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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. Want more?
By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives. The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives.
How many times have you been in a presentation and drifted into a daydream? Don't let that happen to your presentations. Executive level presentation framework in 22 minutes Introduction (2 minutes). Again choose a single data set that reflects the objectives of your presentation. We've all been there. The report.
Imagine you're at the front of a boardroom about to make a presentation. Make your first impression count The goal of any executive level presentation is to make sure everyone immediately feels this will be time well spent. No pressure, but it's something I always have in the back of my mind when I present to senior executives.
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.
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.
5 Best Practices of High-Impact Sales Coaching for Managers Sales coaching is the practice of evaluating and instructing sales professionals to improve productivity, reinforce sales skills, and ensure consistent performance and success. Manager coaching is a best practice for driving sales process adherence.
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.
This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. From all this, we stress tested long-held views about strategic account management. We have to understand how SAM relates to the other ways that we engage with customers like marketing, sales, supply chain management.”. The future is now.
the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. Remember: The sales rep or account manager needs to be an ambassador for their own company as well.
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.
By Emily Williams, Strategic Account Manager , Pfizer. Many patients could be eligible for effective outpatient management. After being treated in a hospital or a primary care setting, a patient’s only option for post-visit management often would be via a specialist. Stakeholder management. Command and control.
If you’re considering how your company would fare with usage-based pricing, there’s no time like the present, but here are a few things to think about before you jump in. One of the biggest pitfalls when moving to a usage-based pricing model is managing the consumption forecast.
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.
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. Where do they live?
Outside of a shortlist of deals in which the CRO is directly involved, she depends on her leaders and team to connect with the right people, navigate internal politics and pitfalls, and understand who has influence beyond—or sometimes regardless of—the literal facts presented in an org. You can’t walk the halls to find power from home.
Set A Consistent Standard for Account Plans & Data Capture AI presents an opportunity to set a consistently high standard for the research, insights, and points of view that go into an account plan. By staying ahead of these signals, account managers can proactively address concerns and strengthen the relationship.
So is AI expected to eat up your Key Account Manager’s jobs as well? It depends on your Key Account Management (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. Enter: AI in Key Account Management Today’s AI is much like Harvey Dent, the DA of Gotham City.
Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. What are the Tenets of Account Management?
Your work as a key account manager is similar to undertaking a long journey. Surprisingly, it has a lot of takeaways about managing relationships with key clients. There is more coming your way as we ride down the road that connects Zen and the Art of Motorcycle Maintenance and Key Account Management. Sounds intriguing?
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).
8 webinar, “The new health system supply chain mandate: What every SAM needs to know,” hosted by SAMA and presented by Advisory Board’s Brandi Greenberg. . 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.
What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move? Global account manager.
At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. Take time to scope Scoping is a key aspect of project management.
At this week’s change management for professional practices workshop, I welcomed delegates from legal, accountancy and property firms. Their roles included managing partner, head of HR, operations manager, lawyer and property management team leader. So the delegate highlights are presented accordingly.
The quality of sales coaching depended on manager capabilitieswhich can vary dramatically across an organization. AI coaching supplements manager guidance with data-driven insights. Consistent Feedback Sellers receive real-time AI-generated feedback on presentation contents, tone, duration, speed, and key phrases.
So I wanted to focus on this aspect of internal referrer management – employee communication and alumni programmes. The management team awards prizes to those who’ve taken the tech-free culture on board and come up with a creative past time. Both existing and past employees are good sources of recommendations and referrals.
So here’s the spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum. That would give anyone great insight into leadership and management. He then created both the PM Forum and Managing Partners’ Forum – two key membership groups in professional services. Richard Chaplin and I speak almost every week.
Here are the highlights on Referrer and Intermediary Management – Silos, Targets and Culture. Targets and targeting of referrer management activities Some firms already had plans for how they intended to develop more work from their referrers and intermediaries. This supported mutual knowledge of their professional work.
Having a Strategic Management Office –i.e. The SMO is the team responsible for managing the Corporate Strategy of the organization. The ultimate role to execute Strategy lies with the line managers and employees. More specifically, the SMO should manage 9 cross-functional processes, depicted below.
On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.
At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.
To be fully effective, a customer-centric approach must go beyond the sales department to include your customer service, marketing, and account management teams. Your customer service and account management teams are an integral part of the buyer experience. Account managers keep customer service and customer success top of mind.
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. Now data presents a new challenge: there's an excessive amount to sift through and interpret.
Content Management. Highspot Best for: Sales Content Management Highspot is a content-first sales enablement platform that helps teams create engaging, interactive sales materials. It centralizes all sales materials presentations, case studies, one-pagers so reps dont have to waste time hunting for them.
The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. Experience in stakeholder management and funding is also desirable.
In this guide, we’ll delve into the intricacies of enterprise sales, their importance, key stages, and the metrics that will help you optimize your strategy as a key account manager. Actionable Insights for Key Account Managers Focus on Strategic Alignment: Align your sales strategy with the enterprise’s long-term goals and initiatives.
More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Director of Account Management, Conduent. Here's how.
for a day workshop on “Future Marketing/BD Manager” with PM Forum. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Prepare to be a manager (next year). Management capabilities. Learn how to manage others. Act as a manager. The key themes were: Present.
In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.
B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Account Manager Tips · 1. Clash of the Generations: Managing the New Workplace Reality Why this book? Why Introverts Make Better Networkers.
Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Your skill as a manager is only as good as your foundation.
Our team enjoyed presenting ( here's our presentation ) at Cambridge Healthtech Institute’s Strategic Alliance Management Congress in Philadelphia earlier this month. This conference is an annual highlight for us!
Your sales professionals are no longer presenting to a few players; theyre now performing for a panel of diverse stakeholderseach with their own expectations, requirements, and priorities. Procurement/Purchasing Managers These key players focus on cost efficiency, vendor reliability, and contract terms.
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