The Profile of a Best-in-Class Strategic Account Manager Definitive Guide to Identifying the Best Candidates to Manage and Lead Strategic Accounts Many strategic account management (SAM) programs are built upon a successful sales operation and sales team. The...
By: Denny Chapman Jr At first I thought that these situations were isolated incidents – Senior leaders in critical/strategic accounts either declining meetings with the strategic account manager, and pushing them down the organizational chart to meet and speak with...
I was stuck. The usual sales and account management techniques that I had been so vigorously schooled on to grow and sustain business relationships had been flipped upside down. There were no more lunches, in office visits, networking events, and or client workshops…...
