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Is your company just another vendor to your strategic accounts, or is your status as a strategic provider backed by frequent executive access and consistent growth? In this Webinar, Forrester Research illuminates the massive gaps in value perceptions between executive buyers and strategic account sellers that torpedo strategic account investments. Gain new perspectives on how to optimize your selling system to increase financial returns from strategic accounts.
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Vendors mentioned: Avention, Revegy, rFactr, and TrustSphere.
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North American technology salespeople have a grossly inflated idea about how many of their customers perceive their companies to be valued strategic suppliers. The fact is, buyers are more discriminating than ever about what and whom they consider to be s
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