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November 2019

SAMA Academy – Prague

November 12, 2019 @ 8:00 am - November 14, 2019 @ 5:00 pm

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.

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December 2019

Value Selling Mastery – Vancouver, BC

December 10, 2019 - December 12, 2019

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…

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Value Selling Mastery – Calgary, ON

December 17, 2019 @ 8:00 am - 5:00 pm

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…

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Value Selling Mastery – London, ON

December 20, 2019 @ 8:00 am - 12:00 pm

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…

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January 2020

Strategic Account Management Workshop – Toronto, ON

January 8 @ 8:00 am - January 9 @ 5:00 pm

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.

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Sales Conference – Vancouver, BC

January 13 @ 8:00 am - 5:00 pm

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

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Annual Sales Conference – Las Vegas, NV

January 15 @ 8:00 am - January 16 @ 5:00 pm

Adrian will deliver a tailored keynote and interactive workshop on strategic account management.

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Executive Session – Chicago, IL

January 21 @ 8:00 am - 5:00 pm

This 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.

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Value Selling Mastery – Vancouver, BC

January 24 @ 8:00 am - 5:00 pm

Adrian will deliver an interactive workshop with the following focus: 1) Developing and crafting Account Plans 2) Strategic Account Management  

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February 2020

Value Selling Mastery – Hamilton, ON

February 3 @ 8:00 am - 12:00 pm

Adrian will deliver an interactive workshop with a focus on developing storytelling and proposal writing skills.

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