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The CEO's Challenge

The Skills Your Company Must Have

 
Reverse the Commoditization

 
Driving Your Company's Growth Agenda

 
Developing Customer Relationship Capital

 
Capturing the Wallet of the Future

 
Managing Global Client Relationships

 
Tackling the Front Office Productivity Challenge

 
The Gold Collar Worker

 
Understanding corporate clients

The Manager's Handbook
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Driving Your Company's Growth Agenda Driving Your Company's Growth Agenda: Training Strategic Account Managers to Create the Wallet of the Future
Peter F. Mathias

In today's global economy, companies are increasingly faced with the challenge of generating growth to meet demanding investor expectations.

In a previous article we pointed to the need to sell to the Wallet of the Future. The primary challenge for Strategic Account Managers and Strategic Account Management Programs will be to create these new wallets with their strategic customers.

This article describes how it is possible to develop a sufficient number of SAMs who can sell to the Wallet of the Future.

read full article (PDF) Getting CRM Right