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. Adapting our corporate behaviors to fit the customer context.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Jermaine Edwards

MAY 18, 2020

LAW ONE: You cannot move a customer to a new place without knowing what you need to change. I often find when it comes to strategy in key accounts or direct sales in any business, many professionals and organisations begin by asking the same or wrong questions and so get little to no change in their results.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

LAW ONE: You cannot move a customer to a new place without knowing what you need to change. I often find when it comes to strategy in key accounts or direct sales in any business, many professionals and organisations begin by asking the same or wrong questions and so get little to no change in their results.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

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

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

Revegy

OCTOBER 16, 2018

CRM platforms are designed, installed and integrated by IT professionals, and in order to work properly, sales and account teams need to adapt to the software. An effective KAM platform needs to have each user seeing and feeling the value of the technology on their key account growth.

Key Account Management 40

Key Account Management Account Management CRM Management 40

Cosawi

DECEMBER 28, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review, “When CEOs Make Sales Calls,”¹ in which he describes the impact of top management’s involvement in the customer relationship. Stay informed on the account through an established strategic account process.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52