Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers, Cross-functional team members
Level of proficiency: Foundational
Certification eligibility: Yes, recommended start for all CSAM candidates
Presented by: Valkre & Whetstone Inc.
This two-day course imparts participants with the full scope of the role and responsibilities of a strategic account manager as well as a repeatable framework for co-creating value with a customer. Participants will work with real-life case studies to better understand the progression of a typical customer engagement and the requisite skills and competencies: Customer co-discovery, fit and planning; value co-creation, monetization and negotiation; and value-tracking and delivery.
Sales and Marketing talk to customers every day. Unfortunately, they talk features and functions rather than the specific value of an offering to a prospect or customer. This creates a gap in their ability to communicate customer value, and that gap gets in the way of profit and revenue goals.
This gap typically occurs because Sales and Marketing do not know what the value is, they can’t find the right information, the information they find is out of date, they lack the tools to personalize value for a customer, or their information is disconnected from the day-to-day reality.
Valkre has co-created a solution with leading B2B companies to close this value-selling gap fast.
Premium customer relationships and experiences are at the forefront of our business philosophy. This means ensuring that everything we do provides value to you, so that you, in turn, can create greater value for your customers.
We operate from a “give” rather than a “get” perspective. With this outlook, we gain the ability to perceive the world through your eyes, in addition to our own. And with both perspectives we tackle your obstacles with greater foresight and accuracy.
Faculty: Valkre & Whetstone Inc.