Strategic Account Management Association

DECEMBER 3, 2020

Panelists: Jennifer Stanley, Partner, McKinsey & Co.; From Stanley’s perspective, SAM already serves as a beacon for what it means to be a sales professional–particularly when it comes to the rigor SAMs bring to account planning, solutions co-creation with customers and articulation of unique value propositions. #5.

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

Account Manager Tips

JULY 6, 2022

20 ways to encourage value co-creation with your customers Favourite collaboration app Listener tip In other news Quote of the week. And what if we take it one step further and ask what it means to "co-create value" with our customers? Which is why co-creation is so powerful. We hear the word "value" all the time.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Account Manager Tips

MARCH 23, 2021

Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. For many B2B companies, their largest customers represent 30 to 50% of total revenue and margin. How to identify key accounts Let's keep this simple. Click to Tweet.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 116

Account Planning Co-Creation Account Management Negotiation 116

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 27, 2023

MEDDIC and MEDDPICC The MEDDIC/MEDDPICC sales qualification process is a B2B sales methodology. This helps the SAM to stop and reflect on the state of his or her progress in understanding the customer’s business and connecting it back to the supplier company’s unique capabilities.

Sales 52

Sales Account Management e-Learning Decision-making 52