Decision-making Global Accounts Procurement 
Cosawi
DECEMBER 2, 2024
The pharma industry has shifted from defining its customers as the physicians prescribing to patients to a much more complex environment – one where the customer is defined by a diverse group of players which participate in the decision-making around treatment and access. This is now becoming increasingly important.
Account Manager Tips
NOVEMBER 29, 2022
Some of your career options for key account managers: Strategic Account Manager. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided. Manager/Director.
5600 Blue
NOVEMBER 29, 2017
We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. Minimizes deal margin.
Cosawi
DECEMBER 28, 2021
We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. Look for it in an upcoming issue of Velocity. Dominique Co?te?
KAM With Passion
MARCH 28, 2022
The core definition states that a B2B sale is complex when several people are involved in the purchase decision. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Is this sufficient to capture the degree of complexity of a sale situation?
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