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Jochen Koetzle, Head of Strategic AccountManagement at Endress+Hauser Group, explores the essence of collaborative ecosystems, their role in driving innovation, providing solutions, and ensuring resilience. He also shares insights on his organization's efforts to highlight the transformative power of collaboration.
It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe. A New Enterprise AccountManagement (EAM) Program. Our GAM program represents the premium, global offering to our largest and most strategic global accounts.
As conveners of the largest community in the world dedicated to strategic and key accountmanagement, 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 accountmanagement – no longer an expense but an investment.
In strategic accountmanagement, companies have to address the never-ending question of how to differentiate themselves and gain market share. And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation. Disparate approaches rule the roost.
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. This is leading many companies to accelerate their strategic accountmanagement journeys and transformations.
Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and accountmanagement have similar goals: Build strong relationships with customers and increase profitable revenue.
Resilience is an organization’s ability to withstand a major disruption, recover quickly and adapt to the changing environment. Classifying organizations. The first thing we did was to classify the organizations, at which point four distinct organizational categories emerged: Hierarchical. Latin America). Latin America).
Definition of key accountmanagement. If you're not sure what key accountmanagement is, don't worry, you're not alone. Before we get to that, let me explain how key accountmanagement became a business strategy. Key accountmanagers kept them. Key AccountManagement Concepts.
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.
Director Global AccountManagement, 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
This is usually where an oversight role — like that of a strategic accountmanager, 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.
How much money does a key accountmanager make? Find out the average salaries for key accountmanagers 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 accountmanagers REALLY make! Click to Tweet.
Seven key drivers of strategic accountmanagement 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 AccountManagement Association.
15 Reasons Why You Might be a Bad AccountManager Bad key accountmanagers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key accountmanager and how to turn yourself into a good one. Account plans are help you define your key account strategy.
To navigate today’s ever-changing marketplace, modern SAM practitioners need to lead with agility and view strategic accountmanagement 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.
Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and accountmanagement, 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.
21 free courses for key accountmanagers to boost your skills now A key accountmanager 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 accountmanager. Need more help to improve your key accountmanagement skills?
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 accountmanagement toolbox. – SAMA.
By Saleh Al-Ben Saleh, Strategic AccountManager, 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.
How can effective accountmanagement 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 accountmanagement strategy becomes indispensable. First, a quick primer – what is accountmanagement?
Account planning and effective accountmanagement strategies are about much, much more than your key accounts. That said, any accountmanager worth their salt has a strategy for their key accounts. Attracting them is an entire process.
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.
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 accountmanagement. SAMs must redefine how they interact with their customers and their own organizations.
The post How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks) appeared first on Strategic AccountManagement Association blog. . … Continue reading How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks).
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 accountmanagement and portfolio plans. It’s a challenging market. Breaking Out of the Funnel Mindset.
appeared first on Strategic AccountManagement 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!
By Emily Williams, Strategic AccountManager , 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.
Do you know how the top key accountmanagers (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 AccountManagement Teams 1.
It is understood that within many organizations there are existing accountmanagers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic accountmanagement. These are often the top achievers in the organization.
The answer: Key accountmanagement. In this comprehensive guide to key accountmanagement, you'll learn: The definition of key accountmanagement. How to know whether your company needs a key accountmanagement strategy. The difference between key accountmanagement and selling.
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.
So is AI expected to eat up your Key AccountManager’s jobs as well? It depends on your Key AccountManagement (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 AccountManager.
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
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 AccountManagement Association blog.
Learn the organic sales method that leads to effortless growth for key accounts. Tired of pushy sales tactics? Forget closing deals, start opening relationships.
How does your accountmanagement team keep up with the challenges and opportunities presented by growth? And how do you define accountmanagement 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.
How Data Analysis Adds Value to Key AccountManagement 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 accountmanagement is delivered.
Which means as an accountmanager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an accountmanagement 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 accountmanagement.
As a strategic accountmanager (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.
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.
On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on accountmanagement and account expansion selling. You'll learn why a focused and intentional accountmanagement strategy is essential for net revenue retention and account expansion.
Is your business and your key accountmanagement 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 accountmanagers? Click to Tweet. Laura: It's never boring.
More and more companies expect their key accountmanagers to be thought leaders. Why key accountmanagers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key accountmanagers are now expected to be thought leaders. Here's how. Table of Contents.
25 problems that stop key accountmanagers 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 accountmanagement is a role that requires both sales skills and strategic thinking.
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