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Creating Demand Where There Isn't Any
Author: LaVon Koerner, Revenue Storm
Presentation Handout | February 28, 2010
Because of the current market and economic conditions, the new reality is: "To achieve your growth targets, there is not enough "Demand" to "Capture", so you need to "Create Demand", and there are not enough customers for both you and your hungry competitors to "Find", so you need to "Make "them." That being the case, the role of today's SAM is being transformed from being responsive to the customer's "Known Points of Pain" to educating the customer on "Unknown Points of Gain." This session will give you the tools and methods for this new role in Account Management.
Available to SAMA members only
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