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How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

A new central commercial organization was born. To ensure the inclusion of external insights to shape and direct the new commercial organization, we partnered with SAMA for thought leadership on Strategic Account Management (SAM), as well as with Rain Group for continuous education of our sales teams. Tier 1: Organizational Structure.

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The Future of SAM – Revisited

Strategic Account Management Association

Regardless of the organization we work at, we could be outspent, out resourced or out marketed but we do have the opportunity to outthink our competition. On a global scale, he’s worked for Hovione, Lonza and other private equity and venture capital organizations. Organizations are redefining value. The future is now.

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A Quick Guide to Acquiring Top Sales Talent to Build an Effective Organization

The Center for Sales Strategy

Managing an organization is enough work on its own. If you're determined to grow your sales talent and, therefore, business profitability, you have even more work ahead of you. Even leading business experts recognize the importance of hiring the right people for every position in your organization.

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Servitization 101 – How servitization can strengthen your relationship with your key accounts

Strategic Account Management Association

Servitization and advanced services offer the potential for organizations to significantly transform their business models to deliver even greater value to customers while also increasing their own profitability. Just like data, automation, Industry 4.0 But what do we mean by servitization, and what exactly are advanced services?

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CX Governance: Unifying Organizations, Delighting Customers, Driving Profit

Customer Think

Consumer expectations are ever on the rise, and those organizations that foster experiences that meet and exceed expectations will see dramatic benefits. Image generated by DALL-E and Eric Karofsky Creating quality customer experiences (CX) is no longer a luxury but an imperative. CX […]

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Sales vs. Account Management: What Every Sales Leader Needs to Know

Brooks Group

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

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Rethinking Enablement for the Future: The Power of Commercial Effectiveness Integration

Mike Kunkle

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.