SAM Best Practices
Strategic Account Management Best Practices, Processes, Methodologies, Measurements and Metrics

For over 25 years, The Chapman Group has been optimizing strategic account management program performance by institutionalizing SAM best practices, processes, methodologies, measurements and metrics. The Chapman Group’s metric-based SAM approach integrates the art with the science of strategic account management and enables our clients to grow accounts by becoming more knowledgeable, efficient, and effective. […]

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Mid-Year Checkpoint Strategy for Sales and Account Management

Dennis Chapman presents the Mid-Year Checkpoint Strategy for Sales and Account Management; a webinar on the top 5 drivers to measure for staying on course to exceed revenue growth targets. The webinar will address how to prevent and overcome the challenges organizations are facing with reaching sales and account revenue goals and will provide proven courses of action to get your strategic account management program(s) on track to exceed your goals.

Watch the video to learn concise strategies and tactics to overcome the challenges organizations are facing today including:

Slow / Idle Account Revenue Growth
Customer Attrition
Inaccurate Dashboard Metrics
Innovating Competitive Advantages

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Mid-Year Checkpoint Strategy for Sales and Account Management – Podcast and Slide Deck

The Mid-Year Checkpoint Strategy for Sales and Account Management podcast features the audio portion and separate, downloadable slide deck from the original webinar. The original webinar which covers best practices and proven methods used by leading Fortune 1000 organizations worldwide to quantify, evaluate and take determinative action to optimize their strategic account management programs’ to meet forecasted / targeted account and revenue growth targets.

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Achieving Sales Effectiveness

One of the most critical discoveries indicated by strategic account sales team members in recent surveys was the need for direction, support and education from their sales leaders. Tune in to this podcast as Dennis Chapman, company President and CEO, discusses how to…”

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Value Creation | Economic Value Propositioning

Tune in as The Chapman Group’s president and founder, Dennis Chapman, discusses economic value propositioning (EVP), “the new language in sales enablement”. This special collection includes 2 podcasts; the first explains best practices for value creation, the financial ratios impacting strategic accounts and management strategy.

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Executing and Measuring Effective Client-Supplier Conversations

Times have changed– technology has changed the way we communicate and converse with clients and prospects. In an age of ‘no-time’, bulleted documents, and new age media, communicating has to be even more precise and effective. Tune in to Dennis Chapman as he explains how different mediums of communication today impact how to have AND […]

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