Strategic Account Management Association

OCTOBER 26, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Jermaine Edwards

MAY 18, 2020

It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. For more information read my article on trust.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. For more information read my article on trust.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Cosawi

DECEMBER 28, 2021

Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive accountability within the account team. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Cosawi

FEBRUARY 27, 2023

The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. Taking this approach optimizes the engagement between the strategic account manager and marketing in this co-orchestration of the account plan.

Marketing 52

Marketing Suppliers Investors Account Planning 52