Strategic Account Management Association

OCTOBER 26, 2021

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.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

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 98

Account Management Management Sales Account Growth 98

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. A new central commercial organization was born. Segments are managed by leaders specialized in each industry. “In

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

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. Maintaining only one key contact leaves you at risk if they change roles or leave the organization.

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

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

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

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

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

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. Jonathan Hughes, Partner, Vantage Partners, and David Chapnick, Partner, Vantage Partners. These mixed results are not surprising.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

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

Strategic Account Management Association

SEPTEMBER 13, 2021

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. A shared success plan is one of the most important tools in the strategic account management toolbox. – SAMA.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 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

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

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. Attracting them is an entire process.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Strategic Account Management Association

JUNE 1, 2021

If you incorporate these habits, you will see them reflected in your organization’s success. Your organization will have a more positive culture, greater confidence in management and stronger innovation and collaboration. Each habit is reflected in the following way: Integrity creates a culture of accountability.

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Strategic Account Management Association

APRIL 26, 2022

The post How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks) appeared first on Strategic Account Management Association blog. . … Continue reading How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks).

Innovation 455

Innovation Decision-making Account Management Management 455

Strategic Account Management Association

AUGUST 24, 2021

Regardless of the organization we work at, we could be outspent, out resourced or out marketed but we do have the opportunity to outthink our competition. From all this, we stress tested long-held views about strategic account management. SAMs must redefine how they interact with their customers and their own organizations.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Upland

JULY 9, 2020

But the truth is that most organizations’ sales and marketing approach just isn’t aligned to customer reality. Because it’s organized for a funnel, not for the current sales reality. To do so, you’ll need to: Develop account management and portfolio plans. It’s a challenging market. Breaking Out of the Funnel Mindset.

Account Management 195

Account Management Management Account Planning Digitalization 195

Strategic Account Management Association

FEBRUARY 1, 2024

appeared first on Strategic Account Management 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!

Account Management 400

Account Management Co-Creation Management Organization 400

DemandFarm

NOVEMBER 22, 2024

Do you know how the top key account managers (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 Account Management Teams 1.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Strategic Account Management Association

JANUARY 25, 2022

By Emily Williams, Strategic Account Manager , Pfizer. This is the story of how I led a project with my integrated account team to support a process for a key customer to efficiently and effectively triage appropriate patients out of the emergency department so that they could receive proper outpatient care. Identifying gaps.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

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. These are often the top achievers in the organization.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

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. Second, you can view a SAM as a broker or bridge to the expertise that lives within their organization. Register here.

Digitalization 520

Digitalization Organization Account Management Management 520

DemandFarm

OCTOBER 15, 2024

So is AI expected to eat up your Key Account Manager’s jobs as well? It depends on your Key Account Management (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. The dreaded side instils fear that it will usurp the role of the Key Account Manager.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52

Strategic Account Management Association

APRIL 22, 2021

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

Manufacturing 520

Manufacturing Co-Creation Suppliers Account Management 520

Strategic Account Management Association

JUNE 22, 2021

What processes has your organization initiated to combat customer roadblocks? The post How Royal Became a Trusted Advisor and Streamlined Solutions Saving $300,000 Per Patient appeared first on Strategic Account Management Association blog.

Transportation 520

Transportation Insurance Healthcare Prioritization 520

Account Manager Tips

DECEMBER 4, 2023

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

Key Account Management 200

Key Account Management Account Management Management Organization 200

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 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

JULY 27, 2020

Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. I’m excited to share my conversation with Calin Muresan , Existing Business Manager, at Netguru. 03:34 The best thing about account management.

Account Management 130

Account Management Business Growth Management Account Planning 130

Strategic Account Management Association

SEPTEMBER 22, 2020

As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes. To grow your IDN customer relationships, you need to understand how the health care market is changing and where your organization fits into the ever-evolving health care ecosystem.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. How are we making this information visible within our own organization so that we can function as a cohesive revenue team? Our intent is never so transactional.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account Management 111

Account Management Management Client Relationships Business Growth 111

Account Manager Tips

OCTOBER 13, 2020

Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet. Laura: It's never boring.

Key Account Management 130

Key Account Management Account Management Management Decision-making 130

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Here's how. Table of Contents.

Key Account Management 130

Key Account Management Account Management Management Media 130

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130