RSS
FIND A RESOURCE
I am looking for:
Building & Managing a Support Programme for Strategic Accounts in Professional Services Organisations (DELOITTE CASE)
Author: Natasja Beije, Deloitte Group Support B.V.
Presentation Handout | March 29, 2011
In professional services organisations, your consultants are your main asset in building strategic client relationships and initiating sales. This may require a different sales support model in comparison to organisations that have a formal sales team in place that is solely responsible for sales. How do you build a support model that enables consultants in their sales and account management activities and ensure that consultants gain trust and self-confidence in building client relationships? Learn how to: * Understand what key elements can be incorporated into the sales support model to gain competitive advantage * Implement and manage an effective sales support model
Available to SAMA members only
Please Leave a Comment
Featured Resource
Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
Featured Event
June 18-21, 2012 | SAMA University Northeast
Intensive, full-day courses with established SAM experts will expand your knowledge and capabilities to a new level of understanding. Come for one to four days of concentrated knowledge building and leave with a deeper understanding and an expanded toolbox of skills.
