Strategic Account Management Association

JUNE 14, 2021

We conducted client interviews and facilitated group discussions through our customer advisory board. This research revealed that our clients’ greatest need for strategic alignment was in envisioning and maintaining a digital enablement roadmap.

Global Accounts 221

Global Accounts Account Management Management Organization 221

Farland Group

MARCH 22, 2022

Even pre-pandemic, Farland had started to do client interviews with the intention to lead to a physical engagement. So, we moved from advisory as a physical moment in time to advisory as a network where we might have many small moments in time.

Client Interview 52

Client Interview Construction Organization Facilitation 52

Brooks Group

JUNE 23, 2022

Many sellers have a predisposition to being liked, and we have learned through surveys, work with clients, interviews with buyers, and in our own experiences that right now trust is much more important than being liked. One of those things that we’ve discovered is the idea of trust.

Sales Training 52

Sales Training Client Interview Sales Communication 52

Farland Group

DECEMBER 1, 2022

Mike Abbott is the Head of Market Insights, Global Thought Leadership and the Thomson Reuters Institute, which brings together people from across the legal, corporate, tax and accounting, and government communities to ignite conversation and debate.

Meetings 52

Meetings Leadership Organization Marketing 52

Farland Group

SEPTEMBER 28, 2022

Bev has over 30 years of experience working in B2B marketing, both on the client side as well as consulting and training, and is best known for her work in account-based marketing (ABM). In this podcast, Jane Hiscock speaks with Bev Burgess of Inflexion Group.

Marketing 52

Marketing Management Co-Creation B2B 52

Better Ways Sales Strategies

JANUARY 3, 2020

Data collection/due diligence – this is the step to validate that the data is available and that we can create on-going measures that would allow the client to track their progress (or lack thereof) – including the dashboards or scorecards to be used to publish results, celebrate progress/success, and/or remediate lack of intended progress.

Value Proposition 40

Value Proposition Sales Decision-making Stakeholders 40