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

Cosawi

JANUARY 29, 2024

In this article, we delve into the success story of Thales, a complex global organization serving various business segments, as they harnessed the potential of ABM to enhance customer intimacy and relevance during challenging times. These sponsors not only provide buy-in but also actively participate in the ABM strategy.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Arpedio

MARCH 26, 2024

Before diving into the intricacies of pre-sales strategy, it’s essential to grasp its definition, significance, key components, objectives, and how it differs from sales and post-sales strategies. Objection Handling: Addressing customer objections and concerns effectively to overcome barriers to sales success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Revegy

OCTOBER 16, 2018

An effective KAM platform needs to have each user seeing and feeling the value of the technology on their key account growth. CRM platforms are stuck looking back, not forward to Key Account Strategy and Growth. Drives global collaboration and a single view of the customer to drive team-based execution.

Key Account Management 40

Key Account Management Account Management CRM Management 40

Cosawi

FEBRUARY 27, 2023

Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus.

Marketing 52

Marketing Suppliers Account Planning Investors 52

SmartKarrot

NOVEMBER 29, 2021

Role: Head of Customer Success Location: New York, NY, US (Hybrid) Organization: Pinecone As a Head of Customer Success, you will hire, train, and manage a high-performing customer success team including pre-sales, post-sales, and professional services. Own and improve all customer support and assistance channels.

Customer Success 19

Customer Success Government Account Strategy Customer Value 19