Gradiva

What makes strategic account management work? This video short highlights the five dimensions you must get right for sustained success. 

“If you don’t know where you’re going, then any bus will do!”  This video short looks at the different levels

If you’re going to manage strategic accounts, you need to have a strategy in place!  This video short gives a

SAM requires us to understand our accounts better and better.  Here we highlight three levels of customer knowledge and provide

The how of bringing our solutions to our strategic accounts.  Hot spots and white space analysis, strategic fit and coherence,

Three things to know before you start to put ideas forward – compelling events, the competitive situation, how our solution

It’s hard to manage the people side of strategic account teams: Virtual teams, collaborative, coherent, compelling. It’s all about leading

What does it mean to manage a key account?  It’s more than big selling.  You need the disciplines of a

This video short is about the account plan – why it matters and making it work. Vas zanima izvedeti več