Strategic Account Management Association

OCTOBER 26, 2021

The executive sponsor can help expand these relationships, so a certain assignment length and continuity in the sponsorship commitment from the executive sponsor helps in the mid- to long-term growth and penetration of the account, especially when co-creation is one of the relationship objectives. What’s next ?

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Strategic Account Management Association

JULY 13, 2021

The global COE can also help foster the creation of communities of practice to exchange best practices and scale them. They can be the anchor point for business case creation, communication and scaling opportunities across the organization. These communities help accelerate the SAM journey, connectivity and dissemination of ideas.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Chaordix Co-Creation

OCTOBER 29, 2019

The spookiest day of the year is upon us, marking the culmination of a month or more of haunted houses, ghost stories and endless horror movie marathons.

Co-Creation 74

Co-Creation Innovation 74

Braineet Co-Creation

SEPTEMBER 5, 2019

Check out what co-creation really is and how you can use it to build better products and services.

Co-Creation 62

Co-Creation 62

Account Manager Tips

MARCH 23, 2021

You're sitting on a goldmine of existing customers that: can deliver an above-average revenue growth; want to invest in your partnership; will co-create value in ways that neither of you could do alone. You'll select your key accounts with 15 criteria which are grouped into three categories: Growth, Harmony and Value Creation.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

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.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Mike Kunkle

OCTOBER 2, 2022

It’s value creation (solution matching, co-creation, or solution design to achieve outcomes). It’s situation assessment (current state challenges and opportunities, impacts, needs, desired future state, outcomes, priorities, with gap and impact analyses to create a compelling business case for action).

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Upland

JUNE 30, 2023

Co-Customer Selling: Enterprise selling has been changing. In the future customers will actively participating in the co-creation process. Few B2B enterprise teams present predefined solutions. Up until now, collaboration has come in the form of sellers helping mentors and supporters build business cases.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Strategic Account Management Association

DECEMBER 9, 2024

Jochen Koetzle, Head of Strategic Account Management at Endress+Hauser Group, explores the essence of collaborative ecosystems, their role in driving innovation, providing solutions, and ensuring resilience. He also shares insights on his organization's efforts to highlight the transformative power of collaboration.

Account Management 520

Account Management Innovation Management Co-Creation 520

Strategic Account Management Association

AUGUST 26, 2024

The first step in next-gen, customer-centric sales By Dominique Côté, CEO & Founder, Cosawi and Principal, The Summit Group, and Kate Burda, CEO & Founder, Kate Burda & Co.

Marketing 520

Marketing Account Management Co-Creation Management 520

Strategic Account Management Association

OCTOBER 10, 2023

Denise Freier, President and CEO at Strategic Account Management Association (SAMA), and Dino Bertani, Vice President, Head of Alliance Management at Zealand Pharma, talked about what’s shaping the role of KAMs/SAMs in today's business arena, and how Sales and KAM/SAM leaders can enable KAMs/SAMs to meet current and future customer needs.

Account Management 520

Account Management Management Meetings Co-Creation 520

Strategic Account Management Association

JANUARY 3, 2023

The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic account managers. The post Understanding the Hidden Needs of Key Accounts for Sustained Growth appeared first on Strategic Account Management Association.

Account Management 520

Account Management Digitalization Management Co-Creation 520

Strategic Account Management Association

NOVEMBER 11, 2022

Seven key drivers of strategic account management to helps SAMs leverage customer insights and co-create value in the face of industry disruptions. The post The Essential Seven Factors for Unlocking Strategic Account Growth appeared first on Strategic Account Management Association.

Account Growth 520

Account Growth Account Management Management Co-Creation 520

KAM With Passion

OCTOBER 27, 2020

First, truly complex sales , those where many stakeholders are involved with often contradictory expectations, where the proposed solution is co-constructed with the prospective customer. Third, Key Account Management , i.e. the establishment of privileged relationships and the co-creation of value with truly strategic customers.

B2B 130

B2B Co-Creation Account Management Key Account Management 130

Hubspot Sales

FEBRUARY 15, 2019

And whether we're instant messaging a co-worker or chatting with customer support on our favorite website, we often get a response almost instantly. Key features of LiveChat include chat transcripts and archives, multi-lingual chat, and report creation. Drift is a chat software that allows you to automate portions of the chat process.

Software 145

Software Software Co-Creation CRM 145

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. Now more than ever, key or strategic customers are gaining even more investment from their vendors. Share on facebook. Share on linkedin.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Strategic Account Management Association

FEBRUARY 1, 2024

LP Building Solutions, SAMA Excellence Award winner for Outstanding Young Program of 2023, outlines its blueprint for SAM success. The post What’s In A Name? Turns Out — Everything! appeared first on Strategic Account Management Association.

Account Management 400

Account Management Co-Creation Management Organization 400

Strategic Account Management Association

OCTOBER 10, 2023

The Congruity Group leads a webinar to help revolutionize your approach to customer engagement and create a lasting impact on your company’s growth. The post How to Make Strategic Customer Engagement a Top Competitive Advantage in 2024 appeared first on Strategic Account Management Association.

Account Management 400

Account Management Co-Creation Management Customer Knowledge 400

Red Star Kim

MAY 11, 2023

The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy). There are references to multi-branding and co-branding/partnership marketing also. Porter’s generic strategies (cost leadership, differentiation and focus) are relevant here.

Management 130

Management Co-Creation Publishing Leadership 130

Chaordix Co-Creation

OCTOBER 2, 2020

We call it our Community Platform, and it’s used by global brands to connect and co-create with their customers. Chaordix makes a white label platform that allows brands to build social communities they can manage and control. One of our customers is LEGO.

Co-Creation 57

Co-Creation Publishing Management 57

KAM With Passion

FEBRUARY 22, 2021

Increasingly, KAM approaches include co-creation in the field of R&D or of go-to-market models. MAERSK considers as strategic only the customers who want a higher value and, in order to get it, accept to partner with their logistics service provider to co-create it. The Benefits a good practice of KAM.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

Nutshell

JULY 22, 2020

reach the bottom of it after a bunch of marketing and sales tactics that include content creation, user testimonials, and product demos. For example, you might decide to invest heavily in content creation in order to attract new leads and delight current customers. ” —David Morneau, Co-Founder, inBeat.

Marketing 119

Marketing Co-Creation Customer Experience Advertising 119

Hubspot Sales

JULY 7, 2019

Discuss value co-creation with your customer. Determine which team members will own which task, what resources will be required to achieve these tasks, and agree upon accountability measures. Ensure your action plan contains: Top five objectives. Map critical resources. Assign tasks and key owners. Section 10: Plan Review.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

KAM With Passion

JUNE 20, 2021

True Key Account Management is very much about change management and the creation of new, more collaborative, ways to work. Advanced – Module 5: Driving co-creation with a truly strategic account. KAM-relevant soft skills & competencies. Supporting Skills & Competencies – Business. Negotiation (base level).

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Hubspot Sales

APRIL 23, 2024

Co-Creation” or “Enablement” Co-creation or enablement refers to when clients and consultants work together to identify problems and solutions. When talking to clients, I often use the phrase “action plan” to bring back focus if we get off topic or are speaking too hypothetically and not enough about specific plans.

Co-Creation 110

Co-Creation Artificial Intelligence Decision-making Brainstorming 110

Arpedio

NOVEMBER 29, 2023

Providing SAMA members with exclusive access to a library of ancient account management wisdom guarded by mythical creatures Offering a cutting-edge technology solution for strategic account managers to assess and progress through SAMA’s 7-step value co-creation framework Hosting annual "Value Co-Creation Olympics" where SAM professionals compete in (..)

Co-Creation 52

Co-Creation Account Management Account Planning Stakeholders 52

Clarity Engagement Solutions

FEBRUARY 12, 2021

Gain insight that supports the co-creation of solutions together with healthcare stakeholders. If your committed and want the best customer engagement strategy for 2021, just follow these steps: 1. Learn the skills and capabilities needed to remain relevant to healthcare stakeholders. Implement an effective virtual way of working.

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

DemandFarm

JUNE 6, 2024

In Key Account Management (KAM), as we aim to move from being a vendor for our key accounts to a strategic partner who can co-create value, the single most dominant value that can drive this transformation is – customer-centricity. Unrelenting, obsessive, customer-centricity.

Co-Creation 52

Co-Creation Key Account Management Account Management Customer Experience 52

Clarity Engagement Solutions

FEBRUARY 12, 2021

Support your teams in gaining privileged insights that support the co-creation of solutions together with healthcare stakeholders. Upgrade the skills and capabilities of your customer facing teams to remain relevant to healthcare stakeholders. Implement an effective virtual way of working. Sounds like a lot?

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Mike Kunkle

MAY 11, 2022

As applicable, understanding of vendor and channel partners and how to most effectively build relationships and engage with them to uncover, manage, and win opportunities through the effective co-creation of solutions for customers. Value Creation. Figure 2: The Sales Force Effectiveness Fundamentals. SFE FUNDAMENTALS.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SBI Growth

NOVEMBER 2, 2012

Gordon Moore, co-founder of Intel, introduced this simple premise in 1965: transistor and computer-processing power would double every year. Acquire talent : get the right content creation talent with the right skills. Do you remember Moore’s Law? Something similar is going on in the world of content marketing.

Marketing 113

Marketing Co-Creation Publishing Organization 113

KAM With Passion

MARCH 17, 2022

Complex sales is about generating and winning opportunities and acquiring new customers in a B2B (private) or B2G (public/government) environment where different stakeholders are involved on the buyer’s side and the solution is partially or totally co-constructed with the customer.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Could AI have suggested/predicted the creation of the iPad? Peterson, Ph.D., Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. Creativity/Ideation.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Hubspot Sales

JULY 25, 2023

Content Creation Generative AI tools like HubSpot’s Content Assistant can write copy for sales messages, proposals, or custom landing pages. 18% of sales professionals use AI for content creation, making it the most popular use case. In the Real World Adam Svhoenfeld, co-founder of Keyplay.io

Co-Creation 98

Co-Creation Artificial Intelligence Sales Onboarding 98

Help Scout

AUGUST 3, 2021

Simple content creation With Docs, you’re able to create new articles in minutes. Flexible use We all know that customers have questions, but so do co-workers. Below are a few of Docs’ key features. Our intuitive interface and easy-to-use tools make adding text, images, and video a breeze.

Small Business 99

Small Business Software Software Co-Creation 99

Zendesk

DECEMBER 6, 2021

Instead of designing the customer journey around product creation and delivery, they organized around improving the experience for the customer. Co-creating with customers can help avoid service issues by inviting customers to design experiences with you proactively.

Co-Creation 98

Co-Creation Customer Experience Profitability Decision-making 98

Brooks Group

MAY 17, 2022

If you’re a reader, they recently co-authored a book called Agile & Resilient: Sales Leadership for the New Normal where they explain how sales leaders can help their discouraged teams overcome and thrive in any business environment. Talk to a salesperson today to discuss your own playbook creation.

Supply Chain 96

Supply Chain Co-Creation Facilitation Sales 96