Strategic Account Managers (SAMs) are essential for driving long-term success in client relationships. To excel, SAMs must understand stakeholder goals, simplify complexities through effective communication, and ensure proactive action. This […]
Time to Start Thinking Strategically Read More »
The Importance of Developing Strategic Thinking in Strategic Account Managers In our fast-paced business environment, Strategic Account Managers (SAMs) face a myriad of challenges that require them to go beyond
Developing Strategic Thinking in SAMs Read More »
The Evolution of Sales: Moving Beyond Transactional Selling Selling products and quoting on them has long been the cornerstone of success for sales professionals. The focus on closing deals quickly
Moving Beyond Transactional Selling Read More »
In the dynamic realm of high-end selling and strategic account management, the role of coaching often takes a back seat. Let’s shed some light on the transformative power of managers
The Missing Piece: Managers as Coaches Read More »
At the beginning of this month, we unveiled our innovative strategic account management training program at SAMA’s inaugural TechFest event. This video walks viewers through the exciting process Whetstone uses
Announcing our Strategic Account Management Training Program Read More »
You know how valuable your solutions are. You know how they will save your clients time and money and/or help them become more profitable. Unfortunately, Procurement doesn’t! They just want
Struggling With Procurement? Read More »
Has the pandemic dramatically changed the way you work and interact with your customers? You’re not alone! The painful shift from in-person meetings to virtual ones has been a major adaptation
What’s Better? Virtual or In-Person Meetings? Read More »
Due to the Coronavirus pandemic, many conferences have been postponed or cancelled. As a result, my clients have asked if I can deliver training remotely. You asked and we’ve delivered!
Virtual Sales Training Workshops Read More »
As 2019 comes to a close, many sales managers find themselves under pressure to hit their annual targets. That pressure usually cascades down to sales reps, and ultimately, to prospects
I am excited about the opportunity share my ideas about strategic account management at the Strategic Account Management Association’s Annual Conference (May 20-22) in Orlando, Florida. It is the largest
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