The SAMA Podcast

MAY 9, 2023

To address this challenge, organizations must design an organizational structure that interfaces more effectively with their global accounts, including providing support to global account managers (GAMs). In our latest episode, host Harvey Dunham discusses Global Account Management with Noel Capon, the R.C.

Global Accounts 104

Global Accounts Management Account Management Organization 104

KAM With Passion

MAY 27, 2021

KAM skills development is not only for Key Account Managers. I remember a very successful global medium-size industrial company who has appointed a few Global Account Managers chartered to manage the most strategic customers.

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

Revegy

JANUARY 5, 2021

Examining multiple factors like an account’s current value, future potential, and strategic fit enables companies to execute focused plans based on building a long-term partnership with a client. Global Account Management. Technology-enabled global relationship management is critical to long-term sales success.

Account Management 106

Account Management Global Accounts Management Account Planning 106

SBI Growth

FEBRUARY 2, 2013

That doesn’t mean that your Field Sales and Customer / Global Account managers aren’t needed. Stars in inside sales are just as hard to identify as global account executives. Let’s sum up why you need to do this: A larger portion of your customers prefer to connect on the telephone than you realize.

Global Accounts 121

Global Accounts Logistics Sales Decision-making 121

KAM With Passion

FEBRUARY 23, 2021

A company in the food industry, world leader in its market, has a few Global Accounts who represent a large proportion of its revenue. Therefore the company has appointed a few Global Account Managers, people with a broad skill set, true all-rounders with an in-depth knowledge of their own company.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Deep Insight

AUGUST 16, 2021

Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Key account managers should not just be order-takers. The message from this blog?

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

The Chapman Group

DECEMBER 8, 2020

Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

KAM With Passion

MARCH 17, 2022

The Head of the KAM Programme and the Key/Global Account Managers are the leading contributors but many other functions are involved both in the delivery and commercial management aspects. That is the reason why authentic KAM has such a high transformational effect on an organisation as seasoned KAM/GAM practitioners know.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

SBI Growth

JUNE 22, 2013

For example, he didn’t move fast enough on the global account program. 40% of revenue came from 19 accounts. He didn’t resource these accounts appropriately fast enough. For a deeper dive on all 4 root causes, download the e-book here. Sequencing. Marshall had been CSO of a software company for 2 years.

e-Learning 124

e-Learning Sales Global Accounts CRM 124

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.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Upland

JUNE 15, 2023

Salesforce is the central hub of most sales teams, so it’s essential that your account planning software be there, too. 6 Salesforce-native to start with data Tech catches on when it lives where your sellers do.

Account Planning 195

Account Planning Software Software Organization 195

Revegy

JANUARY 5, 2021

Examining multiple factors like an account’s current value, future potential, and strategic fit enables companies to execute focused plans based on building a long-term partnership with a client. Global Account Management. Technology-enabled global relationship management is critical to long-term sales success.

Account Management 52

Account Management Global Accounts Management Account Planning 52

KAM With Passion

JUNE 20, 2021

At one of my current customer, a large industrial firm, in addition to the initial core KAM Training, we identified 4 additional topics on which a specific skills development effort would help the Global Account Managers progress in their job.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

KAM With Passion

FEBRUARY 22, 2021

A KAM/GAM (Global Account Management) initiative based on a customer segmentation conducted at three levels (global, regional, national), the creation of the Customer Advocate (Key Account Manager) function , a dramatic intensification of the networking and relationship building activities with customers at ALL levels.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

Revegy

NOVEMBER 8, 2018

This allows sales teams to minimize double data entry and have a single instance for all global account activity. Account team members are then able to view and update common account information across regional or organizational boundaries. This allows sales teams to reinforce the methodology.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

DemandFarm

AUGUST 28, 2023

Join Joshua Gregg – President, Americas at DemandFarm , as he catches up with Maria Dominguez – PM Global Account Management, DHL , and Russ Sharer – CSO, Brooks Group , for an unfiltered conversation.

Account Management 52

Account Management Digitalization Global Accounts Management 52

KAM With Passion

NOVEMBER 11, 2020

A good Key Account Plan is very specific on which relationships need to be created, developed and nurtured and why. For example, LafargeHolcim, a construction material company uses Business Reviews with its Global Accounts to drive collaboration in the field of R&D and to discuss long-term opportunities on major projects.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Revenue Storm

FEBRUARY 15, 2022

Even when I was leading a $400 million global accounts organization. For 20 years, I had a monthly sales quota. Rather than start the year 20 times, I actually started the “year” 240 times. Start with the numbers.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

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.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Miller Heiman Group

AUGUST 7, 2019

11:52] Overcoming challenges of global accounts. [14:45] [4:40] Why coaching is an “always on” activity for managers. [10:49] 10:49] How to know when a seller is ready to be a manager, and how they can succeed. [11:52] 14:45] The importance of a customer-centric sales process. [20:20] Learn More and Connect. Greg Moore LinkedIn.

Global Accounts 55

Global Accounts Sales Sales Management Communication 55

Arpedio

APRIL 29, 2024

Take the test Take the maturity assessment Workshop: Engage in discussions on pertinent challenges Led by Marcus Redemann, Management Partner, Mercuri International, the workshop provided a platform for engaging discussions on pertinent challenges and the exchange of best practices for effective strategic account management.

Key Account Management 52

Key Account Management Account Management Global Accounts Ecosystem Leadership 52

Revenue Storm

JANUARY 19, 2021

In all my years of selling and leading sales organizations, from mid-markets to enterprise global accounts, I have consistently seen Activity Drives Results. Consider for your team what easy quality measures could be used in your systems to spot problems and note them in your printout or PDF of the above table.

Account Management 78

Account Management Sales Decision-making Global Accounts 78

The Chapman Group

AUGUST 23, 2020

Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

Sales Outcomes

APRIL 3, 2023

For example, today’s Inside Sales teams might serve small businesses, field (geographic) to medium firms, and enterprise sales for large and global accounts. Rethink Sales Enablement Sales organization structures often align with customer segments. In the past, Inside Sales had been the only team enabled for remote selling.

Virtual Selling 52

Virtual Selling Logistics Global Accounts Sales 52

Red Star Kim

JUNE 1, 2023

There are 165 member firms of this network which is ranked 13 th in the International Accounting Bulleting 2022 rankings of the largest networks.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

MTD Sales Training

AUGUST 29, 2013

This ‘bow-tie’ approach was developed by, among others, Peter Cheverton in his book ‘Global Account Management’ and it is still the favoured choice among many sales organisations, even though it proves itself to be the main cause of disharmony between supplier and client in today’s demanding environment.

Suppliers 48

Suppliers Key Account Management Account Management Global Accounts 48

Miller Heiman Group

FEBRUARY 21, 2019

When assessing sellers, sales leaders instinctively want to give them a big goal to work toward, such as becoming a global account manager, a mentor for new hires, the first one to sell new products or the first to break a record. Remember that Not Every Seller Can Be a Sales Leader.

Sales 62

Sales Global Accounts Finance Performance Review 62

Cosawi

DECEMBER 31, 2019

Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing. Dominique is a panelist and keynote speaker in Europe and the U.S. in the areas of commercial Excellence and Customer centricity.

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

Cosawi

FEBRUARY 29, 2020

Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing. Dominique is a panelist and keynote speaker in Europe and the U.S. in the areas of commercial Excellence and Customer centricity.

Marketing 52

Marketing B2C Global Accounts Innovation 52

Cosawi

JULY 14, 2021

Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing. Dominique is a panelist and keynote speaker in Europe and the U.S. in the areas of commercial Excellence and Customer centricity.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Cosawi

AUGUST 4, 2021

Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing. Dominique is a panelist and keynote speaker in Europe and the U.S. in the areas of commercial Excellence and Customer centricity.

Innovation 52

Innovation Account Management Global Accounts Publishing 52

DemandFarm

APRIL 13, 2023

Executive Sponsorship A key account management strategy that involves engaging senior executives from both the company and the key account in the relationship-building and growth process.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

5600 Blue

AUGUST 28, 2018

At the end of the process we documented one key issue almost all these very seasoned global account managers had; they were discussing commercial terms separate of value. We recently completed over a billion dollars in deal coaching for a Fortune 50 technology company.

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

Cosawi

DECEMBER 2, 2024

Globalisation – Despite years of looking at accounts defined by countries, we can expect to see more and more emerging accounts in the healthcare system that are regional and global as with other industries’ strategic account models, we will be breaking boundaries.

Healthcare 52

Healthcare Innovation Procurement Decision-making 52

Cosawi

SEPTEMBER 30, 2020

Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing. Dominique is a panelist and keynote speaker in Europe and the U.S. in the areas of commercial Excellence and Customer centricity.

Leadership 52

Leadership Innovation Global Accounts Publishing 52

Mercuri International

MAY 23, 2023

But what we get out of this new technology is really going to depend on how well we think through the balance of possibilities and practicalities, constantly reviewing progress and effectiveness of our AI adoption specifically for strategic account management. He has presented at the SAMA Annual Conference multiple times and as a CSAM lector.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Cosawi

JANUARY 31, 2020

Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing. Dominique is a panelist and keynote speaker in Europe and the U.S. in the areas of commercial Excellence and Customer centricity.

Co-Creation 52

Co-Creation Marketing Sales Innovation 52