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Session Description

How are today’s leading companies becoming more strategic to their most important Customers and what types of strategic account management (SAM) solutions are they deploying to expand key customer relationships? How are they gaining competitive advantage through the implementation of SAM best practices and accelerating growth of their most significant accounts?

This session, based on The Keys to Effective Strategic Account Planning model for SAM excellence, will answer these questions and more. Participants will be provided with a contemporary framework of proven SAM best practices, as well as specific tools that can be used with their customers immediately upon close of the webinar.

Emphasis will be placed on how top performing organizations are becoming more strategic to their most important customers and creating customer value based on their deployment of account management best practices. Participants will assess and benchmark their account management efforts to determine strengths, recognize areas for improvement and establish priorities for 2012/2013.


About Steve Andersen

Steve has served as “senior sales executive” multiple times during his career, and his background includes extensive experience in field operations and sales management.He is the primary architect of Performance Methods’ Keys to Effective Strategic Account Planning Methodology™, Integrated Opportunity Management Methodology™, Customer Engagement Methodology™, Collaborative Planning Methodology™ and SAM Portfolio™.

Steve’s client work has brought him into direct contact with many of the world’s largest corporations, including Adecco, Assurant, Coca-Cola, Colgate Palmolive, Delta Airlines, EDS, ExxonMobil, Fujitsu, GE, Hasbro, Henkel, Hilton, Honeywell, HP, John Deere, Nike, P&G, SAP, Schneider, Sealed Air, Siemens, 3M, Verizon, Wells Fargo and Zurich. 

He holds BS and MA degrees in Mathematics from the University of North Carolina and resides with his family in Atlanta, GA.