What can you stop doing to free up resources for high-value activities?
By Gary Peacock
Managing accounts strategically requires a fundamental shift in the way companies work with their key accounts. Shifting from a selling-mindset to a problem-solving mindset.
With a selling-mindset you only focus on your revenue; with a problem-solving mindset you focus on how you can help your account improve their business results.
Read MoreIn competitive industries like yours, according to executives and experts you should implement Strategic Account Management (SAM). But isn't that just a fancy term for selling to C-Suite executives?
No. SAM is a different way of working with some of your customers.
Read MoreGlobal business is changing, and changing fast. Your major accounts, your top customers, want to work with you differently, with a clear focus on getting better. Your competitors are fighting on price and new and different competitors continue to emerge. For many companies this means less revenue, margin and profit.
Read MoreIf you are not already managing accounts strategically, you have just one question: Why bother?
Read MoreCustomers are always looking for new insights to develop and grow their profits. Strategic Account Management has proven the most effective way to build relationships and profits.
Read MoreAs companies move from sales management to account management, it raises the question: "How can we measure improved strategic relationships?"
This tool will enable you to do just that.
Read MoreVarian Medical Systems Australia: A Case Study on Strategic Account Management
By Peter Browne and Gary Peacock, Managing partners at Bennelong Group International
and Chris Cowley, Managing Director Varian Medical Systems Australasia.