients’ greatest need for strategic alignment was in envisioning and maintaining a digital enablement roadmap. Total Cost of Ownership: Average client savings increased 52 percent , from $5.5

Global Accounts 520

Global Accounts Account Management Management Brainstorming 520

Brooks Group

JUNE 23, 2022

Many sellers have a predisposition to being liked, and we have learned through surveys, work with clients, interviews with buyers, and in our own experiences that right now trust is much more important than being liked. Make meetings and calls beneficial. So, the third thing is to make calls and meetings meaningful.

Client Interview 52

Client Interview Sales Training Facilitation Communication 52

Farland Group

DECEMBER 1, 2022

Our first meeting was more of a ‘kickoff’ and helped lay the groundwork for our second conversation. Our next meeting will be around sharing our Thomson Reuters strategy. Are you structuring your meetings as in-person or virtual, and what are the benefits? Our first two meetings were virtual given the lingering pandemic.

Leadership 52

Leadership Meetings Government Organization 52

Farland Group

SEPTEMBER 28, 2022

Make sure that, if it’s an advisory board meeting or it’s a bigger program-shaping thing, you have questions ready that they can then shape and build on. Lastly—and this is a lesson that I’ve learned over my career—is follow up fast because executives get stuff done.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Better Ways Sales Strategies

JANUARY 3, 2020

I recognize that they may have never bought anything from us to this point but when you adopt a truly consultative (and UnSelling ) approach, the premise is that we can and should add value from the first meeting with the prospect and they can therefore be accurately referred to as a client.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40