Session 104: Navigating Growth: Lessons from John Deere’s accelerated SAM success

In this engaging and insightful presentation, we will be joined by members of John Deere’s strategic account management team. Together, we will uncover how John Deere’s implementation of a strategic account program and their partnership with The Summit Group led to a doubling of their business in just four years. These key account managers will shed light on how they harnessed strategic frameworks, including the Customer Compass™, Third Box Thinking™, and the Hero’s Journey, to drive unprecedented growth and build enduring relationships with their strategic accounts.

Key Takeaways:

1. The Customer Compass™ advantage: Discover how John Deere leveraged the Customer Compass™ framework to gain a comprehensive understanding of their clients’ needs, preferences, and pain points. Learn how aligning their strategies with customer perspectives led to stronger connections and tailored solutions, resulting in accelerated business growth.
2. Embracing Third Box Thinking™: Dive into the concept of third box thinking and witness How John Deere’s strategic account managers harnessed this innovative framework to challenge conventional assumptions and explore novel opportunities. Understand how this mindset shift empowered them to create disruptive solutions that added value beyond expectations.
3. Embarking on the Hero’s Journey: Explore how the Hero’s Journey framework played a pivotal role in transforming routine client interactions into memorable and impactful experiences. Learn how this narrative-driven approach enhanced engagement, fostered trust, and positioned John Deere as the trusted ally in their strategic accounts’ growth stories.

By attending, you will:

– Gain practical insights: Walk away with actionable strategies derived from John Deere’s firsthand experiences, ready to be applied to your own strategic account management approach.
– Learn from experts: Hear directly from the strategic account managers who spearheaded the remarkable growth at John Deere and learn how they navigated challenges and seized opportunities.
– Expand your toolbox: Acquire a deeper understanding of frameworks like the Customer Compass™, Third Box Thinking™, and the Hero’s Journey, and witness their transformative power in strategic account management.
– Engagement and interaction: This presentation will be an interactive dialogue between the key account managers from John Deere and representatives from The Summit Group. Attendees will have the chance to ask questions, engage in discussions, and gain firsthand insights into the practical application of these frameworks.

Presenters:
Adrian Davis, Principal Partner, the Summit Group
Dr. James Robertson, President, the Summit Group
Laura Oelkers, Strategic Account Manager, John Deere Ag & Turf Division
Brian Childs, Sr. Strategic Account Manager, John Deere Company