The SAMA Podcast

MAY 9, 2023

In today's interconnected global economy, organizations need to move beyond the geographic-area model that is proving inadequate for customers that operate globally. In our latest episode, host Harvey Dunham discusses Global Account Management with Noel Capon, the R.C.

Global Accounts 104

Global Accounts Management Account Management Organization 104

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Global Account Management.

Account Management 52

Account Management Global Accounts Management Account Planning 52

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SBI Growth

FEBRUARY 2, 2013

You’ll also give your field sales organization the time to acquire more new accounts. That doesn’t mean that your Field Sales and Customer / Global Account managers aren’t needed. Stars in inside sales are just as hard to identify as global account executives. Deploy or Expand Inside Sales.

Global Accounts 121

Global Accounts Logistics Sales Decision-making 121

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Cosawi

DECEMBER 2, 2024

Technology – from 3D printing of tissues and organs to machine learning and AI. This will require account management individuals who can understand the needs and priorities of these regional/global accounts and connect internally with the sales organization to offer a full account view and accompanying strategic planning.

Healthcare 52

Healthcare Innovation Procurement Decision-making 52

Revenue Storm

FEBRUARY 15, 2022

Even when I was leading a $400 million global accounts organization. Statistically, sales organizations lose about 25% productivity by focusing on deals they will never win. Here is an example for a strategic account manager: Sales Plan: $2,000,000. For 20 years, I had a monthly sales quota.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Arpedio

APRIL 29, 2024

(SAMA = Strategic Account Management Association. ARPEDIO is one of the Global Technology Partners of SAMA). Key insights and learnings The Symposium brought together thought leaders and visionaries from leading organizations such as Tüv Süd , Zeiss , Mp Consulting , Mercuri and DHL.

Key Account Management 52

Key Account Management Account Management Global Accounts Ecosystem Leadership 52

Revenue Storm

JANUARY 19, 2021

In my experience, too many sales leaders and strategic account managers either have not done the math to determine their ratios or do not pay much attention to it… especially if they are measured annually. Let’s assume you have a strategic account manager on your team with just one account and a $5 million annual sales target.

Account Management 78

Account Management Sales Decision-making Global Accounts 78

Cosawi

AUGUST 4, 2021

Organizations we work with are already planning for this next or new normal hybrid model and have spent tremendous efforts to elevate the needed skillsets of their commercial teams – especially strategic account managers. . They are looking for business partners to help them return to growth. View The Full Article Here.

Innovation 52

Innovation Global Accounts Account Management Publishing 52

Cosawi

DECEMBER 31, 2019

DO STRATEGIC ACCOUNT MANAGERS REQUIRE SUPERPOWERS? TIME FOR ACCOUNT-BASED MARKETING TO COME TO THE RESCUE. The global economy is becoming increasingly complex and, since we work in the strategic account management environment, we can see the impact it has on the day-to-day role of strategic account managers (SAMs).

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. Ability to navigate the internal organization and secure the support needed from across functions to deliver AVPs .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic account managers. White spot analysis to identify gaps in the account approach. Pipeline analysis.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Revegy

NOVEMBER 8, 2018

The Key Issues with Strategic Account Planning. Many sales organizations stray away from this definition when operationalizing their account plans. High-performing companies leverage the following 8 strategic account planning components to be more effective. Organizational alignment.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

Miller Heiman Group

FEBRUARY 21, 2019

Companies that implement this kind of approach reap the benefits: CSO Insights’ 2018 Sales Talent Study showed that organizations that use data-driven tools to select candidates have 13.6 To improve effectiveness at hiring and evaluating sellers, it’s essential to understand what a rigorous, systematic assessment should look like.

Sales 62

Sales Global Accounts Finance Performance Review 62

SBI Growth

JUNE 20, 2020

Those that lack a scalable framework for organic growth aren’t able to evolve fast enough. Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn.

Marketing 91

Marketing Organization Global Accounts Logistics 91

Cosawi

DECEMBER 28, 2021

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.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

SalesGlobe

FEBRUARY 9, 2022

But the question remained: how did that translate to the sales organization? We worked with the company to determine how to motivate the sales organization with performance indicators that could ultimately steer consumer preference. It’s hard work to get an organization, any organization, to start to think differently.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

DemandFarm

MAY 12, 2023

Among the challenges was gaining visibility into various aspects of their strategic accounts, leveraging best practices from different teams, and institutionalizing processes and systems to ensure smooth operations across their international offices. This is where Global Account Management (GAM) comes into play.

Global Accounts 52

Global Accounts Account Management Management Logistics 52