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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. We have seen an increased interest in moving to a more focused, value-bringing and high impact engagement model. We think not.
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.
Pfizer is the winner of the 2021 SAMA Excellence Award for “Innovative Value Co-Creation.” By Emily Williams, Strategic AccountManager , Pfizer. Emily Williams is a key accountmanager at Pfizer, specializing in internal medicine.
the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic accountmanagers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. This includes knowing the customer’s customers as well as your own company.
From all this, we stress tested long-held views about strategic accountmanagement. Karen Passmore is Partner at the management consulting firm McKinsey and Company where she works on organizational design and go-to-market strategies with a focus on breaking down organizational silos. Adjust notion of stakeholder value.
This is where the transition from sales representative to a more ‘accountmanager’ style role becomes relevant. To be able to reduce the customer’s concern over risk, the salesperson needs to be able to reassure them that the proffered solution is exactly fit for purpose and will offer an optimal return on investment.
Are you a B2B accountmanager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. Strategic Account Plan Template Layout. Customervalue scorecard.
At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—AccountManagement and Customer Success.
Betsy Westhafer presents "How Executive Customer Advisory Boards Help Grow and Retain Your Key Accounts" to hundreds of Key AccountManagers at KAMCon 2022 in Boulder, CO. Executive customer engagement matters now more than ever, and Betsy explains why during the annual event hosted by Kapta.
Adapted from: Maximizing Value Propositions to Increase Project Success Rates Remember: you don’t have to be the best. The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key accountmanagement. Bain B2B Elements of Value. What do B2B customersvalue?
The integration of digital tools and platforms has also created a more agile and adaptable approach to key accountmanagement, enabling swift adaptation to evolving market conditions, consumer expectations, and technological advancements.
While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth. Why CRMs Alone are not Adequate for Key AccountManagement. Empowers accountmanagers to drive key account growth.
Adapted from: Maximizing Value Propositions to Increase Project Success Rates The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key accountmanagement. And that’s the secret to differentiate your value and really stand out. Learn more. Save my spot.
Here’s what’s coming in the world of Account Based Selling (ABS): Artificial intelligence will offer a new era of insights AI will offer sellers a far wider range of insights, giving them unprecedented levels of knowledge about their customers and how best to serve them.
By the way, check out my interview with Phil in which he shares the 12 Tenets of AccountManagement. In other news + Creating customervalue through shared accountability. I thoroughly enjoyed this interview with Scott McCorkle, CEO at MetaCX for the Customer Valuecast. The KAM Club. Henry Ford.
It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. Here they are…. What do I mean by this?
It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. Here they are…. What do I mean by this?
When accountmanagers create opportunities proactively with their buyers, client satisfaction sky rockets (they report 83% significantly higher satisfaction ). Instead of saying "I don’t want to bother my customers," say, "my customersvalue my opinion and I know I can help them make better decisions."
Greater team collaboration: Account planning often involves multiple departments, such as marketing, customer success, and technical support. This cross-functional teamwork helps you foster more unified and effective customeraccountmanagement. Happier customers: Landing new deals isn’t the only incentive.
Regardless of how the prospect is trained to buy, explain that your best customersvalue their vendor relationship. Is the purchase price the critical issue or does the cost include installation, training, ongoing support, accountmanagement, maintenance or other aspects of the ongoing use of the product?
I’ve worked myself into a marketing job, but 80% of my career has been in sales, accountmanagement, and creating marketing programming and other services to support sales teams. . My passion is around creating customervalue—and I saw an opportunity to do this at Kaiser Permanente. .
Most people think that the biggest challenge for a Key AccountManager is the need to understand their account but is this all that is needed? In most cases no; a good KAM also spends time internally trying to win over the expertise and resources they need to serve their customer. Winner takes all? Johansson, E.
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.
Let’s say you have a customer who consistently buys power tools but never drilling accessories. Your accountmanager can use the missing category as a springboard to understand the customer’s specific needs within that area. That could be a “hole,” in their purchasing patterns that you’ve identified.
Client Engagement and AccountManagement: Managing client relationships and ensuring continuous engagement. Download an in-depth presentation breaking down all the Management Consulting Value Chain activities here. Frequently Asked Questions 1.
In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. 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.
The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant backroom player. Strategic accountmanagement is a team sport and requires cross-functional, vertical level engagement and strong accountability. Leading the organizational customer-centric culture.
Finance and Accounting: Managing financial resources and investments. Public and Stakeholder Relations: Managing relationships with stakeholders and the public. Procurement secures essential materials, technology development drives innovation, and human resource management ensures a skilled workforce.
The COE can provide capability and training development as well and help them established their customized Strategic accountmanagement roadmap aligned with the global strategy. It can bring expertise for more customervalue and differentiation, which will result in your customer remembering that you care about their success.
Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Download an in-depth presentation breaking down all the Digital Health Value Chain activities here. Each organization operates under unique conditions dictated by its product offerings, market position, and patient needs.
Today, as advisors in the strategic accountmanagement space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus. But this is only the starting point.
So I thought it appropriate to cover a few ideas that you could use if you feel that it’s very difficult to know what customers actually think about you and your services. Get higher and lower-level department managers to visit their counterparts in the customer’s company to ensure the businesses are still partnering effectively.
Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Finance and accountingmanage resources and investments, while legal and compliance ensure adherence to regulations. Download an in-depth presentation breaking down all the CPG Value Chain activities here.
Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Deepen Customer Insights.
Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Download an in-depth presentation breaking down all the Healthcare Value Chain activities here. Hospital Management Tailoring hospital management involves streamlining operations to improve patient outcomes and reduce costs.
Human resource management ensures the availability of skilled personnel, and firm infrastructure supports overall operations. Finance and accountingmanage resources and investments, and legal affairs handle intellectual property and contractual obligations. Recent innovations in the biotech sector have had profound impacts.
Competitive advantages help us understand what we’re best at in the market, what unique strengths we possess, and what our customersvalue. Full participation in the government’s privatization efforts means the company aligns its partners with its primary customers. Check out this post for an overview on competitive advantages.
The panel discussion included Russell Moss, VP and Divisional Technology Officer, Technical Delivery and Support at HCSC, Darrell Fernandes, former Head of Project Technologies at TIAA, and Emily Kelsey, Strategic AccountManager at Planview. How Their Project to Product Journey Began. How VSM Drives Continuous Improvement.
Businesses today strive to get growth from existing accounts and, the role of Enterprise AccountManagement has come to the forefront in that regard. Designing and implementing the perfect playbook for managing large-scale clients is crucial to ensuring consistent customer experience and business growth.
According to research, the likelihood that an existing customer will respond to an upsell is 60 to 70%. This is especially true for B2B companies, where 90% of customervalue comes after the first sale. Finding new customers is expensive. Another reason you absolutely must retain customers in the long-term?
Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Plus, with account planning, 74 percent see increased win rates. However, according to Gartner , 51 percent of sales leaders agree accountmanagement channels fall short. Continued attention is your greatest value.
She had an introductory meeting with the telco customer and learned that they had to be selling at least $200 million a year to the telco to be taken seriously, considered a partner, and have opportunities for bigger projects. The accountmanager was shocked. You’ll probably be surprised.
But what does the customer care about? What’s important to your customer? A 2006 classic Harvard business Review article, CustomerValue Propositions in Business Markets , by James C. Answering the question about why should they buy from you instead of the competitors is a good start.
So given that, and given that the folks that we care about, which is our strategic accountmanagers and people in sales, how do you advise all of us to take advantage of your observation that the value has changed, in all probability for all of their customers? And then we assign value to it. Harvey Dunham : Wow.
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