Buying has changed dramatically over the past 10 years, but sales hasn’t kept up.
It took Steve Andersen and Dave Stein two years to write Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. By going inside industry-leading companies and interviewing some of their most successful salespeople and account managers – and their customers, the authors offer a proven approach that spans the entire customer relationship… before, during, and after the sale.
Today’s customers value relationships based on transparency, credibility, authenticity, and trust, and their feedback provides a compelling case for stronger alignment, collaboration, innovation, and mutual value creation in this exciting new era of customer engagement.
If you want to discover account management best practices at work, all you have to do is spend time in or around the Strategic Account Management Association and its member companies. Sharing best practices is part of the SAMA community culture, and there’s no better place than SAMA to find examples of how global industry leaders have achieved excellence in engaging, creating and co-creating value with their most important customers.
This book’s purpose is twofold: to introduce the reader to a proven methodology and contemporary approach to managing strategic customer relationships, as well as to recognize specific companies that have reached high levels of effectiveness in their deployment of strategic account management best practices.