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Introduction to Critical Skills for Strategic Account Managers
Author: LaVon Koerner, Revenue Storm
Presentation Handout | March 15, 2011
Being an account manager is not just a glorified sales job, and performing the intricacies of managing a strategic account is a balanced blend of business management, sales management and financial management competencies. This 3-hour workshop based on the acclaimed SAMA University course Critical Skills for the Strategic Account Manager is designed for individuals beginning or transitioning into a strategic account management role. Learn how to: * Change your mind-set from a product to customer focus * Analyse your customer go-to-market strategy * Support your revenue goals with accurate, verifiable, customer-driven data * Understand capturing vs. creating demand * Establish a value proposition vis-?-vis your competitors * Understand buying cycles, market issues and business challenges to find opportunity
Available to SAMA members only
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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.
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