Strategic Account Management Association

MAY 9, 2022

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Jennifer Stanley, Partner, North America Lead, Sales & Channel Practice, McKinsey & Company SAMA is proud to offer this 4th article in the 4-part series on the importance of SAM / KAM leadership.

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Leadership Account Management Management Sales 520

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. This article suggests a few simple principles to establish clarity and help business leaders correctly position the two subjects. Account Management: A necessity for all organisations.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

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Key Account Management Account Management Management Acquisition 130

KAM With Passion

FEBRUARY 22, 2021

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Key Account Management, what is it really?

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Key Account Management Account Management Management Co-Creation 130

KAM With Passion

FEBRUARY 8, 2021

Are you in charge of a true Key Account Management initiative? A true Key Account Management initiative comes on top of your usual sales and customer management activities. The Charybdis and Scylla of Key Account Management are too much and not enough methodology. KEY ACCOUNT PLANS.

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Key Account Management Account Management Management Account Planning 130

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

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Account Management Management Sales Client Relationships 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Arpedio

JANUARY 3, 2024

In the intricate world of business operations , the distinction between roles in sales and client management is pivotal. Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. Who is an Account Executive? Who is an Account Manager?

Account Management 52

Account Management Management Acquisition Account Growth 52

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.

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Account Management Co-Creation Leadership Procurement 520

Account Manager Tips

SEPTEMBER 28, 2022

Speaking of books, if you struggle to get through a chapter before your mind wanders (guilty as charged) - this article has 14 practical ways to get back into the habit of reading. Knowing how to use a CRM is an essential competency for sales, key account management, customer success and many more. My favourite is set goals.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

SalesPop

JUNE 10, 2021

In the end, this seamlessness results in the symbiosis between humans and machines, as we discussed in the last article. The post Seamless Account Management appeared first on SalesPOP! As a developer and a vendor, we are committed to the use of the latest technology.

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Account Management Management Decision-making CRM 97

Strategic Account Management Association

OCTOBER 14, 2021

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.

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Account Planning CRM Account Management Decision-making 520

Jermaine Edwards

APRIL 29, 2020

What if leadership was what we really needed in key account management today? It wasn’t until we moved from customer management into personal and customer leadership that things shifted significantly. Almost never in the world of success and key account management, do we hear about the importance of leadership.

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Key Account Management Account Management Management Leadership 130

SalesPop

APRIL 9, 2021

The next aspect of account management we need to consider–one that is vitally important–is application integration. Integration Tied Into Account Management. Let’s take a look at how application integration affects account management. Otherwise, account management isn’t really possible.

Account Management 97

Account Management Management Digital Transformation Banking 97

SalesPop

MARCH 12, 2021

We explored the vital importance of account management in our previous article on account management —the idea being that obtaining new accounts is far more costly than maintaining and expanding existing accounts. How do companies hang onto accounts? Account Matrix. The Views and Roles.

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Account Management Innovation Management CRM 98

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Pipeliner Account Management.

Account Management 98

Account Management Management B2B Advertising 98

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. The rest of this article will explain how, so read on.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer.

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Account Management Management Value Proposition CRM 80

DemandFarm

APRIL 21, 2023

With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Sandler Training

SEPTEMBER 10, 2020

In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler. The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training.

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Account Management Management Sales Leadership 85

Strategic Account Management Association

SEPTEMBER 30, 2020

This article discusses what you, as a supplier, can do mid-contract to make your upcoming negotiations more successful. Jeff is a partner at Shapiro Negotiations Institute and a frequent presenter and keynoter for Strategic Account Management Association. Step 1: Get your team on the same page.

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Suppliers Negotiation Stakeholders Account Management 759

Account Management Skills

MARCH 31, 2023

Understand your agency’s POV on AI so you can respond to clients The Drum recently published an article “Not every campaign needs to use generative AI, but how do you tell your clients that?” For example watch youtube explainer videos on Jasper.ai, Writer.com, Runway and Open AI’s Dall-e 2 for starters.

Account Management 52

Account Management Procurement e-Learning Management 52

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

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Account Management Management Account Planning Co-Creation 98

Help Scout

AUGUST 22, 2023

Read the full article Get answers to your most challenging career or leadership questions in Help Scout's customer service advice column by Mat Patterson.

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Account Management Management Leadership 80

Janek Performance Group: Account Planning

MAY 16, 2022

If that plan includes increasing revenue from your best clients, you will need a strategic account management plan. As companies grow, and their account base expands, different clients represent different potential future values for the organization. Strategic Account Managers Are Not Sales Reps.

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Account Management Management Acquisition Strategic Thinking 52

SBI Growth

SEPTEMBER 15, 2018

The emergence of the Customer Success Professional is an existential threat to account managers. As you create your headcount plan for 2019, you’re starting to think of how to cover your accounts, and whether you need Account Managers, Customer Success.

Account Management 101

Account Management Management Customer Success Onboarding 101

Cranfield Executive Development

DECEMBER 1, 2022

James Bugden, Sales Manager for Velux, explains how his team of key account managers developed from generalists to specialists with new skills.

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Key Account Management Account Management Management Sales Management 52

Strategic Account Management Association

FEBRUARY 15, 2022

And in this article, I’ll share a neuroscience perspective on how you can convince your customers’ brains to move in your direction. What does this mean for you as a strategic account manager trying to influence your customer to take a certain action? Movement can happen toward a stimulus or away from it.

Decision-making 520

Decision-making Construction Communication Account Management 520

Strategic Account Management Association

APRIL 5, 2021

In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. Remember: The sales rep or account manager needs to be an ambassador for their own company as well.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. Long-standing account managers, who were expert at managing existing relationships, are now tasked with cultivating entirely new ones and building awareness, interest and relationships/trust from ground zero.

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Acquisition Sales Decision-making Account Management 272

Red Star Kim

SEPTEMBER 26, 2023

increasingly M&BD professionals play a part on the front line of client contact for example, as account managers) Client concentration? In this case, account managers liaise with the fee-earners. The growth of MarTech in professional services – an overview (kimtasso.com) Account management or project support?

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Marketing Key Account Management Account Management Artificial Intelligence 130

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies. 3 Types of KAM-relevant Competencies.

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Key Account Management Account Management Co-Creation Account Planning 130

Strategic Account Management Association

SEPTEMBER 22, 2020

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. Just like IDNs, strategic account managers must understand which physician groups are positioned to be creative, collaborative partners over the longer-term.

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Supply Chain Artificial Intelligence Innovation Suppliers 400

Strategic Account Management Association

APRIL 25, 2022

SAMA is proud to offer this 2nd article in the 4-part series on the importance of SAM / KAM leadership. The post KAM Leader Series: Delivering for Customers appeared first on Strategic Account Management Association blog.

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Leadership Account Management Management 118

Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. Portfolio Analysis – On a simple level I suggested my dinosaur model (see client portfolio management with dinosaurs – Be more T Rex (kimtasso.com) ) which is well received by fee-earners with little knowledge of marketing and BD.

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Value Proposition Key Account Management Digitalization Sales 130

Account Management Skills

APRIL 13, 2021

I think there are loads of tips here for account managers who are dealing with their clients. Before I ask you to fill in a few of the gaps, listening is the most important skill for any account manager and I’ve been wanting to get an expert in the field of listening. I do totally remember that Jenny. Yes, exactly.

Account Management 52

Account Management Management Communication Brainstorming 52

SBI Growth

JULY 25, 2019

The all-too-familiar sound of the champagne popping signals the beginning of a new year. It’s Wednesday, January 1, 2020. You have twenty-four hours left of vacation. Twenty-four hours left until you.

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Account Management Management Acquisition Customer Success 78