Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

CORE 0 - SAM playbook: Foundational skills for driving superior customer results This 2-day course enables the participant to absorb the full scope of the work of a strategic account manager, and the progression of engagement both internally and with the customer. Candidates will work with case examples to understand job workflow and the specific competencies needed to perform each area of objectives, including: Co-Discovery, Fit and Planning; Co-creation, Monetization and Negotiation; and, Value Tracking and Delivery.

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

This 2-day course enables the participant to absorb the full scope of the work of a strategic account manager, and the progression of engagement both internally and with the customer. Candidates will work with case examples to understand job workflow and the specific competencies needed to perform each area of objectives, including: Co-Discovery, Fit and Planning; Co-creation, Monetization and Negotiation; and, Value Tracking and Delivery.

Adrian will deliver a 3-hour kick off workshop with an emphasis on using a storytelling framework in sales conversations and customer selection criteria.