Strategic Account Management Association

OCTOBER 26, 2021

The executive sponsor should be familiar with the account and help expand the customer mapping, engagement and relationship. We need to focus on understanding the customer and helping the SAM deep dive in the customer environment and gain the insight and knowledge needed to deliver broader customer value.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. They do this by digesting all the insight available and by connecting them with what is important to the customer.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Cosawi

DECEMBER 28, 2021

Stay informed on the account through an established strategic account process. Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52