Leveraging Best Practices in Key Account Management (KAM)
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A webinar hosted by the ISA Marketing & Sales Summit on August 24, 2011. ...
A webinar hosted by the ISA Marketing & Sales Summit on August 24, 2011.
Presented by Steve Hurley and Matt Leary, Solutions Insights
Wednesday August 24, 2011 12:00 pm EST
The data doesn’t lie – your best opportunities for additional revenues will be with your top accounts. In slow-growth economies that are hyper-competitive, you need to use every tool and method available to meet the business demands of your key customers. If you do a good job, you will lose these accounts. If you do a very good job, you will likely just maintain them as customers. If you can do an outstanding job, however, you will have a chance to grow your business with them.
Steve Hurley and Matt Leary, senior executives with Solutions Insights, Inc., have just completed a study of over 20 well-known companies — including IBM, Boeing, AT&T, Ericsson, and many others – about how they continue to build stronger relationships and grow their key accounts while their competition struggles.
This webinar will share the results from their Best Practice Study to provide you with insights into what global companies are doing to grow their footprint inside their best accounts. They’ll share their findings around new ways to structure your key account teams, how to leverage all of your corporate assets, the changing role of the Account Executive, and a number of other surprising findings. Their insights will be useful for sales directors and executives, marketers, and strategic planners.