Economic Value Propositioning – The New Language of Sales
The business world is re-uniting itself to all of those important financial ratios that for many years only the people in the corner offices understood… or even cared about. Tune in as Dennis Chapman discusses the new language of sales– economic value propositioning, and the financial ratios impacting strategic account management that every effective sales leader should know.
The Chapman Group Continues Conference Momentum at The Metrics Channel
Following this year’s SAMA Conference, The Chapman Group announced the launch of a new web-based training series on The Metrics Channel. The training is structured to provide access to executive-level intelligence for managing customer programs in B2B sales and key account management. The series is purposed on continuing the momentum that sales leaders’ gain from workshops […]
Introduction to The Chapman Group
The Chapman Group is approaching its 25th year in business optimizing sales effectiveness and corporate sales account management programs. We continue to provide our clients with the best practices, methodologies and metrics for aligning their sales teams and objectives with their customers needs and helping them to build greater relevancy and loyalty in the customer accounts their bottom line depends on. Many of our clients, national and global — Fortune 1000 and mid-tier, think of The Chapman Group as not only a solution provider, but as a thought leader, a business partner, and their go-to resource for business strategy development and implementation. We extend the invitation to learn about these relationships and how we’ve helped our clients optimize ROI for over 25 years. The Chapman Group presents The Metrics Channel, a new video podcast series on Youtube designed to provide sales team with access to executive-level intelligence for managing their key B2B customer programs. Tune in to this introduction hosted by Dennis Chapman, President and CEO of The Chapman Group and LoyaltyPro as he covers some of the best practices to be covered in the series that have impacted how we’ve helped our clients establish and capitalize on their key differential factors.
Substantiating the Financial Value of a Strategic Supplier!
Today’s economic focus has everyone counting loose change – right or wrong? This places a significant challenge to “best-in-class” strategic suppliers whose pricing is very often at the top-end of their supplier category. Strategic Suppliers know they bring value and financially impact their customers in a positive way. Unfortunately, many customers fail to either recognize […]
Notes from SAMA | Creating Supplier Relevancy – Quantitative Economic Value Analysis
While attending the Strategic Account Management Association (SAMA) Annual Conference in San Diego one of the more important, yet challenging tasks for suppliers remains gaining relevancy at senior levels within their client organizations. One of the perceived reasons for this challenge appears to be that the client’s spend with a specific supplier is a small […]
Strategic Account Management Best Practices Checklist
It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization. They often need little guidance and development; however additional development, and exposure to […]