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Only around 60 percent of accountmanagers are making quota, per HBR. Senior management needs to see fast results, especially in a recession. The challenge becomes how to decide which opportunities that accountmanagers bring forward should be pursued. Don’t salespeople and accountmanagers deserve the same?
Denise Freier, President and CEO at Strategic AccountManagement Association (SAMA), and Dino Bertani, Vice President, Head of Alliance Management at Zealand Pharma, talked about what’s shaping the role of KAMs/SAMs in today's business arena, and how Sales and KAM/SAM leaders can enable KAMs/SAMs to meet current and future customer needs.
By Javier Marcos, PhD, Director, Key AccountManagement Forum Strategic accountmanagers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers, amongst others.
Six skill sets that capture what accountmanagers must master to do right by their own firms and their customers. The post The Acumen Sextet: An Evergreen Framework for AccountManagement and Customer Success appeared first on Strategic AccountManagement Association.
Since the launch of our GAM program, the designated global accounts have expressed their recognition of improved strategic alignment and material change in their relationships and confidence in AVI-SPL as a trusted provider invested in their success. A New Enterprise AccountManagement (EAM) Program.
Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic AccountManagement program from scratch, then wrote a great book about it.
Dayton, OH, April 3, 2023 – The Congruity Group announced today that they have formalized a partnership with the premier association for strategic accountmanagement. “We We could not be more excited to partner with SAMA,” said Congruity CEO Betsy Westhafer.
Their conversation has been … Continue reading Sustaining profitability: Measuring and quantifying the ROI of a strategic accountmanagement program. The post Sustaining profitability: Measuring and quantifying the ROI of a strategic accountmanagement program appeared first on Strategic AccountManagement Association.
The post Sustaining profitability: Measuring and quantifying the ROI or a strategic accountmanagement program appeared first on Strategic AccountManagement Association blog.
The post Strategic AccountManager Training: Begin with the End in Mind and Ask the Right Questions appeared first on Strategic AccountManagement Association. Ask these discovery questions to train and elevate your SAMs to greatness.
In strategic accountmanagement, companies have to address the never-ending question of how to differentiate themselves and gain market share. Accountmanagers are focused on taking a consultative approach to selling, such that customer decisions are based on the overall value potential of the supplier’s products and services.
As conveners of the largest community in the world dedicated to strategic and key accountmanagement, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next. Sales and accountmanagement – no longer an expense but an investment.
Dan Adams emphasizes the importance of leveraging AI as a strategic accountmanager to enhance efficiency and effectiveness in sales. The post AI Tools to Supercharge Your Sales Strategy appeared first on Strategic AccountManagement Association.
Jochen Koetzle, Head of Strategic AccountManagement at Endress+Hauser Group, explores the essence of collaborative ecosystems, their role in driving innovation, providing solutions, and ensuring resilience. The post Collaborative Ecosystem appeared first on Strategic AccountManagement Association.
Unlock the secrets of key accountmanagement with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.
Why is key accountmanagement important? Well, i f you don't have key accountmanagement in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key accountmanagement is the secret to grow revenue and customer retention.
The Strategic AccountManagement Association (SAMA) honored Professor Noel Capon with a lifetime achievement award at the 2024 SAMA Annual Conference. The award recognizes Capon’s unparalleled legacy and his enduring commitment to transforming the practice of strategic accountmanagement.
To navigate today’s ever-changing marketplace, modern SAM practitioners need to lead with agility and view strategic accountmanagement as a business imperative — themes we are excited to explore at the SAMA 2024 Annual Conference in Miami, FL, at the legendary Fontainebleau Miami Beach hotel, May 21 - 23.
What skills do key accountmanagers need? Key accountmanagement is a profession in demand. Key AccountManagers are in demand by companies now more than ever. Enterprise Account Executive #6. Customer Success Manager #7. All this talk about the digital economy. I sure was. But fear not.
Definition of key accountmanagement. If you're not sure what key accountmanagement is, don't worry, you're not alone. Before we get to that, let me explain how key accountmanagement became a business strategy. Key accountmanagers kept them. Key AccountManagement Concepts.
How much money does a key accountmanager make? Find out the average salaries for key accountmanagers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Find out how much money key accountmanagers REALLY make! Click to Tweet.
The best sales podcasts key accountmanagers should listen to Are you a key accountmanager? Why selling is hard for key accountmanagers Key AccountManagers are busy making sure clients get the best from what they've already bought. He was responsible for managing 168 accounts!
15 Reasons Why You Might be a Bad AccountManager Bad key accountmanagers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key accountmanager and how to turn yourself into a good one. Account plans are help you define your key account strategy.
Ever feel like a fraud as a key accountmanager? You're not alone. Get help with this guide to conquering imposter syndrome and banishing self-doubt for good.
Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic accountmanagers. This is leading many companies to accelerate their strategic accountmanagement journeys and transformations. We think not.
21 free courses for key accountmanagers to boost your skills now A key accountmanager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key accountmanager. Need more help to improve your key accountmanagement skills?
Top 10 LinkedIn Hashtags Every Key AccountManager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network. Here are ten hashtags that will help you thrive as a key accountmanager.
Seven key drivers of strategic accountmanagement to helps SAMs leverage customer insights and co-create value in the face of industry disruptions. The post The Essential Seven Factors for Unlocking Strategic Account Growth appeared first on Strategic AccountManagement Association.
The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic accountmanagers. The post Understanding the Hidden Needs of Key Accounts for Sustained Growth appeared first on Strategic AccountManagement Association.
Here, Harvey Dunham and Christopher Jensen of the Strategic AccountManagement Association, give the sales slant on how procurement can genuinely become a customer of choice. The post Procurement & Sales: A Complex Relationship appeared first on Strategic AccountManagement Association.
This is usually where an oversight role — like that of a strategic accountmanager, who’s responsible for the overall corporate relationship with the customer — can be helpful to coordinate everything from start to finish. Connect with him on LinkedIn: [link].
How to be a better key accountmanager Do you want some quick wins to improve your key accountmanagement performance? That's what key accountmanagement is about after all. Review your key account plans quarterly: what went well, what didn't go so well and why. If you don't do account plans, start.
A key accountmanagement strategy helps you optimize the relationship between you and your most valuable clients. Find out how to create one, the easy way.
How can effective accountmanagement help you defend and grow revenue? You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales accountmanagement strategy becomes indispensable. First, a quick primer – what is accountmanagement?
Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and accountmanagement, a return to (some) face-to-face interactions is on the horizon. Jonathan Hughes, Partner, Vantage Partners, and David Chapnick, Partner, Vantage Partners. These mixed results are not surprising.
The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic accountmanagement is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.
The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic accountmanagement is enshrined at the center of a company’s business strategy. The post Learn from the best: The 2020 SAMA Excellence Awards winners appeared first on Strategic AccountManagement Association blog.
Director Global AccountManagement, Aramex. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions. Strategic accountmanagement has broad impact and cannot be an initiative for the commercial organization alone.
Account planning and effective accountmanagement strategies are about much, much more than your key accounts. That said, any accountmanager worth their salt has a strategy for their key accounts. Key accountmanagement means understanding your customer’s business as well as they do.
The post KAM Leader Series: Shaping Innovative Solutions appeared first on Strategic AccountManagement Association blog. In this series we explore the key capabilities that drive the … Continue reading KAM Leader Series: Shaping Innovative Solutions.
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Are your key accountmanagement KPIs helping or hurting performance? Learn how to develop strategic metrics to improve customer retention, increase revenue, and drive growth.
Participants included 200 AccountManagers, SAM Program Directors, and Central Office/Program Managers across 8 industries worldwide. In 2020, accountmanagers in healthcare received 20% higher pay than in 2018, compared to other industries where pay rose just 2.7%. About the Report. Email Joel Schaafsma.
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