Resources
Success begins with the right strategy.
We share our thinking and thought leadership to help you drive changes and internal discussions.
Explore our library of helpful resources.
Categories
COE - Center of Excellence
Enabling your business transformation for better customer engagement.
ABM – Account Based Marketing
Customer led
Team enabled
Integrating the power of Marketing to accelerate engagement for competitive immunity.
Leadership
In today’s dynamic landscape, exceptional leadership thrives on the art of coaching, elevating the needs of team members to paramount importance, while zealously cultivating a harmonious and compassionate work milieu that fuels collaborative brilliance.
Disruption, Trends, and Transformations
Business transformations – trends – What we see | disruption in the business environment.
All Recently Published
Account Base Marketing
The global economy is becoming increasingly complex and, since we work in the strategic account management environment, we can see the impact it has on the day-to-day role of strategic account managers (SAMs). We are finding the skill set of the strategic account...
COE Components: Avoiding Complexity
The essential components of a COE are also important drivers for success. Avoiding the tendency toward too much complexity and focusing on the COE components that are really needed is an art.1. Competency and training curriculum to develop personalized learning...
Customer-Centric vs. Roles Curriculums
Learning and development capabilities need to be integrated into the COE to build a customer-centric curriculum. This curriculum ensures that every customer-facing individual is aligned to the same engagement or selling model and this is a key success component of SAM...
Building global excellence
Much has been said about the challenges and values of building global centers of excellence for key account management (KAM) and strategic account management (SAM) as a strategic operational group within organizations. Each year, the Strategic Account Management...
Towards a healthier sales model
For the past 20 years, I have been involved in pharma discussions regarding the need to radically change our sales and engagement model. The pharma industry has shifted from defi ning its customers as the physicians prescribing to patients to a much more complex...
A SAM Journey & COE Keynote
A center of excellence is a critical success factor in any Strategic account management journey. Listen to a keynote from Dominique’s corporate time where she shares her journey in different organization and her learning. Key NOTE Strategic account management...