Strategic Account Management Association

JANUARY 17, 2024

The relationship between procurement and sales teams has always been something of a power struggle. 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.

Procurement 520

Procurement Account Management Sales Management 520

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. What makes these sales podcasts the best? Do you sell?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

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.

Key Account Management 246

Key Account Management Account Management Management Suppliers 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. Sales people won the clients. Key account managers kept them. Kurzrock, W.

Key Account Management 246

Key Account Management 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

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.

Account Management 591

Account Management Innovation Co-Creation Organization 591

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.

Key Account Management 242

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

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?

Key Account Management 246

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.

Key Account Management 244

Key Account Management Account Management Management Media 244

Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Figure 2: Buyer and seller perspectives on the challenges of virtual sales interactions.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 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.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

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. SAMA’s and ZS’s The State of Sales Compensation for SAMs is the most comprehensive compensation survey of SAMs and KAMs available anywhere. About the Report.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

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

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?

Account Management 195

Account Management Management Account Planning Decision-making 195

Strategic Account Management Association

AUGUST 26, 2024

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.

Marketing 520

Marketing Account Management Co-Creation Management 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. (For

Key Account Management 195

Key Account Management Account Management Management Account Planning 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 Decision-making 520

Strategic Account Management Association

FEBRUARY 14, 2023

A step-by-step approach to help you disconnect from uncontrollable outcomes at work and build a healthy work identity in sales. The post How To Build A Resilient Sales Identity appeared first on Strategic Account Management Association.

Account Management 80

Account Management Sales Management Healthcare 80

Strategic Account Management Association

MAY 9, 2022

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Jennifer Stanley, Partner, North America Lead, Sales & Channel Practice, McKinsey & Company SAMA is proud to offer this 4th article in the 4-part series on the importance of SAM / KAM leadership.

Leadership 520

Leadership Account Management Management Sales 520

Strategic Account Management Association

OCTOBER 14, 2021

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson. A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

JUNE 1, 2021

This same belief rang true in the world of sales training. In the past, sales has done a disservice by being in the business of creating human doings not human beings. Your organization will have a more positive culture, greater confidence in management and stronger innovation and collaboration. Insights Level ($1,495).

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Strategic Account Management Association

FEBRUARY 23, 2021

To give a couple of examples: Among department stores, Nordstrom has demonstrated resilience by dramatically increasing online sales; as a result, they have excelled. The post “LIQUIDITY,” ORGANIZATIONAL RESILIENCE AND YOU appeared first on Strategic Account Management Association blog. Find him online at [link].

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

Strategic Account Management Association

APRIL 5, 2021

the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. Is this just an inability by the sales rep to correctly “read the room” or something else?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Upland

JULY 9, 2020

That same advice is just as timely today for B2B sales and marketing leaders facing significant headwinds with COVID-19 and a very conservative spending climate. In order to get back to growth, sales leaders must focus on existing customers. This isn’t just a sales problem—it’s a marketing and go-to-market problem.

Account Management 195

Account Management Management Account Planning Digitalization 195

Strategic Account Management Association

AUGUST 24, 2021

From all this, we stress tested long-held views about strategic account management. 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. 5 General management skills.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. Click to Tweet.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

Sales Readiness Group

JULY 4, 2023

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Let's take a closer look at the differences between sales and account management and how to leverage them to optimize sales strategies, train teams, and effectively nurture the existing client base.

Account Management 127

Account Management Management Sales Sales Management 127

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Account Management: A necessity for all organisations. We define Account Management (AM) as the set of methods, processes and practices to manage existing customers.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

KAM With Passion

FEBRUARY 8, 2021

Are you in charge of a true Key Account Management initiative? A true Key Account Management initiative comes on top of your usual sales and customer management activities. Defining how the initiative will be managed and with which resources is crucial. Will a Head of KAM be appointed?

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Strategic Account Management Association

JUNE 30, 2021

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. He also spent years as a managing consultant for Microsoft’s global consulting organization. First, there is how SAMs communicate, articulate and exchange their expertise based on their sales and professional experience.

Digitalization 520

Digitalization Organization Account Management Management 520

Account Manager Tips

NOVEMBER 14, 2022

How Data Analysis Adds Value to Key Account Management Data analysis has quickly become a valuable tool for just about every type of business. The more data you generate and process, the bigger the opportunity for data analysis and management. Data analysis is changing how key account management is delivered.

Key Account Management 130

Key Account Management Account Management Management Profitability 130

Account Manager Tips

DECEMBER 4, 2023

Tired of pushy sales tactics? Learn the organic sales method that leads to effortless growth for key accounts. Forget closing deals, start opening relationships.

Key Account Management 200

Key Account Management Account Management Management Organization 200

Hubspot Sales

MARCH 7, 2023

Account managers are the liaison between a company and its clients. Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. You can practice formulating answers that highlight your skills as an account manager.

Account Management 114

Account Management Management Onboarding Prioritization 114

Account Manager Tips

JULY 28, 2020

How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru. 07:27 Example of aligned KPIs.

Account Management 130

Account Management Management Account Planning Organization 130

Account Manager Tips

NOVEMBER 29, 2022

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move?

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Key Account Management Account Management Management Procurement 130