Designed as a one-day, instructor-led course preceded by the 6-hour eExecutive ValueSelling on-demand course, the ValueSelling Account Management (VSAM) workshop is designed to accomplish two critical tasks:
VSAM leverages the ValueSelling Framework® through the use of a common set of terminology and templates, including the Qualified Prospect Formula™ and ValuePrompter®. The process is then expanded and applied to the account management process to look at the key components involved with managing strategic opportunities.
The four key components of the VSAM process include:
Expected course outcomes include: