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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. Panelists: Jennifer Stanley, Partner, McKinsey & Co.;
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 Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. A shared success plan is one of the most important tools in the strategic accountmanagement toolbox. It all starts with selecting the right accounts. #4: A process for internal and external value co-creation.
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.
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.
Director Global AccountManagement, Aramex. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions. “In Its mission is to handle defined strategic key accounts. By Shahaboddin Wahdatehagh, Sr.
Pfizer is the winner of the 2021 SAMA Excellence Award for “Innovative Value Co-Creation.” By Emily Williams, Strategic AccountManager , Pfizer. The customer’s solution: a new patient care process for diverting lower-risk patients from the emergency department for immediate follow-up to an outpatient management clinic.
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.
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.
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.
Advanced services are propositions, where the provider (for example, a manufacturer) engages in an in-depth customer interaction with an extensive capability integration in a process of co-creation that creates a service to deliver functional value to that customer. Cell +1 314 229 3360. www.advancedservicesgroup.co.uk.
The first step in next-gen, customer-centric sales By Dominique Côté, CEO & Founder, Cosawi and Principal, The Summit Group, and Kate Burda, CEO & Founder, Kate Burda & Co.
appeared first on Strategic AccountManagement Association. LP Building Solutions, SAMA Excellence Award winner for Outstanding Young Program of 2023, outlines its blueprint for SAM success. The post What’s In A Name? Turns Out — Everything!
The post How to Make Strategic Customer Engagement a Top Competitive Advantage in 2024 appeared first on Strategic AccountManagement Association. The Congruity Group leads a webinar to help revolutionize your approach to customer engagement and create a lasting impact on your company’s growth.
Polarized attitudes towards Key AccountManagement. True Key AccountManagement (KAM) or Strategic AccountManagement (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Key AccountManagement, what is it really?
You're sitting on a goldmine of existing customers that: can deliver an above-average revenue growth; want to invest in your partnership; will co-create value in ways that neither of you could do alone. Portrait Software became a key account, and within 18 months, that partnership led to winning the larger Pitney Bowes business.
Key AccountManager or Strategic Ecosystem Leader? Key AccountManager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key AccountManagers (KAM) assembled in Copenhagen and online for a hybrid event. October 11, 2021. October 11, 2021. Back to blog. Share on facebook. Share on linkedin.
Key AccountManagement (KAM) – Research companies, use KAM technology and maintain momentum. Key AccountManagement (KAM) – Research companies Larger firms may have access to research and knowledge specialists. How should firms identify their strategic accounts? Why do law firms needs SAM?
Co-Customer Selling: Enterprise selling has been changing. In the future customers will actively participating in the co-creation process. Few B2B enterprise teams present predefined solutions. Up until now, collaboration has come in the form of sellers helping mentors and supporters build business cases.
20 ways to encourage value co-creation with your customers Favourite collaboration app Listener tip In other news Quote of the week. And what if we take it one step further and ask what it means to "co-create value" with our customers? Which is why co-creation is so powerful. Don’t waste time on the wrong accounts.
In this episode, I talk to Alex Raymond from Kapta about everything to do with accountmanagement processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency accountmanagement team, when it comes to managing and delve developing existing client relationships.
First, truly complex sales , those where many stakeholders are involved with often contradictory expectations, where the proposed solution is co-constructed with the prospective customer. Second, AccountManagement , i.e. the management of existing customers. Why does it matter? Why does it matter? Why does it matter?
This article focuses on individual competencies, especially those of the Key AccountManagers. It provides you with a precise description of the skills and competencies required from a true Key AccountManager (not a plain entreprise customers sales rep). Defining Skills & Competencies.
Once this organisation will have progressed enough on complex sales and on basic accountmanagement, it be in a much stronger position to enhance and expand its KAM intiative. That, in order to well manage their customers, companies operating in a complex environment need to develop 3 types of commercial capabilities.
Do you know how the top key accountmanagers (KAMs) become the top KAMs? They don’t just respond to an account’s needs—they anticipate them, creating proactive strategies that build trust and deepen relationships. Key Focus Areas for High-Impact AccountManagement Teams 1.
Are you a B2B accountmanager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, accountmanagers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.
Successful Strategic AccountManagement ← Back to blog There’s no doubt about it: Strategic AccountManagement is the key to success in today's competitive market. But you need the right tools and processes to unlock the power of Strategic AccountManagement before you can watch your business soar.
“People who accomplish big things did small things well” Horace Jackson Brown, author of ‘Life’s Little Instruction Book’ There are little things accountmanagers can do well to avoid big client complaints. What else can accountmanagers do to prevent difficult client conversations?
Success lies in a tailored, strategic approach to customer success management. One that leverages Key AccountManagement (KAM) principles to retain customers and transform them into brand advocates. Masterclass by Forrester Principal Analyst Anthony McPartlin: Why companies fail with key accountmanagement?
Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more AccountManagement Powerful account planning in Salesforce.
As applicable, understanding of vendor and channel partners and how to most effectively build relationships and engage with them to uncover, manage, and win opportunities through the effective co-creation of solutions for customers. Value Creation. Strategic AccountManagement. Account Planning.
The truism “creating value for your customers will eventually create revenue for your company” perhaps rings loudest in the targeted, relationship-heavy, high-value space of account-based selling. Unrelenting, obsessive, customer-centricity.
The Strategic Cost of Key Accounts. Customers expect value co-creation. The process of value creation requires multiple functions to get involved and engaged, with accountability and deliverables clearly defined for all players in the account planning stage. The Operational Cost of Key Accounts.
We talked about: why it’s so important for an agency accountmanager to have have that important skill of writing briefs. Now, it’s a really fundamental part of an accountmanager’s role is to write a really good brief. I think this, particularly for the agency, accountmanager community is key.
In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic accountmanagement is often missing marketing when time comes to establish its roadmap. At Thales, this transformation began with the creation of a distinct role – account marketing.
We talk to Dominque Côté about the central role of marketing in Key AccountManagement (KAM). Along with the Key AccountManager, marketing is the co-orchestrator of KAM – they are intrinsically linked. CO-ORCHESTRATION AND CO-CREATION . It takes two to tango .
Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic AccountManagement Association (SAMA) brought together sales and strategic accountmanagement professionals from around the globe for their annual conference. 75% of companies think they are customer-centric.
In this episode… In a world where the vast majority of internet traffic is video content, how can we leverage the creation, production and value of video to maximise sales return? In this episode I’ll talk to video marketer Ed Lawrence, the co-founder of , a video production and editing business based in Hertfordshire, UK.
Key AccountManagers had to prepare a visit to a potential client thoroughly. Key AccountManagers can now call clients in seconds – even to meet them virtually thanks to video and webinars. Due to energy optimisation, we will avoid all customer visits unless otherwise necessary for a human co-creation.
This enabler emphasizes orchestrating the entire customer journey, from prospecting to accountmanagement , including upselling , support processes, and stakeholder management. Cross-functional team collaboration & orchestration: The days of single point contacts in key accountmanagement are long gone.
Your Key AccountManagement (KAM) platform should provide a competitive advantage. The right solution will clearly demonstrate how you can co-create and plan jointly with key accounts, how you can track their strategic goals, plug gaps and grow together. But not all KAM enablement platforms are the same.
For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. So, why do so many strategic/key accountmanagement (SAM/KAM) programs not integrate with ABM? To summarize, sales and marketing need to co-orchestrate the account plan.
ARPEDIO announces inclusion in New Tech Account-Based Selling Technologies Report. ARPEDIO announces inclusion in New Tech Account-Based Selling Technologies Report. ? ARPEDIO, a leader in Key AccountManagement (KAM) software for B2B sales professionals, is included in the Forrester New Tech: Account-Based Sales Technologies, Q1 2022.
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