May 6th, 2021 from 9 am to 10 am CST
Join the conversation:
Executive Support & Engagement: A Make-or-Break for Life Sciences KAM
Programs
Overview: One of the common reasons that SAM programs fail is lack
of executive understanding and support. Particularly in life sciences,
where B2B selling is less understood at senior levels, this becomes all the
more important. Unfortunately, we don’t see strong and systematic executive support and
engagement. In fact, in life sciences we often see the opposite from executives: sporadic engagement, overemphasis on short-term results, and
contributing to the siloed culture.
In this interactive
session, facilitators and panelists will dive into the following
topics:
Introduce research on why executive support is so important
Share stories (good & bad) from when executive support made a difference
Facilitate a discussion on how to determine if you need an executive sponsorship program (pros/cons/success factors)?
Highlight the role of top-to-tops and how to best make them work
Discuss other ways to ensure executive engagement and support (e.g., metrics, etc.)
Meeting facilitators:
Namita Powers, KAM Solutions Partner, ZS Associates
