The Keys to Effective Strategic Account Planning: “Provide coaching and sponsorship to account teams as needed”
Velocity Magazine/SAMA – (PDF, 2.9 Mb)
The Future of Sales Training – Raising the Bar for Customer Engagement
Training Industry Magazine – (PDF, 6.14 Mb)
Steve Andersen and Dave Stein Interviewed about New Book, Beyond the Sales Process
Alyson Stone, Conversion Company
Sales Expert Lee Salz Recommends New Book by Steve Andersen and Dave Stein: Beyond the Sales Process
Lee Salz/Sales Management Executives
The Keys to Effective Strategic Account Planning: Implement performance metrics to measure and track SAM execution
Velocity Magazine/SAMA – (PDF, 2.23 Mb)
The Keys to Effective Strategic Account Planning: Engage the Customer in the Account Planning Process
Velocity Magazine/SAMA – (PDF, 1.95 Mb)
The Keys to Effective Strategic Account Planning: Develop and Implement a Proactive Strategy to Grow the Account
Velocity Magazine/SAMA – (PDF, 2.00 Mb)
The Keys to Effective Strategic Account Planning: Align the Supplier’s Objectives with the Customer’s
Velocity Magazine/SAMA – (PDF, 2.68 Mb)
The Keys to Effective Strategic Account Planning: Integrate and Balance Account and Opportunity Planning Processes
Velocity Magazine/SAMA – (PDF, 2.56 Mb)
The Keys to Effective Strategic Account Planning: Position and Differentiate Supplier’s Unique Value with Customer
Velocity Magazine/SAMA – (PDF, 846 Kb)