Strategic Account Management Association

OCTOBER 26, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review “When CEOs Make Sales Calls” in which he describes the impact of top management’s involvement in the customer relationship. Figure 3: Matching the right executive sponsor. What’s next ?

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Account Management Co-Creation Leadership Procurement 520

Account Manager Tips

JULY 6, 2022

20 ways to encourage value co-creation with your customers Favourite collaboration app Listener tip In other news Quote of the week. And what if we take it one step further and ask what it means to "co-create value" with our customers? Which is why co-creation is so powerful. We hear the word "value" all the time.

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Co-Creation Value Proposition Account Planning Suppliers 130

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies. What is your KAM Competencies Reference F ramework?

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Key Account Management Account Management Co-Creation Account Planning 130

Cosawi

JANUARY 24, 2025

Think about your own company: how is your marketing integrated with your strategic account planning and work? This shift requires broadening Marketings role beyond the customer buying journey to include insight generation and case studies and to create value creation for mutual growth and ROI. appeared first on Cosawi.

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Co-Creation Marketing Key Account Management Value Proposition 40

Mike Kunkle

MAY 11, 2022

That depends on a variety of factors, which I will share in this article. This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Value Creation. Organizational Acumen.

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Co-Creation Sales Sales Training Decision-making 130

KAM With Passion

FEBRUARY 22, 2021

This articles is intended for business owners, board members and senior executives with the aim to motivate them to take a closer look at the KAM topic before deciding if they should start a true KAM initiative and on which perimeter. Increasingly, KAM approaches include co-creation in the field of R&D or of go-to-market models.

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Key Account Management Account Management Management Co-Creation 130

Arpedio

OCTOBER 30, 2023

On a recent episode of the “Thoughts on Selling” podcast, host Lee Levitt sat down with Ulrik Monberg, CEO of ARPEDIO, to delve deep into the realm of account-based selling. In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling.

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Co-Creation Account Planning Artificial Intelligence Leadership 52