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THE 10-K FILING: THE MOST IMPORTANT DOCUMENT THAT SAMS NEVER READ

Strategic Account Management Association

APRIL 5, 2021

For the CXO, they care about three categories of value: value to their customers, value to their firm and value to themselves. “So, So, Jacques, how do You define value?”. Both the CXO and salesperson will have their own definitions of value. Beware: This is not a one-size-fits-all exercise.

Manufacturing 520
Manufacturing Account Management Decision-making Meetings 520
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5 Ways to Uncover Hidden Revenue in Strategic Accounts

SBI

JULY 1, 2020

Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth. Deepen Customer Insights. Gaining client insights is also a powerful advantage in the acquisition of new logos.

Account Planning 72
Account Planning Decision-making Stakeholders Leadership 72
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