Strategic Account Management Association

AUGUST 24, 2021

Kahn suggests that SAMs need to be “innovating markets…We have to look at the whole system of stakeholders and see how we can create value within that. ”. Adjust notion of stakeholder value. Organizations are redefining value. This requires SAMs to shift how they create and define value.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Upland

JANUARY 29, 2024

Account planning focuses on your customers first—and the sales numbers follow. By gaining a thorough understanding, sales professionals can tailor their offerings to align precisely with what the customer values most. Revenue growth: Ultimately, account planning means growth.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

OnStrategyHQ

MAY 1, 2023

What do our customers value most from our organization? What do our customers value most from our organization? How do we uniquely serve our customers? How do our employees or shareholders perceive us? What are our company resources – assets, intellectual property, and people?

Suppliers 105

Suppliers Supply Chain Energy and Utilities Profitability 105

Mercuri International

MARCH 8, 2022

Value-based selling has been around for more than 30 years and is still as relevant as ever. When Mercuri Research recently surveyed the most important challenges for business leaders, customer value orientation came out on top, just as it did in our last survey 5 years ago.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Customer Think

MARCH 12, 2023

Let’s assume a company does have good data to support how customers really feel, and they also know what their company can do to increase “Customer Value”, they have the bigger problem: how do they translate that down to their company employees so they can make a deliberate attempt to change what they do to impact Customer Value.

Customer Value 52

Customer Value Shareholders Stakeholders Advertising 52

CoSell

MAY 20, 2021

Forward-thinking executives know that they must look for adding customer value. They know that they have to connect with the true desires of consumers to optimize value for their shareholders. This means only one thing: marketing and sales will coordinate efforts to meet the needs of current and future customers.

Shareholders 52

Shareholders e-Learning Brainstorming Profitability 52

Insightly

NOVEMBER 1, 2022

Now your strategy and value creation processes are designed, you should communicate the changes unilaterally. In today’s economy, multichannel integration can also relate to offering customers value across different channels. Involve every stakeholder, from marketing through to sales, support and operations.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52