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What is Key Account Management? Strategy and Tips

Upland

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. Key account management means understanding your customer’s business as well as they do.

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Account Management Guide – Defend and Grow Revenue

Upland

How can effective account management help you defend and grow revenue? You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales account management strategy becomes indispensable. First, a quick primer – what is account management?

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Strategic Account Management Association (SAMA) Formalizes Partnership with The Congruity Group

Strategic Account Management Association

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.

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The Acumen Sextet: An Evergreen Framework for Account Management and Customer Success

Strategic Account Management Association

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.

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Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions

Strategic Account Management Association

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.

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The Secrets Of Successful Strategic Account Management With Richard Santucci And David Hughes

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.

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Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

Only around 60 percent of account managers are making quota, per HBR. Senior management needs to see fast results, especially in a recession. The challenge becomes how to decide which opportunities that account managers bring forward should be pursued. Don’t salespeople and account managers deserve the same?