Strategic Account Management
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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Optimizing the Impact on Customer Relationships in Strategic Account Management

Best practices for strategic account managers within supplier organizations on how to optimize their impact and achieve a higher degree of relevancy to their strategic customers.

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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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The Components of a Metric-based Strategic Account Plan

In Strategic Account Management (SAM), the Strategic Account Plan is the core document that provides ultimate value to Account Teams for effectively growing revenues, and relationships within their strategic accounts. The Chapman Group believes in implementing a simple metric-based account plan that incorporates the right situational metrics (quantitative measurements) that eliminate endless hours of research, documentation, analysis and discussion.

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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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Performance Drivers in Strategic Account Managers

President and Founder, Dennis Chapman Sr. outlines the model of performance drivers that has consistently helped Fortune 1000 sales and account management organizations optimize the performance of their customer facing-personnel. Learn how the proper coaching and development of these performance drivers; Skills, (value) Delivery, Product (knowledge), Aptitude and Expectations will make the difference between mid-level […]

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