How Structure Affects Strategic Account Management

Many companies work in silos, geographically or by business units. Implementing a company-wide initiative like Strategic Account Management (SAM) poses many challenges, particularly around the main resource - staff.

So, for leaders of companies with these siloed structures getting the whole company aligned around strategic customers, and committing time, money and people can be a major challenge.

How can you be unique, but persuaded in predictable ways?

You are different, there's nobody just like you. So, how can we be persuaded in predictable ways? Well, there's a one word answer: process. We can all be persuaded in predictable ways by using a process. This process needs to be based on understanding the psychology of persuasion.

Gary Peacock, PersuasionGary Peacock18 September 2015Persuasion, Predictable, Process, Psychology, Prepare, Persuade, Interests, Risks, Start, Stop, Behaviour, Next Steps, Resources, Consequences, QuestionsComment

To solve impossible problems faster, be unreasonable.

How long before they could create a prototype? This question highlights the critical issue of ...