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 Procurement 520

Strategic Account Management Association

JULY 13, 2021

Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. We have seen an increased interest in moving to a more focused, value-bringing and high impact engagement model. We think not.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Strategic Account Management Association

AUGUST 24, 2021

From all this, we stress tested long-held views about strategic account management. Karen Passmore is Partner at the management consulting firm McKinsey and Company where she works on organizational design and go-to-market strategies with a focus on breaking down organizational silos. Adjust notion of stakeholder value.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Sales Management Plus -- SMP

MARCH 5, 2024

Let’s say you have a customer who consistently buys power tools but never drilling accessories. Your account manager can use the missing category as a springboard to understand the customer’s specific needs within that area. That could be a “hole,” in their purchasing patterns that you’ve identified.

Account Management 52

Account Management Facilitation Sales Prioritization 52

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant backroom player. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability. Leading the organizational customer-centric culture.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

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. But this is only the starting point.

Marketing 52

Marketing Suppliers Investors Account Planning 52

SBI

JULY 1, 2020

Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Deepen Customer Insights.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72