Think! Inc.’s very own Carrie Welles has been published in SAMA’s new book: Customer Value Co-Creation, Powering the Future Through Strategic Relationship Management.
For 16 years, Carrie has been a Partner and Vice President at Think! building strategic negotiation skills and using her coaching and training talents to improve the effectiveness of salespeople across the globe.
The book, written By Bernard Quancard with contributions from the SAMA community, takes an in-depth look at the tem most critical enablers of an effective strategic cusstomer management initiative, offering an organizational blueprint for a successful SAM program.
It is a challenging time for B2B. Disruptors abound, procurement organizations have become highly sophisticated, and the proliferation of data has unleashed forces of change whose repercussions will be felt wide and far. But these challenges also create enormous opportunities for strategic salespeople and strategic account managers who are able to harness them in the service of nurturing strong relationships and building innovative customer solutions that impact their customers’ business results.
In Chapter 15, Carrie authored a case study, with contributions from Nalco, a Think! client, to demonstrate the Return on Investment through negotiation and closing.
Click here to view the table of contents or order directly from the publisher here.
Carrie’s unique perspective and depth of knowledge is evident in her contributions to this book just as they are to all of us in the Think! family. It is worth taking a read and if you want to know more, or schedule time to understand how Carrie and the Think! team can help you increase ROI through negotiation and closing, give us a call.