Strategic Account Management Association

AUGUST 18, 2022

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 Account Management program from scratch, then wrote a great book about it.

Account Management 520

Account Management Management Sales Leadership Leadership 520

Strategic Account Management Association

APRIL 10, 2023

Dayton, OH, April 3, 2023 – The Congruity Group announced today that they have formalized a partnership with the premier association for strategic account management. “We We could not be more excited to partner with SAMA,” said Congruity CEO Betsy Westhafer.

Account Management 520

Account Management Management 520

Strategic Account Management Association

MARCH 29, 2022

This article is based on a panel discussion that took place involving Frederic Kahn, Vice President Global Sales at Wavelength Pharmaceuticals; Alessio Arcando, Professor at Bologna Business School and former Director of Strategic Key Accounts for West Europe for 3M; and Harvey Dunham, Managing Director for Strategy and Marketing at SAMA.

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Account Management Profitability Management Marketing 520

Strategic Account Management Association

MARCH 29, 2022

The post Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program appeared first on Strategic Account Management Association blog.

Account Management 520

Account Management Profitability Management Marketing 520

Strategic Account Management Association

SEPTEMBER 11, 2020

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate.

CXM 520

CXM Account Management Customer Experience Management 520

Strategic Account Management Association

FEBRUARY 3, 2023

The post Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions appeared first on Strategic Account Management Association. Ask these discovery questions to train and elevate your SAMs to greatness.

Account Management 520

Account Management Management 520

Strategic Account Management Association

DECEMBER 3, 2020

As conveners of the largest community in the world dedicated to strategic and key account management, 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 account management – no longer an expense but an investment.

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Co-Creation Value Proposition Account Management Suppliers 987

Account Manager Tips

MARCH 23, 2021

Why is key account management important? Well, i f you don't have key account management 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 account management is the secret to grow revenue and customer retention.

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Key Account Management Account Management Management Suppliers 246

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 103

Account Management Management Sales Value Proposition 103

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. Key Account Managers 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.

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Key Account Management Account Management Management Decision-making 246

Account Manager Tips

MAY 25, 2021

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Key account managers kept them. Access to all or most levels of management.

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Key Account Management Account Management Management Suppliers 246

Strategic Account Management Association

JUNE 3, 2024

The Strategic Account Management 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 account management.

Account Management 520

Account Management Management 520

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. He was responsible for managing 168 accounts!

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Key Account Management Account Management Procurement Management 234

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers 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 account managers REALLY make! Click to Tweet.

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Key Account Management Account Management Management Negotiation 242

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Account plans are help you define your key account strategy.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Strategic Account Management Association

SEPTEMBER 13, 2021

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Account Manager Tips

MARCH 28, 2024

Unlock the secrets of key account management with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.

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Key Account Management Account Management Management 244

Strategic Account Management Association

JULY 13, 2021

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 account managers. This is leading many companies to accelerate their strategic account management journeys and transformations. We think not.

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Account Management Innovation Co-Creation Organization 591

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager 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 account manager. Need more help to improve your key account management skills?

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Key Account Management Account Management Emotional Intelligence Management 246

Account Manager Tips

OCTOBER 16, 2021

Top 10 LinkedIn Hashtags Every Key Account Manager 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 account manager.

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Key Account Management Account Management Management Media 244

Strategic Account Management Association

SEPTEMBER 30, 2020

This is usually where an oversight role — like that of a strategic account manager, who’s responsible for the overall corporate relationship with the customer — can be helpful to coordinate everything from start to finish. Step 2: Manage expectations. Misunderstandings can be catastrophic.

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

Strategic Account Management Association

NOVEMBER 11, 2022

Seven key drivers of strategic account management 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 Account Management Association.

Account Growth 520

Account Growth Account Management Management Co-Creation 520

Strategic Account Management Association

FEBRUARY 12, 2024

To navigate today’s ever-changing marketplace, modern SAM practitioners need to lead with agility and view strategic account management 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.

Account Management 520

Account Management Management Organization Innovation 520

Strategic Account Management Association

JANUARY 3, 2023

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 account managers. The post Understanding the Hidden Needs of Key Accounts for Sustained Growth appeared first on Strategic Account Management Association.

Account Management 520

Account Management Digitalization Co-Creation Management 520

Account Manager Tips

APRIL 11, 2024

Ever feel like a fraud as a key account manager? You're not alone. Get help with this guide to conquering imposter syndrome and banishing self-doubt for good.

Key Account Management 246

Key Account Management Account Management Management 246

Strategic Account Management Association

JANUARY 17, 2024

Here, Harvey Dunham and Christopher Jensen of the Strategic Account Management 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 Account Management Association.

Procurement 520

Procurement Account Management Sales Management 520

Account Manager Tips

MAY 14, 2021

How to be a better key account manager Do you want some quick wins to improve your key account management performance? That's what key account management 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.

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Key Account Management Account Management Management Account Planning 218

Account Manager Tips

NOVEMBER 11, 2023

A key account management strategy helps you optimize the relationship between you and your most valuable clients. Find out how to create one, the easy way.

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Key Account Management Account Management Management 203

Upland

APRIL 20, 2023

How can effective account management 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 account management strategy becomes indispensable. First, a quick primer – what is account management?

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Account Management Management Account Planning Decision-making 195

Strategic Account Management Association

OCTOBER 26, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Account Management Association

AUGUST 6, 2021

Director Global Account Management, Aramex. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions. Its mission is to handle defined strategic key accounts. A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Strategic Account Management Association

OCTOBER 28, 2020

The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management 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 Account Management Association blog.

Co-Creation 520

Co-Creation Global Accounts Account Management Profitability 520

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. First, what is a key account? Everyone calls their key accounts something different.

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Account Manager Tips

SEPTEMBER 19, 2023

Are your key account management KPIs helping or hurting performance? Learn how to develop strategic metrics to improve customer retention, increase revenue, and drive growth.

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Key Account Management Account Management Management 203

Strategic Account Management Association

MAY 4, 2022

The post KAM Leader Series: Shaping Innovative Solutions appeared first on Strategic Account Management Association blog. In this series we explore the key capabilities that drive the … Continue reading KAM Leader Series: Shaping Innovative Solutions.

Innovation 591

Innovation Leadership Account Management Management 591

Strategic Account Management Association

APRIL 25, 2022

The post KAM Leader Series: Delivering for Customers appeared first on Strategic Account Management Association blog. In this series we explore the key capabilities that drive the success of great … Continue reading KAM Leader Series: Delivering for Customers.

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Leadership Account Management Management 118

Strategic Account Management Association

AUGUST 10, 2021

Chad Albrecht, Managing Principal of ZS Associates, and Joel Schaafsma, SAMA’s Research General Manager, have offered us a sneak preview of some key findings. Participants included 200 Account Managers, SAM Program Directors, and Central Office/Program Managers across 8 industries worldwide.

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Artificial Intelligence Healthcare Account Management Account Planning 104