How Do You Scale Strategic Account Programs?

Air Date: Monday, August 02, 2010

Cost: $250

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Presented By:

Who should attend: Technology Sales Enablement professionals

Description:

Each month, Forrester analysts describe recent technology sales enablement trends, relate customer experiences, present best practices, and answer participants' questions.

In August, we look specifically at supporting strategic account programs. Large, strategic accounts each represent multimillion dollar markets for technology vendors with broad product portfolios. Growing these key accounts requires sales teams to have deep customer knowledge, manage multiple large opportunity pursuits at the same time, and to configure complex solutions based on customer requirements. Attacking this challenge through manual brute force is resource intensive and limits the scope and effectiveness of this critical channel. This teleconference introduces an integrated framework to systematically expand the capacity of the sales force and scale the success of the strategic accounts program.

Agenda:

• What are the unique challenges in enabling strategic account teams?
• How do differences in broad market perspectives and specific account perspectives create conflicts in the ways that your organization communicates value to customers?
• What four steps can you take to create a structured process for approaching a strategic account?
• How can you incrementally scale that process to maximize efficiency and grow your company's overall strategic account program?

Technical requirements:

An Internet connection and a one-time download of the WebEx™ Player are required.