The Four Pillars of Effective Account Management

Jeff Durr; Partner & B2B Marketplace Practice Director, Gallup

Thursday | June 14 | 10am CST

SAMA Focus Area

SAM Program

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As B2B industries have become increasingly commoditized, B2B companies have recognized the need for establishing a different type of relationship with their customers. Simply selling and delivering on a good set of products is no longer enough. B2B companies need to become partners with their customers, helping those customers address some of their most pressing business challenges. This had led to the proliferation of value-added services and solutions across B2B industries. It has also forced B2B companies to rethink how they manage their accounts.

In this webinar, Gallup will explore what it takes for B2B organizations to implement and optimize a SAM approach. Gallup will highlight the four pillars of effective account management - blocking and tackling, relationships, opportunity and positioning - and outline the infrastructure needed to support a truly game- changing SAM approach.


$99.00 - SAMA Individual Members

$169.00 - SAMA Non-members (This $169 can be applied toward your $550 membership fee if you join SAMA.)

Free - SAMA Corporate Member Companies (They have access to all live and on-demand webinars.)

Presenter Information

LaVon Koerner

Jeff Durr currently serves as a partner for Gallup. Jeff is responsible for leading large and complex client projects, primarily focused on Customer Engagement and Advanced Analytics. Jeff earned his BSM in Information Systems from Purdue University, and his MBA from the University of Nebraska. Jeff is currently a member of multiple boards including: Junior Achievement Georgia, Queens University's Smith College of Business Analytics Advisory, and Purdue University's Krannert School of Management. Jeff is based out of Gallup's Atlanta Office and has been with the firm for 12 years.

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