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 Procurement 520

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. 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.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). Most would agree.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Jermaine Edwards

MAY 18, 2020

LAW SEVEN: You must know what your customer values. The commitment-trust theory of relationship marketing says that two fundamental factors, trust and commitment, must exist for a relationship to be successful. The most important commitment you can have with your customers is who you are together.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

LAW SEVEN: You must know what your customer values. The commitment-trust theory of relationship marketing says that two fundamental factors, trust and commitment, must exist for a relationship to be successful. The most important commitment you can have with your customers is who you are together.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

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

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52