How to Win Big Deals
Developing and successfully executing a strategy is one of the most challenging undertakings in business. Research and experience continue to show that only a small percentage of strategies are successfully executed. In this webinar, you will learn how to develop and execute Capture Teams: multi-functional, cross-organizational teams, focused on achieving a single business development objective.
10-Step Strategic Account Management
This webinar covers Global Partners' 10-Step Strategic Account Management Process. You will see the 10-step account planning and implementation process using real-world examples, focusing on 3 of the biggest challenges facing strategic account management programs today.
How to Knock Down Silos between Sales and Marketing
We have witnessed the growing problem of misalignment in B2B circles, and feel that it warrants special attention by senior managers. Ample research confirms the severity and causes of this problem, which is fully documented in this e-book. We encourage B2B managers to use this e-book to assess whether/how this Marketing and Sales alignment issue is relevant, and in particular, how improved collaboration can make their company significantly more efficient and successful.
Aligning Marketing and Sales in B2B
This webinar covers the growing challenge of aligning marketing and sales in B2B. The problem, trends, and possible solutions are discussed using personal experiences, industry research, and case studies.
10-Step Strategic Account Management
In this ebook you will learn how to develop a Strategic Account Plan with our 10-step process. The goal of this guide is to provide you with detailed analytical tools that will aid you through the process of creating a Strategic Account Plan.
Financial Savvy for Strategic Account Managers
In this presentation, you will learn about identifying how your products and services can impact the financial results of customers and be used to effectively 'sell financial value' to key customers, identifying the key executive, and how to position the potential value of your products and services.
Trusted Business Advisor
Topics covered in this presentation include: changes in customers' decision process and expectations for key suppliers; product Sale to Solution Sale to Trusted Business Advisor; transforming the Sales and Marketing Organizations; Challenges, Approaches and Critical Success Factors; and making the case for change.
Using sales processes to promote retail branding and increase supplier brand equity
This presentation is case study of how Electrolux brought their brand back to life across its 9000 stores.
Now is the time to invest in sales training
This article discusses how the current economic crisis provides the perfect opportunity for forward-thinking executives whose companies will not only survive the downturn, but emerge positioned to take full advantage of the recovery.
Making strategic account managers financially savvy
This article discusses how a handful of key financial measures and a simple tool called the DuPont chart are all that is needed for a salesperson to analyze the financial condition of a business, assess likely strategic issues and opportunities, and discuss financial strategy - even with the customer's chief financial officer.
Charting a career as a global sales executive
This article describes the skills and competencies needed to become a successful global sales executive. Additionally, you will learn about charting your career path and taking advantage of global opportunities within your company.
How aligned is your organization on the needs and methods of creating value?
This article discusses how Electrolux was able to drive business profitability through value creation with a system that enabled strategic account managers to use financial data to manage relationships with strategic accounts.
Selling and account management in the new global economy
This article discusses the findings from a customized study conducted by Global Partners in 2009. Download this article to learn the 5 drivers of sales transformation and their resulting implications so you can address the challenges of selling in the new global economy.
What companies need to do to recover from the economic crisis
This article covers 2 major findings from the 2009 Global Partners study on the impact of the recession on buying and selling patterns in companies. In order to take advantage of growth and recovery opportunities, companies need to prepare now.
Despite the recession almost all companies continue management training
This article reports the findings from a 2009 Global Partners survey, among senior managers around the world, that gagues the recession's impact on employee development initiatives and determines how companies plan to inspire greater performance from their people in the future.
Global strategic account planning transforms account relationships into true partnerships
This article explains how Global Partners and STMicroelectronics began a coaching and consulting program with ST's global account teams called 'Capture market share', which was initiated to enable ST to substantially and quickly increase its share of key global accounts.
Organizational decision mapping (ODM)
Based on our experiences we have identified major challenges that Global Account Managers often confront in the Relationship stage. Our Organizational Decision Mapping (ODM) case study and exercise and the article Are You Selling to the Right Decision Maker? can help you address these challenges.
Creating value-adding relationships between KAMs and purchasing
Traditionally the success of a key account manager has often been determined by how effectively he or she is able to avoid the influence of their customers purchasing department. This article discusses opportunities for key account managers to be proactive with their contacts in purchasing.
Building high value relationships with retail customers
In today’s retail landscape, chain stores competing primarily on price and selection dominate the market. This article discusses how sales people can create real ‘value’ for customers by understanding their problems and needs and providing ‘solutions’ in the form of products that address those needs.
Implementing six sigma in a global sales organization
In this article you will learn about how the identification of “critical to customer” requirements, data-driven analysis of processes and the elimination of non-value adding activities, can be highly effective in harmonizing an organization’s global sales processes and capabilities to drive breakthrough sales growth.