From sales to strategic account management: How L&D COEs can be catalysts for customer centricity.

  • Dominique Cote, The Summit Group,
  • Dennis Kane

Healthcare is facing a very disruptive time impacted by the integration of its environment (local/regional/global), the technology and the emerging of new stakeholders and decision makers. This is calling for a new way to engage with our accounts / stakeholders and bringing the need to move from sales to strategic engagement. The transformation from sales to strategic account management capabilities for the more complex key accounts require a new learning and development curriculum that focus on customer / patient centricity and provide a continuum approach from the more transaction sales to the more strategic and beyond the product and services complex engagement.

  • Date:Wednesday, June 5
  • Time:8:30 AM - 9:30 AM
  • Room:Austin 5-6
  • Location:Austin 5-6
  • Session Type:Interactive Discussion
  • Submitter Name: Dominique Cotes
  • Session Level: Intermediate
  • Submitter Email:
  • Session Length: 60 Minute Workshop
Dominique Cote
The Summit Group
Dennis Kane