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Looking Back on One Year: An Interview with Mike Abbott, Thomson Reuters

Farland Group

Mike shared the benefits of engaging with customers in this way in the following interview. More than anything, we were questioning if / how we could leverage existing customers to help shape our go-forward strategies in product development, technology, client relations, etc.

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Understanding Account-Based Marketing: A Podcast Interview with Bev Burgess, Founder and Managing Principal, Inflexion Group

Farland Group

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). [link]. In this podcast, Jane Hiscock speaks with Bev Burgess of Inflexion Group.

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Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

The [GAM] program’s core mission is to form and maintain a trusted partnership with our clients that produces mutual innovation and value resulting in measurable outcomes. Achieving “Trusted Advisor” Status with Clients. Reaching New Clients by Scaling the Existing GAM Program.

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Fly’s Friday Five: Successful Sellers Value Trust Over Being Liked

Brooks Group

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. Really work to help clients succeed.

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Fly’s Friday Five: Successful Sellers Value Trust Over Being Liked

Brooks Group

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. Really work to help clients succeed.

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The Power of Peer Networks: An Interview with Katharyn White, Former CMO, T-Systems (Part I of II)

Farland Group

This is Part I of a two-part interview. Did clients understand it? I was not sure how much input was getting filtered during the normal process of client interactions. The process opened different kinds of discussions with the clients who participated.

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Client Value Propositions…the least used, and most critical sales strategy today

Better Ways Sales Strategies

Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). and thereby demonstrating how well they understand how to measure, target, and ultimately deliver this potential value to their clients. Why is helping the client to develop their value proposition advantageous?