Strategic Account Management Association

DECEMBER 3, 2020

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. SAM will become (if it isn’t already) the standard bearer for all sales.

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

Account Manager Tips

MARCH 23, 2021

Importance of key account management Existing business is cheaper and more profitable than new business. Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Key account management to the rescue! What is key account management? Innovation.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Business Reviews in an Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Account Manager Tips

JULY 6, 2022

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. Challenge traditional supplier-customer relationships - build partnerships and contribute resources through relationships. You need a long term planning horizon for co-creation. You can do this alone.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

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

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. Culture of innovation. How innovative is your customer?

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Arpedio

SEPTEMBER 22, 2022

How Aggreko gained complete transparency into the health of their accounts. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. ARPEDIO Account Planning & Relationship Mapping. ? ARPEDIO Account Planning.

Account Planning 52

Account Planning Account Management B2B Suppliers 52