All relationships are strategic if they present the opportunity to gain or defend large amounts of revenue. But strategic relationships vary widely in terms of how much you need to invest in them and in the nature of the interactions you need to create to exploit them.
This webinar will describe the distinct types of strategic relationships, how you can know which to pursue in any given case, and what you must do to fully exploit each type.
Who should attend:
* CEOs and CMOs will gain insights into how to increase their ROI with strategic accounts.
* Sales people will value the best practices and strategies for aligning investment with opportunity.
About Dr. Wesley J. Johnston
The Executive Director of the Center for Business and Industrial Marketing at Georgia State University (http://robinson.gsu.edu/marketing/Centers/CBIM/index.htm), Dr. Wesley Johnston is Professor of Marketing at Georgia State University. Dr. Johnston is one of the leading experts in B2B marketing and sales management. He is author of a textbook on Sales Management and is currently writing Strategic Selling Playbook (co-authored with Karl Hellman) based on his workshops and consulting practice in strategic selling.
About Karl Hellman
Karl Hellman is President of Resultrek, (www.resultrek.com) a global marketing consulting firm dedicated to creating great marketers and sales people. Karl is also Executive in Residence at the Center for Business and Industrial Marketing at Georgia State University. Karl's most recent book, The Customer Learning Curve, explains the power of The Customer Learning Curve through 24 "real life" marketer examples: scenarios readers can call their own. Karl is co-authoring Strategic Selling Playbook with Dr. Johnston.