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Webinar Registration: Virtual Selling and Account Management

MARCH 30, 2021 10:00 AM - 11:00 AM   Central Time (US and Canada)

While the advent of COVID-19 vaccines promises an eventual end to lockdowns and travel restrictions, the future (of selling, of buying – of business generally) is certain to be more virtual than in the past. But people are physical creatures, and there will always be an important role for face-to-face engagement between SAMs and their customer counterparts.

The winners will be those who can not only do both well but who get the balance right and master seamless integration of virtual and in-person interaction.  

This webinar will use recent benchmarking data and case studies to explore the challenges of virtual selling and account management and share best practices to overcome those challenges – both now and in the “next normal."

Topics will include:
•         Exploring the similarities and differences between in-person and virtual selling
•         Avoiding the pitfalls of virtual account management and sales
•         Establishing rapport and building trust with new customers without the benefit of face-to-face interaction
•         Engaging in robust, interactive ideation and co-creation with customers in a virtual environment
•         Taking advantage of new technology  

Speaker

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Jonathan Hughes 

Partner, Vantage Partners

Jonathan Hughes is a partner at Vantage Partners, where his work focuses on competitive and growth strategies, supply chain management, and organizational transformation.  He has worked with leading companies and state-owned enterprises across a range of industries in North and South America, Europe, Asia, Australia, and Africa, to develop and implement new strategies that leverage enhanced collaboration – across internal organizational boundaries, and with external business partners.  

Mr. Hughes is a frequent keynote speaker on strategic alliances, supply chain management, and negotiation, and has been a guest lecturer at the Fuqua School of Business at Duke University, the Darden School of Business at the University of Virginia, the US Military Academy at West Point, the Wharton School of Business at the University of Pennsylvania, and the Advanced Program of Instruction for Lawyers at Harvard Law School.

Jonathan Hughes is a graduate of Harvard University.

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DAVID CHAPNICK

Partner, Vantage Partners

David Chapnick is a Partner and leader in Vantage’s Sales and Account Management practice. Since joining Vantage in 2004, David has worked globally on projects focused on business-to-business sales strategy, customer centricity, sales force effectiveness, alliance management, and strategic account management. David’s work and passion centers on building and implementing strategies that leverage the power of collaboration and innovation – between customers and suppliers, with alliance partners, and across internal business units.

Examples of David’s recent work include supporting the customer centricity transformation of a major pharmaceutical services company, leading a negotiation capability improvement effort for a medical device company’s sales force, launching several biopharma alliances focused on bringing novel therapies to market, developing the coaching skills of frontline sales leaders to drive revenue growth, and supporting the redesign of the business development and licensing model of a global pharmaceutical company.

David is a frequent speaker and author.  His work has been featured in Harvard Business Review, SAMA Velocity Magazine, and elsewhere; he is a co-author of the chapter on “Negotiation Systems and Strategies” in the 2020 International Contracts Manual, as well as Vantage’s studies on pricing, and on customer-supplier negotiations.

David is a graduate of Boston University.

This webinar is now over. Please click the link below to view the recording:

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