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Director GlobalAccount Management, Aramex. Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. By Shahaboddin Wahdatehagh, Sr. Responding to Market Shifts.
Among the challenges was gaining visibility into various aspects of their strategic accounts, leveraging best practices from different teams, and institutionalizing processes and systems to ensure smooth operations across their international offices. This is where GlobalAccount Management (GAM) comes into play.
3 billion Logistics services company – 55% are most comfortable transacting on the phone. That doesn’t mean that your Field Sales and Customer / GlobalAccount managers aren’t needed. Stars in inside sales are just as hard to identify as globalaccount executives. Notice that I illustrated “service” companies?
We have already mentioned that some companies put Strategic Account Management at the very heart of their strategy and culture. Like its competitors, MAERSK Line, the Danish logistics giant is facing a commoditisation of marine transportation. This approach maintains a competitive advantage and contributes to protecting margin.
A clear marker of authentic KAM is a deep involvement of many functions with key accounts: product development, services, logistics, legal, executives. And, if you have a Complex Sales & CRM, Sales Enablement or Key/GlobalAccount Management project or need to improve something in one of these areas, get in touch !
For example, today’s Inside Sales teams might serve small businesses, field (geographic) to medium firms, and enterprise sales for large and globalaccounts. Enabling virtual selling is much more than Zoom meeting logistics. Now it’s the initial video conference and coordinating pursuit team logistics.
For example, today’s Inside Sales teams might serve small businesses, field (geographic) sales to medium firms, and enterprise sales for large and globalaccounts. Enabling remote selling is much more than Zoom meeting logistics. Sales organization structures often align with customer segments.
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat.
Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough.
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat.
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat.
Sales jobs typically will align to customer segments and can range from globalaccount management to field sales to inside sales. The structure may be developed around key segments – for example, the telecommunications industry or major accounts. Enablement.
It might be worth talking to each of the involved persons about a few specific parameters (the delivery time, safety of supply, logistics, payment terms) but the free space left to the sellers to add value remains limited and easy to identify (still, not all sellers identify it and try to leverage it).
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