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Recording Details


Customer Engagement Before, During, and After the Sale


Steve Andersen, President and Founder, Performance Methods

Dave Stein,  CEO and Founder, ES Research Group

Recorded: Tuesday, March 4, 2014

(60-Minute Session)




Session Description

In this session, Steve will share what it really takes to achieve Customer Engagement excellence. As a result of his firm’s stellar work with some of the largest and most recognized brands, Steve believes that most sales training companies have it wrong. They focus on winning the deal. Many suppliers have it wrong as well, with no strategy, tools, or understanding of what it takes to build a long-term relationships where both supplier and customer achieve new levels of mutual value.

Join Steve and Dave and you will learn:
  • What works and what doesn’t when suppliers attempt to engage the customer
  • What customers don’t care about and what they do
  • Why relationships matter
  • Key considerations for suppliers and customers before, during, and after the sale
  • Key attributes of a Customer Engagement Professional, Inc.

About Steve Andersen
Steve Andersen is President and Founder of Performance Methods, Inc. (PMI). He is the primary architect of PMI’s Keys to Effective Strategic Account Planning Methodology™, Integrated Opportunity Management Methodology™, Customer Engagement Methodology™, Collaborative Planning Methodology™ and SAM Portfolio™. Steve’s thought leadership in the sales performance industry is demonstrated through his long list of publications and work with many of the world’s largest corporations, and he is an active participant in the Strategic Account Management Association (SAMA) and SAMA’s Conferences, Universities and Academies worldwide.
PMI provides consulting and training services to assist clients in the design, development and deployment of customer engagement best practices. PMI’s unique approach provides clients with customized and integrated solutions consisting of sales processes, best practices and consultative selling skills. PMI has been selected by many of the world’s leading corporations as their sales best practices partner and has been widely recognized for the innovation, effectiveness and strength of its contemporary suite of customized sales performance solutions.


About Dave Stein

Dave Stein, CEO and Founder of ES Research Group, Inc., is recognized as the world’s leading independent expert on sales training. His research and advisory firm profiles, evaluates, and compares sales training programs and the companies that provide them. His blog is widely read by both sales training providers and sales training buyers worldwide.


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