Why do executives test and screen strategic account managers? How can SAMs circumvent that process and develop trusted advisor level relationships with those executives? Based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with account managers, this webinar will reveal why some account managers gain trusted advisor status while others get the ejector seat. In this presentation, you will learn how you can become trusted advisors of C-Suite executives and how you can… • Circumvent the inevitable roadblocks, using proven techniques • Establish credibility with C-Suite executives, thereby obtaining continued access to them • Become a trusted advisor to the relevant executive for the sales opportunity On this webinar we will also explore what senior executives told us about their relationships with account managers, including how they should align with the relevant executive to win those critical key deals.

While it's important to provide incentives for the performance strategic account managers deliver, traditional "sales" incentives may not be the answer. Sales incentives are often tactical, targeted at short-term results and geared toward individual responsibility for generating revenue for the organization. However, SAMs tend to be part of a team sale, long-term focused, strategic and seeking a "win-win" for both their company and the customer. So how should SAMs be incentivized? Join Chad Albrecht from ZS as he walks through some best practices in SAM incentives, and presents recently published findings from the bi-annual SAMA incentive compensation survey.