I hope, you will join me for the Forrester Sales Enablement Forum 2012 in San Francisco, March 19-20.
I’m happy to be part of a track with several sessions together with Scott Santucci, Principal Analyst, Forrester and David B. Irwin, President and CEO, Allant Group. Our track is called „Bridging the gap in strategic accounts“ and I will share our experiences and lessons learned regarding „Designing a cost effective tiered coverage model“.
It will be your track if you are interested in a variety of topics such as:
- How to evolve sales enablement as a strategic and holistic discipline, how get from a “fragmented” into a “managed” state
How to define accounts and why a legal account definition is the most valuable starting point to address the whole cross-selling potential
How to process account segmentation successfully, knowing that not everything that matters, can be measured…
How to connect the dots between account tiering and strategic account planning
Why GoToMarket and GoToCustomer perspectives and the need to balance between both are core challenges regarding strategic account planning
Why we have to provide valuable frameworks for account teams to help them navigate complexity and reinforce customer-centricity? That’s why we need sales enablement heros!
Why Forrester’s MODEL MAP MATCH is a core principle to structure value communication efficiently across the organization and across the customer’s network.
And much more exciting topics…
See you in San Francisco next week!
You might also be interested in this Q&A on the Forrester blog.