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. 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.

Global Accounts 520

Global Accounts Account Management Management Brainstorming 520

Farland Group

MARCH 22, 2022

I knew Farland had a particular approach that I thought would be helpful to this situation and could engage with us as an organization constructively, while at the same time providing value and insight to our clients.”. Even pre-pandemic, Farland had started to do client interviews with the intention to lead to a physical engagement.

Construction 52

Construction Client Interview Facilitation Decision-making 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. I think as a sales leader, as a company leader, we ought to think about this throughout our organization.

Client Interview 52

Client Interview Sales Training Facilitation Communication 52

Farland Group

DECEMBER 1, 2022

Mike shared the benefits of engaging with customers in this way in the following interview. A former executive of Thomson Reuters was on a strategy board that was being run by Farland Group with another organization and recommended we do the same thing at Thomson Reuters. What led you to create a customer strategy board? “A

Leadership 52

Leadership Meetings Government Organization 52

Farland Group

SEPTEMBER 28, 2022

Q: Do you feel that a lot of the work you’ll need to do in building account-based growth will be around organization and culture? Some organizations have always done this well, like the World Economic Forum—they’ve always had Davos, a big event, with lots of glitz and so on. So, find those champions.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Better Ways Sales Strategies

JANUARY 3, 2020

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). Which is helpful…but not enough.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40