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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.
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. In a word: No!
Denise Freier, President and CEO at Strategic Account Management Association (SAMA), and Dino Bertani, Vice President, Head of Alliance Management at Zealand Pharma, talked about what’s shaping the role of KAMs/SAMs in today's business arena, and how Sales and KAM/SAM leaders can enable KAMs/SAMs to meet current and future customer needs.
By Javier Marcos, PhD, Director, Key Account Management Forum Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers, amongst others.
Download this eBook and gain an understanding of the impact of data management on your company’s ROI. Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. You'll learn about: The true cost of bad (and good) data.
It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe. A New Enterprise Account Management (EAM) Program. By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL.
Six skill sets that capture what account managers must master to do right by their own firms and their customers. The post The Acumen Sextet: An Evergreen Framework for Account Management and Customer Success appeared first on Strategic Account Management Association.
Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it.
Dayton, OH, April 3, 2023 – The Congruity Group announced today that they have formalized a partnership with the premier association for strategic account management. “We We could not be more excited to partner with SAMA,” said Congruity CEO Betsy Westhafer.
Speaker: Kim Wasson, Alexis Barone, and Matt Williams
As a project manager, have you ever felt overextended by all the different teams you're expected to lead? However, this mentality leads Project Managers to lose focus and become easily frustrated. Join us in this panel discussion as Kim Wasson, Matt Williams, and Alexis Barone uncover fresh insights on team management.
This article is based on a panel discussion that took place involving Frederic Kahn, Vice President Global Sales at Wavelength Pharmaceuticals; Alessio Arcando, Professor at Bologna Business School and former Director of Strategic Key Accounts for West Europe for 3M; and Harvey Dunham, Managing Director for Strategy and Marketing at SAMA.
The post Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program appeared first on Strategic Account Management Association blog.
The post Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions appeared first on Strategic Account Management Association. Ask these discovery questions to train and elevate your SAMs to greatness.
By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable.
Speaker: Heidi Cerenzia, Edina Murphy, and Alexis Barone, Wrike
Now more than ever, project managers are expected to lead with strong consideration towards their team. With a priority on EQ, project managers create a team that is communicative, engaged, and motivated. Well-informed predictions about the EQ and the future of project management. This is where emotional intelligence comes in.
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.
Jochen Koetzle, Head of Strategic Account Management at Endress+Hauser Group, explores the essence of collaborative ecosystems, their role in driving innovation, providing solutions, and ensuring resilience. The post Collaborative Ecosystem appeared first on Strategic Account Management Association.
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. Calendar management tools like Dotcal offer great free versions for scheduling meetings and integrations with Outlook, Gmail and more.
Unlock the secrets of key account management with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.
Speaker: Anthony Crain, Agile Transformation Consultant at cPrime, and Zach Wolfe, Enterprise Customer Success Manager at Wrike
However, as many project managers have discovered, agile can work in non-technical teams as well. But how about managing both? The importance of collaboration when managing agile projects. Agile Methodology has led to an era of transparency and collaboration within software and development teams. The key is engagement.
This is usually where an oversight role — like that of a strategic account manager, who’s responsible for the overall corporate relationship with the customer — can be helpful to coordinate everything from start to finish. Step 2: Manage expectations. Therefore, you should manage your client’s expectations at all times.
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?
What skills do key account managers need? Key account management is a profession in demand. Key Account Managers are in demand by companies now more than ever. Customer Success Manager #7. Companies are under enormous pressures and need account managers with the right skill set to help them navigate the challenges.
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.
Speaker: Barb Barker and Shannon Riley, Wrike Team
In its simplest state, an organization's Strategic Performance Management context begins with corporate strategies (including objectives) which cascade to business units or equivalent organizational entities (IT), which, in turn, develop aligned strategies. Ways of connecting your projects to overall goals of organization.
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. He was responsible for managing 168 accounts! Do you sell? What's left to sell?
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. Earning potential Key account managers earn significantly above the national average of major markets.
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.
Ever feel like a fraud as a key account manager? You're not alone. Get help with this guide to conquering imposter syndrome and banishing self-doubt for good.
Can we easily manage campaigns and collaborate from kickoff to launch? As marketers are consistently pressured to face more unknowns and do more with less, many marketing leaders are sharpening their focus on agility and asking some tough but critical questions: Are we as agile as we should be?
The Strategic Account Management Association (SAMA) honored Professor Noel Capon with a lifetime achievement award at the 2024 SAMA Annual Conference. The award recognizes Capon’s unparalleled legacy and his enduring commitment to transforming the practice of strategic account management.
To navigate today’s ever-changing marketplace, modern SAM practitioners need to lead with agility and view strategic account management as a business imperative — themes we are excited to explore at the SAMA 2024 Annual Conference in Miami, FL, at the legendary Fontainebleau Miami Beach hotel, May 21 - 23.
Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network. Here are ten hashtags that will help you thrive as a key account manager. 31,060 followers).
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.
Speaker: Renee Thomas and Alexis Barone, Wrike Team
It's time for project managers to gain a new understanding of what good leadership looks like in the future of work. What managers can do to enable their teams. Companies can no longer deny the fact that employees can in fact be productive, motivated, and proactive, all while working remotely. How to address employee burnout.
Here, Harvey Dunham and Christopher Jensen of the Strategic Account Management Association, give the sales slant on how procurement can genuinely become a customer of choice. The post Procurement & Sales: A Complex Relationship appeared first on Strategic Account Management Association.
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.
A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue. A key piece to accomplishing that simplified approach is an effective change management plan, and consistent ongoing execution.
Seven key drivers of strategic account management to helps SAMs leverage customer insights and co-create value in the face of industry disruptions. The post The Essential Seven Factors for Unlocking Strategic Account Growth appeared first on Strategic Account Management Association.
This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.
How to be a better key account manager Do you want some quick wins to improve your key account management performance? That's what key account management is about after all. Key account management tips for success 1. Don't be most account managers. Departments love to hide behind their account managers.
The ever-shifting landscape of the digital economy has created a new demand for solutions to emerging problems, representing both a threat and opportunity for strategic account managers. The post Understanding the Hidden Needs of Key Accounts for Sustained Growth appeared first on Strategic Account Management Association.
Your organization will have a more positive culture, greater confidence in management and stronger innovation and collaboration. Responsibility leads to confidence in management. When employees trust and respect the character of senior management, the conditions for workforce engagement rise.”. Comment below.
By Roshni Patel, Customer Success Manager, Royal Ambulance. Decrease the time case managers spend on scheduling patient transport. Once the case has been reviewed by a case manager, an alert is sent to Royal to begin allocating resources for transport. What processes has your organization initiated to combat customer roadblocks?
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