Strategic Account Management Association

JUNE 14, 2021

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. A New Enterprise Account Management (EAM) Program.

Global Accounts 520

Global Accounts Account Management Management Brainstorming 520

Farland Group

SEPTEMBER 28, 2022

We realize that’s beyond marketing—it’s marketing, it’s sales and account management, it’s customer success, and it’s your executives, all working together to focus on those accounts. In sales, we’ve seen account management—putting senior people on your top customers. Then at the back, there’s a readiness checklist.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Farland Group

MARCH 22, 2022

We recently had the pleasure of speaking with Katharyn White, Former CMO, T-Systems and now IBM General Manager, Federal Ecosystem about some of the challenges and growth that she experienced in building an advisory network at T-Systems amidst a pandemic. This is Part I of a two-part interview.

Construction 52

Construction Client Interview Facilitation Decision-making 52

Better Ways Sales Strategies

JANUARY 3, 2020

Based on our success at Accenture and my personal alignment with Rick’s fundamental thought process, I left Accenture to share both Rick’s methodology and my philosophy about UnSelling to many new and name-brand clients in services-based businesses. Milestones/timing – what we’ll accomplish and when.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40