Post-Sale Strategic Account Management
Overview
By following the interactive and integrated sales and marketing process of the previous seven chapters we have achieved the status of trusted business partner. All that hard work that we went through in the last chapter and those before it, to sell our product or solution, was worth it. It is welcomed and working as intended in the customer’s business. Let’s now reap the rewards of additional business from our installed base for the long term, by getting right all of the elements described here. This chapter is about managing your very best salespeople—that is, your happy customers.
In this final chapter, we introduce the vital roles of the SAM—strategic account manager or KAM—key account ...
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