The Seven Keys to Managing Strategic Accounts

Sallie Sherman, Joseph Sperry, Samuel Reese9780071417525, 0071417524

Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customersThe Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers – their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today’s market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters.Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides: * A world-class competency model for strategic account managers * Techniques for developing a program to manage and grow “co-destiny” relationships * Examples and cases from Honeywell, 3M,and other leading corporations Sallie Sherman, Ph.D. is the president of S4 Consulting.Joseph Sperry, Ph.D. is a partner with S4 Consulting.Samuel Reese is president and CEO of Miller Heiman.