Account Management B2B Customer Value Innovation 
Account Manager Tips
SEPTEMBER 7, 2022
When clients say "price" they really mean value "You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before? Even when they do deliver something innovative, it's not for long. Adapted from: Maximizing Value Propositions to Increase Project Success Rates Remember: you don’t have to be the best.
Account Manager Tips
AUGUST 31, 2022
Even when they do deliver something innovative, it's not for long. Adapted from: Maximizing Value Propositions to Increase Project Success Rates The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. Bain B2B Elements of Value.
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Account Manager Tips
JULY 6, 2022
And what if we take it one step further and ask what it means to "co-create value" with our customers? I stumbled across a research paper on co-creating value in B2B systems and thought it'd make a good topic to chat with you about. Value comes in many forms – price, convenience, reliability, quality, service, and so on.
Arpedio
JUNE 1, 2023
Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference. 75% of companies think they are customer-centric.
Upland
JANUARY 29, 2024
Let’s face it, B2B sales can’t happen without good leads. Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. Happier customers: Landing new deals isn’t the only incentive.
Cosawi
FEBRUARY 27, 2023
Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus.
SalesGlobe
FEBRUARY 11, 2021
In my book, Essential Account Planning, we spend some valuable time thinking big and looking at how companies change the way their customers in their largest accounts think about them. The account manager was shocked. The post What’s So Aspirational About Account Planning? You’ll probably be surprised.
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