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Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

A Center of Excellence (COE) Executive “buy-in and be in” Account-based marketing. By COE, we mean a centralized group of SAM experts and people who “get it” and who should be leveraged as the catalyst for instilling the mindset, processes and skill sets for distinctive go-to-market and customer-centric engagement models.

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The Future of SAM – Revisited

Strategic Account Management Association

Regardless of the organization we work at, we could be outspent, out resourced or out marketed but we do have the opportunity to outthink our competition. Kaj Storbacka is a professor at Hanken School of Economics in Helsinki and Founder of Market Shaping Lab. Offer broader interactions with customers. Become market makers.

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ALIGNING A MULTIFUNCTIONAL TEAM TO SOLVE A HEALTHCARE CUSTOMER’S LONG- STANDING PAIN POINT

Strategic Account Management Association

To do this, my team and I had to bring meaningful data that showcased the impact of the disease burden in the national market and in the customer’s health system. With support from the Pfizer marketing lead, we developed educational materials for patients and providers on the disease state that could be shared with patients.

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4 Ways to Impact Price Realization

Holden Advisors

This review is supplemented by interviews with key functional leaders across product, marketing, finance, and pricing. It's also supplemented by customer interviews and/or market research to uncover the real reasons why customers value your products and services. Chart the course.

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How sellers can use AI to improve whitespace analysis

Upland

This saves sales reps time sifting through broad data sets and allows them to focus on qualified leads within existing customer accounts. Prioritization and Targeting: AI can analyze numerous factors like customer size, industry, past purchases, and even sentiment in communication to prioritize whitespace opportunities.

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Shifting Gears: Transforming Traditional Automotive Software Delivery in the Digital Age

Planview

Organizations must proactively navigate the changing market landscape, prioritizing software solutions that enhance efficiency and drive innovation. By adopting Value Stream Management (VSM), companies can optimize workflows, enhance collaboration, and maintain a laser focus on delivering customer value.

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A Step-by-Step Strategic Account Plan Template for Shared-Value

Hubspot Sales

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. In this section, summarize the following: Define customer’s vision/strategy. Target markets.