In this new normal the role of SAM have never mattered more. This requires an immediate focus of your Mindset and Skillset around what matters most. Customers are seeking for their Business Partners to be focused on their business continuity, priorities and realties. They do not want to be sold to. They want to be listened to and aligned with on what matters most right now. Most importantly, they seek “what’s working elsewhere now?”
Now is not the time for theory, complexity or unstructured thinking.
This 3 Part Series brings practical, pragmatic, proven tools and principles to fortify you so you can fortify your customer (and Their Customer) and align your company with what matters most now and next.
Webinar 1: Engaging Self Now - Register below and receive this recording straight to your inbox!
In this first program, we will focus on the importance of gaining personal alignment before beginning the important work of engaging with the Customer. In this uncertain time, each of us is experiencing varying levels of anxiety. This workshop recognizes that before you can be 100 per cent focused on the Customer’s personal and business issues you must acknowledge, and where possible resolve your own concerns.
This session will provide you with proven-practices and principles of self-leadership for individual reflection, gaining insights from and sharing insights with other participants. Topics include;
•Importance of self-reflection, determining your energy drainers and boosters
•Developing resilience and emotional agility by focusing on what you can control
•Orienting around a growth mindset and creating a personal learning cycle
•Securing the link between courage and vulnerability in the face of uncertainty
•Prioritizing your 100 hours/week to thrive in a disruptive environment
•Preparing to focus on what the Customer needs now and next
•How to be real-time relevant to your Customer and Company
By the end of this 60-minute program, participants will be ready to shift their attention from themselves to being relevant and present for their Customer. Participants will be prepared to become their Customers’ trusted advisor as they navigate this uncertain time. They will be ready to be more emotionally engaged and ready to build deeper relationships.
Webinar 2: Engaging the Customer Now - Register below and receive this recording straight to your inbox!
Your customers reality has changed. To elevate your strategic impact, a new understanding of the customers’ changing context is critical. Through sharing recent insights and the direct application of practical principles and tools, attendees will rapidly:
•Gain awareness of the disruption taking place within your customer’s business and develop near-term to support
•Develop a plan and apply a pragmatic framework to collaboratively engage the relevant stakeholders that matter now
•Understand how to be real-time relevant in identifying and clarifying the Customer most important Issues (Careabouts)
•Understand how to have clear, crisp and concise dialogue with customers
•Align with key stakeholders (internal and customer) and prioritize “Big Fit” areas of focus right now, where you and the customer can collaborate to create the greatest mutual value
•Use “Third-Box Thinking” to communicate and align around what your company can bring now, and in the near future, to fortify your customers' ability to serve and deliver relevant value to their customers now.
•Develop a one-page roadmap that accelerates planning and execution to fortify their business model thereby fortifying your own company's business
In summary, this session is a high-impact, pragmatic 60-minute immersion that enables a distinguishing approach to create immediate business relevance, distinguish how you and your company show up and most importantly, protect and fortify your customers business.
Webinar 3: Engaging your Company Now
In times of disruption, it’s not just your customer that has been impacted, it is also your own Company. How you show up in your own organization has never mattered more. Attendees will leverage practical SAM principles/tools that are highly effective when engaging key internal stakeholders and driving awareness and organizational alignment. Through interactive activities they will apply principles to real-life scenarios they face, then engage in a facilitated discussion and debrief with the broader cohort.
•Priority Focus Areas:
•Importance of gaining internal mindshare and sponsorship, in driving mutual value for our Customers and Company
•Challenges associated with effectively communicating the Case for Change – to key internal functions + stakeholders.
•Unique opportunity to distinguish ourselves as SAMs, in the way we prepare for and engage with leaders within our own organization
•Specifically, The Summit Group will provide a framework to:
Uncover the Internal Stakeholders “Who Matter Most”
Develop engagement strategies to ensure internal alignment and sponsorship for key Customer initiatives
Effectively deliver compelling stories/business cases – that reflect the Customer’s priorities and voice, which link directly to Company priorities + objectives
In summary, this 60-minute session is the final of a three-part series -- focused on the critical importance of effectively engaging Internal Stakeholders within our organization, by applying adapted core SAM principles. We will share insights of how SAMs have aligned Customer and Company priorities to garner the internal support required to help drive business continuity within both our Customers’ and own organizations.
As CEO of The Summit Group, Phil is a recognized thought leader on Value Creation and Relevance and has worked with some of the world’s largest companies as a coach, mentor, consultant, and advisor to top leaders across a range of industries across 45 countries.
Phil has served on the Board of Directors for the Strategic Account
Management Association and he sits on the boards of a number of companies
and non-profits. He is also a co-founder of The International Journal
of Sales Transformation, based in London.
With over 27 years of experience in sales and management, Kirk brings strategic insight and innovative, growth-oriented thinking from engagements with Fortune 1000 companies across high tech, healthcare, pharmaceutical, and education. He is well-versed in multiple disciplines including global/key account strategy, meeting facilitation, workshop delivery, learning program development and execution, sales operations, and leadership development.
In his current role with The Summit Group, Kirk specializes in stakeholder/account
management, developing and facilitating training programs, coaching,
and facilitated account management and business alignment sessions
with strategic account teams and their customers.
Shakeel Bharmal is an experienced business and non-profit leader with a proven track record at the senior management level, as well as a consultant, teacher, & management coach. He has demonstrated the ability to drive revenue growth by aligning customer-focused strategy with operational execution. His experience includes leading start-ups, process and organization transformations, product launches, and turn-around situations.
In addition to being a senior member of the Summit team, he is a practicing executive coach and a member of the Ivey Coaching Network at the University of Western Ontario’s Ivey School of Business. For the past 7 years he has been the chief operating officer and director of resource development for an agency of the Aga Khan Development Network. Prior to this he launched The Summit Group in Canada, where he focused on teaching business acumen to sales teams, and developing and coaching sales and marketing leaders’ capabilities in the online, transportation, construction, biotech, medical equipment, and pharmaceutical industries.