Strategic Account Management Association

OCTOBER 14, 2021

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson. A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

AUGUST 6, 2021

Director Global Account Management, Aramex. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions. Segments are managed by leaders specialized in each industry. “In A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Strategic Account Management Association

OCTOBER 26, 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. Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.

Account Management 520

Account Management Co-Creation Leadership Organization 520

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried. jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried.

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Key Account Management Account Management Management Decision-making 246

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills? Table Of Contents.

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Account Manager Tips

MARCH 23, 2021

Why is key account management important? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key account management is the secret to grow revenue and customer retention. Why should you care?

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Key Account Management Account Management Management Suppliers 246

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Hard work Key account managers are responsible for the most important clients a company has.

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Key Account Management Account Management Management Negotiation 242

Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. Remember: The sales rep or account manager needs to be an ambassador for their own company as well.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Too reactive A bad key account manager responds to situations instead of controlling them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

OCTOBER 6, 2022

When it comes to managing my time, sometimes it feels like I'm losing the battle, the war and maybe even the will to live. So I decided to share my favourite calendar management tips. If they’re important, block time in your diary to make them happen. Still, it doesn't have to be like this. Then review again.

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Management Meetings Decision-making Brainstorming 246

Strategic Account Management Association

JULY 13, 2021

Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. This is leading many companies to accelerate their strategic account management journeys and transformations. Three Pillars of Success.

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Account Management Innovation Co-Creation Organization 591

Account Manager Tips

MAY 25, 2021

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Key account managers kept them. Has access to middle-management Business Consultant. Burnett, K.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 101

Account Management Management Sales Account Growth 101

Hubspot Sales

SEPTEMBER 12, 2024

Like most modern buyers, I had already done a wealth of research leading up to my decision, and nothing the salesperson said was going to make me walk away with anything other than the brand and model I showed up to buy. Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics.

B2B 116

B2B B2C Decision-making Software 116

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. You're only the local lead - decision makers are in other countries.

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Key Account Management Account Management Procurement Management 234

Strategic Account Management Association

JUNE 30, 2021

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. He also spent years as a managing consultant for Microsoft’s global consulting organization. What is the project management process? Michael Thomas is the founder of Magnetic Services. Selling Expertise.

Digitalization 520

Digitalization Organization Account Management Management 520

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. What is relationship management? Enter the importance of relationship management.

CRM 195

CRM Management Stakeholders Decision-making 195

Whetstone

FEBRUARY 7, 2025

In strategic account management, the stakeholders you dont seeand the ones you misunderstandare the ones most likely to derail your success. Many SAMs focus on engaging with their primary contactsthe people they know bestwhile neglecting to map out all stakeholders who may influence the decision. This blind spot creates risk.

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Stakeholders Management Decision-making Account Management 59

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. Top-performing strategic account managers get this. They build a shared vision around the ability to address a compelling business need or market opportunity and build the scaffolding of commitment to make this vision a reality. What’s standing in your way?

Decision-making 435

Decision-making B2B Profitability Account Management 435

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? Here’s where having a sales account management strategy becomes indispensable. Through account management, your team can seek to establish themselves as trusted advisors to customers. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

MDI Training

AUGUST 27, 2024

Navigating the Ethical Challenges of Algorithmic Decision-Making You prefer to listen to this article? In that case, it may perform poorly for others, leading to unfair decisions in areas like hiring, healthcare, and law enforcement. Is society ready for AI ethical decision-making? link] Arora, A., Barrett, M.,

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Decision-making Digital Transformation Artificial Intelligence Leadership 81

Upland

MARCH 24, 2021

Who makes the final decision? According to McKinsey & Co, more than 90% of selling now happens remotely, eliminating the face-to-face dinners, on-site introductions, and in-person meetings that gave sellers access to key players and decision-makers. Who are we talking to?”. Who else do we need to talk to?”.

Management 195

Management Decision-making B2B Sales Environment 195

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. And it should almost always look different to their strategy for smaller accounts. There are many reasons for this.

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Key Account Management Account Management Management Account Planning 195

Hubspot Sales

AUGUST 7, 2024

I distinctly remember the day I learned about CMRs: I was using a spreadsheet for my contact management, and I felt like other people maintained their networks better by sheer luck. CRM stands for “customer relationship management” system. An effective CRM is make-or-break for SaaS companies because of: Customer Retention.

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CRM Software Software Onboarding 115

The Center for Sales Strategy

FEBRUARY 19, 2025

Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. The most important decision you will ever make as a manager is the decision of who to hire.

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Decision-making Sales Sales Management Organization 77

ProlifIQ

DECEMBER 18, 2024

Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. By staying ahead of these signals, account managers can proactively address concerns and strengthen the relationship.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Hubspot Sales

MARCH 12, 2025

The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. One word: Overload.

Decision-making 87

Decision-making Sales Internet B2B 87

Strategic Account Management Association

MARCH 2, 2022

By Gordon Galzerano, Co-Founder and Managing Partner, Timberwilde Consulting Group. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Hubspot Sales

SEPTEMBER 9, 2024

Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs). After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline.

B2B 118

B2B Decision-making Media CRM 118

Strategic Account Management Association

SEPTEMBER 22, 2020

As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes. Just like IDNs, strategic account managers must understand which physician groups are positioned to be creative, collaborative partners over the longer-term.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Red Star Kim

AUGUST 29, 2023

Change management). To change behaviour the intervention must be: EASY – If a decision requires minimal effort, it’s more likely to be the one that’s chosen. Change management) appeared first on Kim Tasso. How might we use the EAST framework for behavioural nudges in marketing?

Management 130

Management Marketing Decision-making Government 130

The Center for Sales Strategy

MARCH 12, 2024

Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make. Do you know where 80% of your revenue comes from?

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Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. It’s how faithfully (and effectively) we execute on these principles that makes the difference. These complex operations alone would be enough to keep anyone’s head buzzing.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Hubspot Sales

SEPTEMBER 30, 2024

Treating Social Selling Like Conventional Bhavik Sarkhedi , Growth Head & CMO of Content Whale , says, "One of the biggest mistakes sales reps make in social selling is treating it like traditional cold outreach. It will make the target customers or clients comfortable and unwary. 9 Social Selling Mistakes You Need to Avoid 1.

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Media Decision-making Prioritization B2B 108

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. It’s entirely possible. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Hubspot Sales

SEPTEMBER 16, 2024

I‘m going to level with you — the statement I’m about to make probably sounds like one of those meaningless platitudes about selling you‘d hear at some seminar that you were pressured by your employer to attend, but I swear I’m going somewhere with it. I always make sure to follow up quickly with the accurate information.

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