Webinar Registration: Using strategic customer insights to grow sales through this crisis

October 6, 2020 10:00 AM - 11:00 AM   Central Time (US and Canada)

This webinar will expose strategic account management professionals to contemporary thinking and best practices to help them deal with strategic sourcing counterparts who have become increasigly sophisticated, demanding and empowered -- all against the backdrop of the global COVID-19 pandemic .

We will discuss strategic and tactical buy- and sell-side issues, including:
     • Dealing with strategic sourcing initiatives
     • Adding value when not face-to-face with customers
     • Being strategic when focus is on short-term transactions
     • Addressing cashflow concerns

We will also discuss how we sell/do business in a crisis, answering questions like:
     • Where should we place our focus?
     • How do we engage strategic sourcing customers?
     • How should we contact our prospects?
     • How do I close deals?
     • How will we minimize business disruptions?



melzie robinson

Senior Partner, Gibson Consulting

• Over 25 years in senior leadership positions at major management consulting firms and corporations such as A.T. Kearney, Gemini, BP Amoco and  Procter & Gamble.

• Led numerous sales & marketing projects to redesign client sales organizations and increase margin and profitability of sales

• Directed strategy and sales & marketing projects that increased aggregate client revenues in excess of $4 billion


Patrick Callahan, CPA

Senior Partner, Gibson Consulting

Patrick has 25+ years experience providing hands-on training to clients in implementing well-defined and disciplined sourcing methodologies that are synchronized across the enterprise.  These methodologies have produced tremendous economic and operational benefits through cost-reduction programs and productivity & process improvements. They have expanded reach to Global Markets (LCCS) and the creation of an effective Organizational Design to execute and maintain negotiated alliances.  The net results have consistently yielded significant annual cost savings and forged strong supplier relationships that have created enhanced operational services and reduced administrative cost.

Please fill out the form below to register for this webinar.