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SAM Skills for Transitioning From a Product-Centric to Customer-Centric Approach
Author: Mark Shonka, IMPAX; Dan Kosch, IMPAX
Presentation Handout | May 15, 2011
Strategic account managers are under more pressure than ever to sell the value of their solutions rather than product benefits or price. Anyone can win a price war at less than desired margin levels. Learn how SAMs can gain competitive advantage using a differentiated, customer-centric approach to selling and account management. Learn how to: * Set the stage for a need for change and position your company as a business resource rather than vendor * Develop strategies to gain and maintain the right customer knowledge * Get credit for the value you bring to your customers * Develop and deliver powerful customer-focused presentations
Available to SAMA members only
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