Thought Leadership
PMI’s Sales Performance Solutions are among the most contemporary and innovative in our market, and have been recognized by industry experts and thought leaders across the globe.
We appreciate the opportunity to share perspectives on sales, account management, and sales management and leadership with the sales performance community through our publications and insights.
Case Studies
Books
Steve Andersen & Dave Stein
Beyond the Sales Process
12 Proven Strategies for a Customer-Driven World
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.
To read more visit beyondthesalesprocess.com where you can check out the blog, and register for the newsletter.
Training Your Sales Team to Co-Create Value and Win New Opportunities
By Steve Andersen and Scott Benjamin
Training Industry has featured PMI in a thought leadership series including articles, ebooks and webinars, focused on the topic of Creating Value-Focused Sales Excellence.
Joining PMI is the award-winning team from Boehringer Ingelheim to provide insights on how they successfully implemented a program focused on customer success through value co-creation.
Aligning Your Sales Team to Co-Create Value With Customers and Drive Sales Momentum
By Steve Andersen and Scott Benjamin
The second in a series of three ebooks featured by Training Industry focused on the topic of Creating Value-Focused Sales Excellence.
This ebook leverages insights gained through PMI’s ongoing work with the award-winning team from Boehringer Ingelheim, and their successful implementation a program focused on customer success through value co-creation.
6 Key Steps to Drive Account Growth and Value Co-Creation Within Existing Customer Relationships
By Steve Andersen and Scott Benjamin
The final installment in a series of three ebooks featured by Training Industry focused on the topic of Creating Value-Focused Sales Excellence.
This ebook leverages insights gained through PMI’s ongoing work with the award-winning team from Boehringer Ingelheim, and their successful implementation a program focused on customer success through value co-creation.
The Keys to Effective Strategic Account Planning (2nd Edition)
By Steve Andersen, Craig Jones and Todd Lenhart
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.
Articles
The Salesperson’s Most Valuable Portfolio – Aligning With What Matters Most To Your Customer
Training Industry Magazine, By Steve Andersen & Craig Jones (PDF, 2.00 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)
The Keys to Effective Strategic Account Planning: Assess and Strengthen the Account’s Most Strategic Relationships
Velocity Magazine/SAMA – (PDF, 1.59 Mb)
There’s a Better Way to Select Sales Training
Sales & Marketing Management Magazine – (PDF, 2.49 Mb)
How to Build Account Team Collaboration
Velocity Magazine/SAMA – (PDF, 509 Kb)
The Keys to Effective Strategic Account Planning: “Discover what the customer values most and validate it”
Velocity Magazine/SAMA – (PDF, 3.02 Mb)
The Keys to Effective Strategic Account Planning: “Define ‘What is a strategic account?’ and assess ongoing fit”
Velocity Magazine/SAMA – (PDF, 1.33 Mb)
CRM and Sales Effectiveness: A Framework for Sustainability
By Joe Vance – (PDF, 449 Kb)
Turning the Keys: How Global Industry Leaders Deploy the Keys to Effective Strategic Account Planning
Velocity Magazine/SAMA – (PDF, 1.79 Mb)
Strategic Reflections – Trust Builder or Buster?
(PDF, 153 Kb)
The Road to Trusted Advisor
(PDF, 786 Kb)
Strategic Reflections – The Planning Disconnect
(PDF, 866 Kb)
Sprouting a SAM Program: How to Build a Strategic Account Management Program from the Ground Up
Velocity Magazine/SAMA – (PDF, 1.11 Mb)
Charting the Future with Your Customer: How Assurant Solutions Implemented Collaborative Account Planning
Velocity Magazine/SAMA – (PDF, 3.82 Kb)
An Infonet Case Study: Creating Customer Value Through the Global Deployment of Account Management Best Practices
Infonet Case Study – (PDF, 304 Kb)
Innovate to Differentiate
Velocity Magazine/SAMA – (PDF, 2.21 Mb)
An ESR Case Study: Performance Methods Inc. + Verizon Enhanced Communities
ESR Case Study – (PDF, 92.7 Kb)
Hewlett-Packard Awarded Excellence in Practice Citation by American Society for Training and Development
HP ASTD Awards 2007 – (PDF, 101 Kb)
A Honeywell Case Study: The Comeback Kids – Honeywell’s Puishys and Madden
Sales & Marketing Management Magazine (PDF, 101 Kb)
