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Gregg Kober, our Vice President of Change Management and Enablement, speaks to why strategically important customers require a level of intimacy with the organizations that sell to them. Strategic account managers are challenged with better aligning their internal stakeholders in order to deliver consistent value to the customer. In order to accomplish this alignment, selling organizations need to change. This type of change often generates resistance among internal stakeholders and can derail strategic account managers.
In this presentation, Gregg defines collaborative acumen, discusses why leveraging collaborative acumen is necessary to deliver value, and provides a framework that develops the competencies and skills of account managers.
Learn more about Richardson at http://www.richardson.com.