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[New White Paper] Competencies of Strategic Account Managers

As part of our research this year, we have learned:

  1. The number one priority of sales leaders for the upcoming year is to increase business with existing accounts.
  2. Since 2012, there has been a marked increase in growth potential within existing accounts.

Click here to download our complimentary white paper now.

Our study of 397 organizations with formal strategic account management processes sheds light on what separates Top Performers from The Rest to help sales leaders better understand how they can take advantage of their organization's growth potential.

In Competencies of Strategic Account Managers, Mike Schultz, President of RAIN Group, Ago Cluytens, EMEA Practice Director, and Mike Jones, UK Practice Director, reveal the most surprising findings from our Top Performance in Strategic Account Management research initiative, including:

  • The 6 Strategic Account Management Roles that every organization needs
  • The role of customer service in strategic account management
  • The #1 skill difference most separating Top Performers from the Rest
  • The three competencies that make the biggest difference for Top Performers

If you're looking for stronger revenue growth, margin growth, and satisfaction growth in your named accounts, this report will help you build a foundation that will put you on par with Top Performers.

Download Competencies of Strategic Account Managers now. 

Additional Reading
On-Demand Webinar: 5 Keys to Top Sales Performance

Buying in the last few years has changed more than ever. Buyers are more educated, they're distracted and short on time, and options are endless.

Sellers and sales organizations are struggling to keep up.

There are specific actions that Top Performers and Top-Performing Sales Organizations take that allow them to achieve superior results.

Infographic: 9 Ways to Crush Your Sales Goals in 2018

Most sales are won and lost based on one key factor: You.

You hold the keys to your sales success. Competitors don’t win because their offerings are more impressive. They win because they deliver a superior sales experience. 

You can too.

[Take the Survey] New Research: What’s Working in Sales Prospecting, What’s Not?

By: Mary Flaherty and Mike Schultz

If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.