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Managing Relationship Assets
(Powerful Ideas/White Papers)
... They initiated executive visits and relationship building at multiple levels. They made their systems easier to work with. WIP also added sales and support people at a time when other firms were dropping ...
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How to Recover Strategic Account Relationships
(Powerful Ideas/White Papers)
... First, gather the story of how the relationship went belly up. In our experience, the incidents in this chronology can come from customer service people, salespeople, marketing—even R&D and delivery ...
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Logistics and Supply Chain Relationships: Fueling the Drive to Win-Win-Win
(Powerful Ideas/White Papers)
... awash in hot air and bologna for quite a while, leading to interpretations that relationships and relationship management are the purview of the Sales and Marketing folks, as they try to wring more out ...
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What the Customer Wants You to Know
(Powerful Ideas/Book Reviews)
What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales by Ram Charam This book came to me highly praised, and having seen what an effective speaker ...
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A Sense of Urgency
(Powerful Ideas/Book Reviews)
... going, data on an opportunity out there that a competitor is working on that would lose the firm market share, or data demonstrating shrinking sales in critical product areas. Kotter suggests bringing ...
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Supporting Strategic Account Management with Systems
(Powerful Ideas/White Papers)
... CRM system includes the five abilities below: 1. Ability to Support Negotiation Planning When negotiating new or existing master agreements as well as large sales opportunities, strategic account ...
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Companies Dramatically Improve Sales by Adopting TIPS Selling Process
(Powerful Ideas/White Papers)
Companies Dramatically Improve Sales by Adopting TIPS Selling Process by Kathy Hoyt, S4 Consulting For almost 25 years, S4 Consulting has focused the bulk of its resources on improving ...
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The New Ruthless Economy: Work and Power in the Digital Age
(Powerful Ideas/Book Reviews)
... to monitor employee performance. What's amazing here is ERP's booming sales growth when study after study has revealed that, as yet, almost no one has received a decent return for having spent the tens ...
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Why Have a Voice-of-the-Customer Program?
(Powerful Ideas/White Papers)
... various customer-facing departments in the supplier firm? At many suppliers, it is the latter. Deep knowledge of strategic customers often resides only with sales/service personnel or with senior management, ...
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Unleashing the Power of Business Relationships
(Powerful Ideas/White Papers)
... is a manufacturing company at which there was once major friction between Sales and Manufacturing. Manufacturing believed that Sales over promised on delivery to get the sale and Sales could not understand ...
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Capture Customer Expectations to Create a Strategic Advantage
(Powerful Ideas/White Papers)
... 40 other Marriott people formed a cross-functional account management team, creating a total solution for D&T. The team was comprised of managers from Marriott’s Global Sales Organization, a hotel ...
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Aligning A Firm to Unleash Strategic Customer Relationships
(Powerful Ideas/White Papers)
... than a list of sales objectives. It is common for a cross-functional strategic customer leadership group to generate compelling visions, using objective market and customer data. The vision exists in words ...
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Prioritized & Vitally Important
(About Us/Testimonials)
... important, and there is no way we could have come up with most of this on our own." VP, Sales & Marketing, Global Transportation Firm ...
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Practical Approach
(About Us/Testimonials)
Practical Approach "Most of my experience has been with two kinds of vendors: research firms and technical consultants. The research companies gather intelligence on industry products, sales and service, ...
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Understand, Align and Engage
(About Us/Testimonials)
... throughout the organization as part of the process. We have grown-- both personally and financially--as a result of our work with S4." EVP, Sales & Marketing, Fortune 100 Insurance Company ...
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Understanding, Simplicity and Repeatability
(About Us/Testimonials)
... VP, Sales Training, Manufacturing Company ...
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The Seven Keys to Managing Strategic Accounts
(Powerful Ideas/Book Reviews)
... and Miller Heiman, a global sales training leader serving many Fortune 500 companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, ...
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Early Warning Signs for Troubled Relationships
(Powerful Ideas/White Papers)
... start an impact study and shop around for a new supplier. They probably will not alert senior management until their case is solid. They know that many of the executives and senior sales personnel have ...
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Are Poor Relationships Sinking Your Business?
(Scrollers/Scroller Articles)
... Is there constant friction between Sales and Manufacturing? Does one of your largest accounts not really respect the strategic account manager they’ve been assigned? A business is built not on dollars ...
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Are Your Departments Not Communicating?
(Scrollers/Scroller Articles)
... relationship is “owned” by the account manager, for example, it is easy for other departments to say, “Those customers issues are sales’ problems, not ours.” As a result, instead of spending time looking ...