| |
| |
Achieve Results With a Holistic Approach to SAM Development |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Assurant Solutions: Strategic Opportunity Management--Efficient Implementation & Execution |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Best Practice for Dealing With External Procurement Consultants: Real-World Strategies Used by Effective SAMs |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Bonus Session A: Elements of Strategic Account Management |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Bonus Session B: A Two-Part Customer-Supplier Forum |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
C.H. Robinson: Decisions in Mobilizing the Internal Network for Strategic Accounts |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Cisco: Global Business Management Through a Globally Coordinated Sales Model |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Cisco: Structuring and Scaling for Customer Success During a Market Downturn |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Co-Creating Your Company’s Future With Your Customers |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Compensation Planning and Structure for Sales Organizations |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Creating and Managing the Growth Initiative |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Critical Management Building Blocks for an Effective Strategic Accounts Program |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Cushman & Wakefield: Using Knowledge Management to Align Customer Service Communications & Global Teams |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Diagnosing Organizational Misalignment |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Draw It! How Visual Maps Can Create Shared Vision with Customers |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
How to Identify, Hire and Develop Best-in-Class Strategic Account Managers |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Keys to Effective Strategic Account Planning |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Leveraging the SAM & Sales Manager Relationship |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Leveraging Your Executive Team in a Weak Economy |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Panel Discussion: Examining the Organizational Models of Global Account Management |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Powerful Presentation Skills for Strategic Account Managers |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Refocusing Your SAM Program in a Recession |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Schneider Electric: Delivering Short-Term Results Without Sacrificing Long-Term Value |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Selling Value to the CXO: Aligning With Customer Business Priorities |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Seven Measurable Drivers That Indicate a High Degree of Customer Loyalty |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Siemens: Managing Global Teams--Issues and Solutions (audio) |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
SKF: Become a Value Warrior--Transform Your Customer Relationships to Sell and Price Based on Value! |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategic Customer Mapping: Identifying and Gaining Access to the Real Decision Maker(s) |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategic Negotiation: Blueprinting Your Live Business Deal |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategies for Gaining Competitive Immunity |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Talent Management Roundtable and Workshop on Developing a Strategic Account Manager Career Path |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
The Customer CXO: Insights to Know Before Developing Your Account Plan |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
The Effective Strategic Account Manager: Leading, Managing, Facilitating and Coaching the Account Team |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
Zurich: Implementation Program for SAM Cross-Selling and Business Unit Alignment |
05/10/09 |
Audio presentation |
MP3
|
$50 |
|
| |
0 **Bonus Session: Elements of Strategic Account Management |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
1 Evonik Degussa and AMC: Engaging Executives in Customer Management |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
10 Cisco: Effective Segmentation of Customer Accounts |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
11 Cisco: Re-launching an Executive Sponsorship Program |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
12 HP: Next-Generation Pipeline Management |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
13 Equifax, EMD Serono, Waste Management and Revenue Storm: Growing a Successful SAM Program |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
14 Microsoft: The Agility Challenge |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
15 KONE and Vectia: The Journey from Transactional Sales to Strategic Account Management |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
16 ENSR: Strategic Account Portfolio Management |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
17 Schneider Electric: Using an Industry Cluster Approach to Enhance a Global Strategic Accounts Initiative |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
18 Tata Consulting and Revenue Storm: Transforming a Business Development Organization |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
19 Using Customer and Competitive Intelligence to Map and Execute a Winning Strategy |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
2 Choosing the Right Global Account Management Program Model for Your Company |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
20 Selling Value to the CxO: Aligning With Customer Business Priorities |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
21 Learning Politics from a Game |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
22 Financial Acumen for Strategic Account Managers |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
23 Creating Business Value |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
24 Keys to Effective Strategic Account Planning |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
25 Using Value Chain and Market Force Analysis to Craft Effective Sales Messages |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
26 Nalco: Putting It All Together - Utilizing The Full SAM Toolbox |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
27 Value Mapping for Strategic Accounts |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
28 Building a More Intelligent Sales Force: How to Compete in Today's Content-Driven Marketplace |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
29 Strategic Negotiation: Blueprinting Your Live Business Deal |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
3 Building and Developing a Successful Strategic Account Program |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
30 Building a Negotiation Framework for Your SAM Program |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
31 Say Goodbye to Commoditization |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
32 Breaking the Rules: Dealing with the Rise of Purchasing |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
33 Customer-Driven Innovation |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
34 Schneider Electric and PMI: Innovation |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
35 Managing Your Most Difficult Customers |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
37 Johnson Controls: Going Beyond the Customer's Metrics to Double Account Growth |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
38 Defining, Measuring and Capturing Financial Value for Key Accounts and Suppliers' Shareholders |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
39 Leveraging Innovative Practices Throughout the Sales Force to Increase Sales |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
4 ZS Associates: Integrating Sales & Marketing through Value-Based Selling |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
40 Effective Strategies for Combating Reverse Auctions |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
41 QUALCOMM: Align with Your Customers' Strategic Objectives |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
42 Managing Strategic Relationships Within a Dynamic, Global Environment |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
43 KONE and North Highland: Customer Relationship Management (CRM) |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
44 DHL & PDI: Global Teams |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
45 Deloitte: Leveraging Knowledge in a Professional Services Firm to Support Global Customers |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
46 Xerox: The Evolution of Global Account Management |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
48 Philips: The Evolution of a Global Key Account Program |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
49 The Making of a Customer General Manager: An Action Plan for Elevating Skills, Discipline and Vision |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
50: Powerful Presentation Skills for Strategic Account Managers |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
51 The Power of Personality Alignment to Strengthen Strategic Account Relationships |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
52 Creating a Coaching Culture Around Your SAM program |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
53 Capitalizing on Incentives & Goals to Enable Team-Based Selling Effectiveness |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
54 The DNA of Top-Performing SAMs: Having Enough of the Right Attributes to Be Successful |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
55 Leveraging the SAM/Sales Manager Relationship |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
56 Procter & Gamble: Capability Development of World-Class SAMs |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
57 What Makes a Great SAM Leader: The Five Must-Have Competencies for Success |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
58 A Roundtable with Seasoned Strategic Account Managers |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
59 Using Web 2.0 to Drive Sales Effectiveness |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
6 Metrics that Measure Strategic Account Program and Team-Level Effectiveness |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
60 Siemens: Conceptualization, Implementation and Evaluation of a Corporate Account Management Development Program |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
7 Account Segmentation: Focusing Limited Resources on the "Right" Accounts |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
8 Anritsu: How to Formulate a Successful Key Account Program - Lessons in Customer and Organizational Alignment |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
9 Sales Transformation for Optimized Growth |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
Influencing key decision makers with storytelling |
05/08/08 |
Audio presentation |
MP3
|
$50 |
|
| |
10 Strategies for Innovation in Strategic Accounts |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
20 Best Practices for Sales Effectiveness |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
A Comparison of Supplier Relationship Management (SRM) and SAM: Finding the Common Ground |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Achieving Customer Fulfillment Through Six Sigma and a Culture of Measurement at Penske |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Achieving Internal and External Alignment on Managing Critical Customer Relationships |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Advanced Coaching of Strategic Account Managers |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Aligning Strategy and Execution to Global Account Requirements at HP |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Aligning Your "Go-to-Market" Strategy for Strategic Accounts |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Alignment of corporate business strategy and customer/SAM strategy (executive forum session) |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Building a Global Customer Team at Schneider Electric - SGBD |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Building a Negotiation Framework for your SAM Program |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Collaborative Planning: A Proven Approach for Extending Strategic Account Management to the Customer at Assurant Solutions |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Continued Transformation of the End-to-End Sales Management Process at IBM |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Creating a knowledge advantage in the SAM organization (MP3, executive forum session) |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Creating Business Value |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Customer Satisfaction Surveys: moving Problem Remediation Through Your Organization - EMC Corp |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Developing Global Talent to Improve Customer Relationships at Cisco Systems |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Developing Infrastructure & Talent for Managing Global Customer Relationships at Xerox |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Driving Extraordinary Account Growth - The Global Key Account Manager as "Mini-CEO" at Invensys |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Effective Segmentation of Top Customers at Cisco Systems (MP3) |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Ensuring Execution: What Strategic Account Managers Can Do to Drive Results |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Executing a Satisfaction-Guaranteed Value Proposition at Acme Packaging |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Executive Sponsorship is Key at Schneider Electric - SGBD |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Financial Acumen for Strategic Account Managers |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Forming and Supporting Strategic Account Teams |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
From Seeking to Keeping: Approaches to Selecting, Developing and Retaining Strategic Account Managers |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
How Strategic Account Managers Achieve Competitive Advantage by Becoming Advisors |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Implementing Value-Based Selling in the B2B Sales Organization at united Airlines |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Key Account Selection and Deselection: The Practitioner View - Siemens |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Keys to Effective Strategic Account Planning |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Making Your Account Management Program More Strategic |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Managing Your Most Difficult Customers |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Marketing & Sales: Aligning for Growth at GBC |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Metrics that Measure the Effectiveness of your SAM Program |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Powerful Presentation Skills for Strategic Account Managers |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Pricing Strategies for Global Accounts |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Restructuring to Manage Complex Distribution Channels at Zurich Insurance |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Role of the Global Account Manager at Molex |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Sales Comp Investigators (SCI) Dallas: Real Life Compensation Forensics |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Selling to Senior Executives |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Six Sigma For Strategic Account Management |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategic Negotiation: Blueprinting Your Live Business Deal |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategies for Small and Mid-Sized Companies Coping with Unprecedented Growth - Bradley Corp. |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Taking an Established GAM Program to the Next Level at Citigroup |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Talent selection for SAM executives (executive forum session) |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
The Evolution of the Strategic Accounts Program at Cardinal Health, Pharmaceutical Technology & Services |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
The Making of a Customer General Manager: An Action Plan for Generating Skills, Discipline and Vision |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
The One-Page Proposal: Cutting Clutter to Influence Strategic Accounts |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
The Power of Personality Alignment to Strengthen Strategic Account Relationships |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Tools and Techniques for Engaging with Strategic Sourcing Professionals |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Transform Good Sales Performers into Great Ones: Guiding the Development of Key Players in Strategic Accounts |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Transforming Sales in the "Installed-Base" Company: From Selling Equipment Features to Selling Money-Making Concepts |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Unmasking CRM & Other Technology Misconceptions: Lessons Learned and a View of the Future As Leading Technologists Serve it Up Straight to Users |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
Using a Value Discipline Framework to Advance Your SAM Program and Account Initiatives |
05/07/07 |
Audio presentation |
MP3
|
$50 |
|
| |
A 10-Step Approach for Implementing International Key Account Management |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Adopting a Lean Six Sigma Approach to Sales and Marketing |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Aligning Account Management when Lines of Business Integrate |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Being Customer-Centric on a Global Scale: Options for Successful GAM Implementation |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Building the Foundation for a Successful SAM Program Launch |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Cross-Selling - A Practitioner s Guide |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Developing a Strategic Account Management Capability |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Developing Global Sales Talent |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Diagnosing What Your Sales Organization REALLY Needs |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Differentiating in a Commoditized World: Using Customer Intelligence to Drive Global Strategy |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Driving ROI with Strategic Customers by Measuring Value Creation |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Effective Coaching Techniques that Drive High Performance |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Enhancing Your Team s Creative Abilities to Develop Innovative Sales Solutions |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Financial Firepower ™ |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Forming and Supporting Global Account Teams |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
How SAMs Create the Wallet of the Future: Selling to Customer Decisions vs. Customer Needs |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
How to Involve Your Company s Executives in Your Account Without Stepping on a Landmine |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Identifying & Developing High-Potential SAMs for Future Leadership Roles |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
IMPACT Without Authority |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Implementing an Organizational Negotiation Strategy & Process |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Johnson & Johnson: How SAMs Can Leverage their Supply Chain to Bring Value to Customers |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Keys to Effective Strategic Account Planning |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Leveraging Marketing to Drive SAM Sales Effectiveness |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Management Strategies for Better Alignment in a Matrixed Environment |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Measuring and Improving Cross-Functional Support for Your SAM Program |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Out-Behaving the Competition: Using Behavioral Differentiation to Enhance Competitive Position |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Selling to Senior Executives |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Selling to the U.S. Government: Effectively Managing the World s Largest Customer |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
The DNA of Top Performing SAMs - Having Enough of the Right Attributes to be Successful |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
The ROI Calculator: How to Create and Document Value in Economic Terms |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Transforming Your Strategic Account Management Program to Be More Strategic |
05/09/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Accessing and Interpreting Customer Intelligence to Create Value |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
An Organizational Approach to Using Executives to Support Strategic Account Initiatives |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Anatomy of a New SAM Program: The First Two Years |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Assessing Readiness and Capability for Effective Customer Asset Management |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Communicating for Results: Strategies and Tools for Resolving Conflict |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Creating Value through Understanding and Mapping Core Process Capability |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Developing the Financial & Strategic Acumen to Effectively Sell to the C-Suite |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Draw It! How Visual Maps Can Create Shared Vision with Customers |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Forming & Managing Alliances to Meet Emerging Strategic Account Needs |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
From Manufacturer to Distributor to End User: Partnering within the Supply Chain to Bring Value |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Global Sales Compensation: Challenges and Success Stories |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Growth from the CRM Business Process - It s More Than IT |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
How New Procurement Practices are Changing the Face of Strategic Account Relationships |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
How SAMs Can Successfully Manage Conflict in Matrixed Organizations |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
How Service Companies Can Improve Client Retention |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
How to Envision and Innovate New Sources of Customer Value |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Implementing an Opportunity Driven / Resource Constrained Sales Model |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Is Your Business Strategy Shaping Your Strategic Account Program? |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Leading, Managing & Coaching Your Account Team Toward Optimum Performance |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Managing Change as You Reorganize Your Account Management Structure |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Managing Distributor Relationships: Strategies, Trends and Best Practices |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Managing Global Accounts: Nine Critical Factors for a World Class Program |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Moving From Strategic to Tactical: Key Factors in Aligning Customer & Supplier Silos |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
New Approaches for Optimizing Your SAM Sales Channels |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Operationalizing Strategic Account Management Globally |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Powerful Presentation Skills for Strategic Account Managers |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
The Making of a Customer General Manager: An Action Plan for Elevating Skills, Discipline & Vision |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
The SAM s Dilemma: Successfully Balancing Account Management & Business Development Activity |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Turning SAMs into Strategists: Account Management s Role in Implementing Growth Strategies |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
Ways to Effectively Sell Bundled or Integrated Solutions |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
When Relationships Aren t Enough - Tools & Techniques for Engaging with Strategic Sourcing Professionals |
05/08/06 |
Audio presentation |
MP3
|
$50 |
|
| |
"New Performance Models, Scorecards and Metrics for SAM Programs" |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
"Why Sales, Support, and Services People Don’t Work Well Together—and What to Do About It" |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
A Framework for Selecting the Right Strategic Accounts |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Anatomy of a New SAM Program: Year One and Lessons Learned |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Building Sustainable Partnerships: A Model for Cooperation Between Businesses |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Building Sustainable Partnerships: A Model for Cooperation Between Businesses |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Business Across Cultures: Leveraging Global Diversity for Competitive Advantage |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Conducting an Organizational Assessment of Your SAM Program |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Creating and Presenting Customer-Specific Value Propositions |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Customer Advisory Boards: A Strategic Tool for Building Relationships |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Designing Incentives for Strategic Change |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Developing an Organization-Wide Negotiation Strategy and Process |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Developing Teams and Leadership to Drive Customer Satisfaction & Loyalty |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Effective Coaching for High Performance |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Engaging and Selling Value to the CxO |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Engaging Executives to Support Your SAM Program |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Financial Skills for Strategic Account Managers: Advanced Concepts |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Financial Skills for Strategic Account Managers: Basic Concepts |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Generational Diversity — Understanding and Harnessing the Talents of Four Active Generations |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Getting – and Keeping – Strategic Account Management on the CEO Agenda |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Getting Salespeople to Use CRM |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
How New Procurement Practices are Changing the Face of Strategic Account Relationships |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
IMPACT Without Authority: How to Leverage Internal Resources to Create Customer Value |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Keys to Effective Strategic Account Planning |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Leading Change: Executing a Strategic Accounts Strategy |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Leveraging Marketing to Support SAM Initiatives |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Managing Customers as Assets |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Managing the Cultural Diversity Within Your Own Organization |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Political Mapping and Relationship Development |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Powerful Presentation Skills for Strategic Account Managers |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Practical Six Sigma: Flexible Tools to Effectively Evaluate and Improve Customer Relationships |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Process and Metrics for Managing and Measuring Account Initiatives |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Selling at the Executive Level |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategic Negotiation: Blueprinting Your Live Business Deal |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategic Talent Management: The Right People in the Right Job at the Right Time |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategies for Effective Collaboration Internally and with Customers |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategies for Gaining Competitive Immunity |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Strategies for Optimizing Account Coverage |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Team Metrics that Matter |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
The Challenge of Pricing & Contracts: Getting Full Value for the Value You Bring |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
The Fundamentals of Establishing Effective Cross-Functional Teams |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
The Intelligent Value Network: How Your Supply Chain Can Provide Sustainable Competitive Advantage |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
The Value Transformation Roadmap…How to Get There |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
The Why and How of Firing an Account |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Top 20 Best Practices for Sales Effectiveness |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Transforming Your Sales Force to Grow Customer Wallets |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Understanding Customer Buying Behavior |
05/25/05 |
Audio presentation |
MP3
|
$50 |
|
| |
Why Start a Program? An Operational Discussion for Strategic Account Management |
05/25/05 |
Audio presentation |
MP3
|
$50 |
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Fax: 312.251.3132