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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. He also shares insights on his organization's efforts to highlight the transformative power of collaboration.
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.;
By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Turning lemons into lemonade.
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.
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 A new central commercial organization was born. By Shahaboddin Wahdatehagh, Sr.
In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.
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.
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.
Servitization and advanced services offer the potential for organizations to significantly transform their business models to deliver even greater value to customers while also increasing their own profitability. To explore how servitization can lead to greater value for you and your key accounts, contact Neil Tumber n.tumber@aston.ac.uk
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!
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.
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. SAMA is a global non-profit organization with more than 15,000 members.
This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate. Co-Customer Selling: Enterprise selling has been changing. In the future customers will actively participating in the co-creation process.
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.
Customer-Led and Team-Enabled Marketing In the evolving landscape of Key AccountManagement (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation. Invest in skills and training: Organizations often under-invest in tools, talent, and training for effective ABM.
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.
I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. In my experience, the potential for improvement in most sales organizations is significant.
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. Emerging Trends in Customer Success Management Several trends are reshaping how customer success management is viewed.
What would a 9 to 11-point increase to your key account growth mean for your organization? The Strategic Cost of Key Accounts. Customers expect value co-creation. The Operational Cost of Key Accounts. Managing and growing key account relationships is a resource-intensive process.
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. Thales recognized that this engagement from the top was essential for aligning the organization with the ABM vision.
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. Agile is the new normal — if there is ever going to be a new normal.
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.
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.
On November 9 and 10, SAMA held their annual Global Summit: two half-days of virtual learning, sharing and networking on the future of Strategic AccountManagement, and we’re thrilled to have been part of it. We are confident that ARPEDIO can benefit your work with complex B2B Sales and Strategic AccountManagement.
On November 9 and 10, SAMA held their annual Global Summit: two half-days of virtual learning, sharing and networking on the future of Strategic AccountManagement, and we’re thrilled to have been part of it. We are confident that ARPEDIO can benefit your work with complex B2B Sales and Strategic AccountManagement.
On November 9 and 10, SAMA held their annual Global Summit: two half-days of virtual learning, sharing and networking on the future of Strategic AccountManagement, and we’re thrilled to have been part of it. We are confident that Arpedio can benefit your work with complex B2B Sales and Strategic AccountManagement.
The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT.
Q: Can you tell us about account-based growth versus account-based marketing and how you might advise people to consider that in their program? A: “It is the idea behind the business; I have two co-founders, Louise Jefferson and Tim Shercliff. In sales, we’ve seen accountmanagement—putting senior people on your top customers.
In the world of sales, AI offers huge potential — and it could be what strategic accountmanagers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic accountmanagers. White spot analysis to identify gaps in the account approach. Pipeline analysis.
White Space Analysis for Key AccountManagement. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic AccountManagement) ecosystem. Find yourself in a position where you are no longer just a vendor, but a trusted partner that co-creates value with your customer.
White Space Analysis for Key AccountManagement. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic AccountManagement) ecosystem. Find yourself in a position where you are no longer just a vendor, but a trusted partner that co-creates value with your customer.
An era where sales and strategic accountmanagement are driven by intelligent, targeted prospecting in close collaboration with marketing. That’s why it’s so important to target and start conversations with multiple stakeholders within a prospective account. Implementing Account-Based Selling. Learn more here.
SAMA 7-step Strategic AccountManagement Process 4. It was first developed in the 1990s for software sales and is used extensively throughout some of the most elite sales organizations across the world. 1 Account-Based Selling Platform Powerful alone. Table of Contents 1. What is a Sales Methodology? Challenger Sale 5.
For consulting, outsourcing and other professional services organization, nothing could be further from the truth. These changes, and others as well, have created an environment in professional services organizations that necessitates a reevaluation of the selling model for many firms.
Veelo brings leadership expertise in the use of brain science, deep experience in the technology vertical and a leading team of experts who know how to win in our fast-growing market - David Keane, Co-founder and CEO of Bigtincan. Account Planning. Opportunity Management. It offers a key account planning and.
Showpad Co-founder and President, Louis Jonckheere, spoke about creating an easy B2B customer experience. . Showpad Co-founder and CEO, Pieterjan Bouten, discussed his thoughts on why the term “sales teams” is outdated when speaking about the buyer experience. . We’re making the course creation experience significantly easier.
There is some debate over the specific meaning of Sales enablement , but most would likely agree that it involves the use or implementation of practices, systems, and content that can encourage a revenue-positive Sales process for a particular organization. Decide which is best for your organization.
Role: Customer Success Director Location: Seattle, WA, US (Hybrid) Organization: DexCare As a Customer Success Director, you will drive customer loyalty, ensure the customers are satisfied and realizing measurable value from the products, support, and services. Build strong executive and vertical relationships with Technisys clients.
If you’re interested in exploring AI tools to speed up your workflow or want to keep up to date with how other accountmanagers are using AI, sign up for my newsletter here. So accountmanagers is where AMS come in. And like I said, I think the future of copyright and content creation will be more collaborative.
Currently, she’s the Customer Success and Customer Support Manager at Ascent Cloud, Ashna has experience of over 7+ years in Customer Success and AccountManagement. Bhavika Kochhar is an Enterprise Customer Success Manager, Americas, at Algonomy. Bhavika Kochhar. Christina Crawford Kosmowski. Like what you are reading?
This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job. Research found organizations that use sales enablement tools experience 25% less turnover than those who don’t. Best for: Accountmanagement. Price: Contact Costello.
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