Becoming a trusted advisor by selling your company’s expertise (not products)

In today’s world of information overload and buyers who already know what they want (or think they do), strategic and key account managers need a way to elevate their customer conversations above the ground level. Whether they know it or not, a SAM’s hidden superpower is his or her ability to connect their customers to expertise-based services within the SAM’s organization. Magnetic Consulting’s Michael Thomas spent years as a managing consultant for Microsoft’s global consulting organization, and he explains the WHAT and the HOW.

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