Are Your Strategic Accounts Underperforming? Maybe You Haven’t Selected the Right Accounts…PART 1 – Account Segmentation
By: Denny Chapman Jr. Over the next couple of weeks, we are going to tackle the challenge of underperforming strategic accounts and dig into 5 proven strategic account management best practices to help determine what may be at the root of the problem. The 5 strategic account management best practices we are going to cover […]
How to be an Effective Strategic Account Manager (SAM) When Driven by Tactical and Reactionary Client & Employer Demands
By: Denny Chapman Jr As a Strategic Account Manager (SAM) you are required to be overly attentive and supportive of the accounts that fall under your umbrella of responsibility – after all, these are your organization’s STRATEGIC accounts – which is to say, the success of your organization is often directly correlated to the success […]
2013 SOCAP Symposium – UBERtrends that are Reshaping the Customer Experience
BY: Dan Owings, The Chapman Group While in attendance at the 2013 Society of Consumer Affairs Professionals in Business (SOCAP) Symposium in New Orleans, Louisiana, I had the opportunity to hear Michael Tchong, author, innovator, and founder of MacWEEK, speak about current UBERtrends and how businesses can best position themselves in the face of these trends. The UBERtrends that […]
Improving your Sales-to-Prospect Ratio
Dennis Chapman, President and Founder of The Chapman Group speaks on ‘Improving your Sales-to-Prospect Ratio’. Learn about seven activities that will help strategic account managers and sales executives convert more prospective buyers into loyal customers. In the end these activities together with trust and respect determine your success. Be able to check off the activities noted in this video and you will see an improved “Sales-to-Prospect” ratio!