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Relationship Intelligence & Influence Management
Author: Herve Debaecker, Perfluence
Presentation Handout | February 28, 2010
This session aims at explaining why, in the strategic selling process, networking is so important. It will explain what is effective networking, how to represent power issues and deal with them at the strategic account and conclude that the heart of next?generation account management is sharing relationships, hunting in packs, and coordinating with peers beyond the relationship matrix. A concrete business case will walk the audience through the main points and issues. You will learn: * Insight into analysing clients' power issues to identify and quickly gain access and influence with decision?makers and key influencers * A lever to increase the power of personal networks to open new avenues of access to the targeted markets * The ability to manage strategic relationships ? key decision?makers, influencers and stakeholders ? as company assets
Available to SAMA members only
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