Strategic Account Management Association

DECEMBER 3, 2020

Panelists: Jennifer Stanley, Partner, McKinsey & Co.; Only by making astute observations will you uncover potential new sources of value. Make sure your internal stakeholders understand the value your program brings to customers and, through them, to the firm. The profile of strategic account teams will shift dramatically.

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Co-Creation Value Proposition Account Management Suppliers 987

Arpedio

OCTOBER 11, 2021

Define the role of your KAMs or SAMs as leaders in your business SAMA offers a vital community to accelerate KAM programs It’s Strategic Account PlannING, not Account Plan Digital has permanently transformed the KAM role. The mindset shift from account plans to account planning is essential.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Arpedio

MARCH 7, 2022

ABM should be customer-led and team-enabled Sales and marketing need to co-orchestrate the account plan Mapping out the customer journey is absolutely crucial ABM starts with a mindset change and management needs to support this cultural shift Watch the LinkedIn Live session here. Re)Defining account-based marketing.

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Co-Creation Account Management Account Planning Key Account Management 52

Arpedio

JANUARY 26, 2022

It serves as a great KAM (Key Account Management) tool as it gives KAMs, Sales reps, as well as Management the insights to make the right strategic decisions on how to move forward and keep growing key accounts. And to discover White Space, White Space Analysis is the way to go.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

It serves as a great KAM (Key Account Management) tool as it gives KAMs, Sales reps, as well as Management the insights to make the right strategic decisions on how to move forward and keep growing key accounts. And to discover White Space, White Space Analysis is the way to go.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

MARCH 27, 2023

MEDDIC and MEDDPICC The MEDDIC/MEDDPICC sales qualification process is a B2B sales methodology. It means that you have the MEDDIC framework available right at your fingertips for qualifying your accounts/opportunities directly in Salesforce. Executing and communicating sales plans effectively and successfully.

Sales 52

Sales Account Management e-Learning Decision-making 52

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. But it’s a very similar dynamic, I’m still creating a plan. I’m working toward that plan. And so, as account managers, we need to understand at a really deep level, what’s going on here?

Account Management 98

Account Management Management Account Planning Co-Creation 98