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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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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Asking the Right People the Right Questions – Best Practices for VoC Programs

The Chapman Group presents survey question best practices and processes that their own LoyaltyProfessional™ team uses in optimizing Fortune 1000 customer survey programs. The best practices and approaches discussed in this presentation include:

• Develop and ask “actionable” survey questions
• Align questions to customer contact roles
• Use surveys to support and develop customer relationships
• Transition your customer survey program into a competitive advantage

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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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