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Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault. To be sure, a sales leader or SAM manager will have responsibilities beyond revenue. The solution.

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Ten insights on the future of SAM

Strategic Account Management Association

As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next. Sales and account management – no longer an expense but an investment.

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Got CXM? Why customer experience management isn’t just a nice-to-have for strategic account management

Strategic Account Management Association

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate.

CXM 520
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How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks)

Strategic Account Management Association

By Brian Doyle, President, Holden Advisors Business decisions are usually made by decision makers at two ends of a spectrum. At the other end are those who fear making a bad decision and getting called out for it. At one end are the innovators, who want to try new things and aren’t afraid of failing.

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What suppliers can do mid-contract to future-proof their negotiations

Strategic Account Management Association

This article discusses what you, as a supplier, can do mid-contract to make your upcoming negotiations more successful. Especially in larger projects, we commonly see senior partners or directors forming the arrangements but more junior associates or managers doing the day-to-day work. Step 2: Manage expectations.

Suppliers 759
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“LIQUIDITY,” ORGANIZATIONAL RESILIENCE AND YOU

Strategic Account Management Association

It is typified by slow and deliberate decision making, a decision-making process that is rigorously codified and decision making authority that is rigidly prescribed. Employees typically perform multiple functional roles, and decision making is decentralized and team-based. Entrepreneurial.

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Character Matters: Learn How to Become a Better SAM

Strategic Account Management Association

You do not treat others in shameful and blaming ways when they make mistakes. Your organization will have a more positive culture, greater confidence in management and stronger innovation and collaboration. Responsibility leads to confidence in management. Integrity : You keep promises and own up to your mistakes.