Account Planning Co-Creation Organization Sales 
Strategic Account Management Association
DECEMBER 3, 2020
Panelists: Jennifer Stanley, Partner, McKinsey & Co.; Non-traditional sources of value will play a growing role in how stakeholders evaluate the impact of companies and their strategic accounts efforts. #2. Sales and account management – no longer an expense but an investment. Centers of Excellence (CoE).
Strategic Account Management Association
AUGUST 6, 2021
Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. A new central commercial organization was born.
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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. The pandemic has forced organizations to pivot and reinvent how they engage with customers. Five Elements of a COE.
Strategic Account Management Association
OCTOBER 26, 2021
In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.
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.
Mike Kunkle
MAY 11, 2022
Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.
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. SAMA is an industry resource and community for KAM and SAM sales personnel and leaders.
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