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Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe. We conducted client interviews and facilitated group discussions through our customer advisory board. By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL.

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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. Understand your predisposition or your communication style. I mentioned we have the Brooks Talent Index.

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

Farland Group

A: “In working with Farland, we took a step back and said, what do we want to communicate to clients and how do we want to get feedback? Even pre-pandemic, Farland had started to do client interviews with the intention to lead to a physical engagement. We went through a process of recruiting and defining our goals.