Account Planning, Innovation and Suppliers

Ten insights on the future of SAM

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

Co-Creation Value Proposition Account Management Suppliers

9 Unexpected Reasons Why Key Account Management is Important

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

Key Account Management Account Management Management Suppliers

The Business Review: a modern classic, so important also during difficult times

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. They need their suppliers to come to them with a “seek to serve” mentality. In order to understand their customer needs, in good like in bad times, suppliers need to run regular Business Reviews with them.

Key Account Management

Key Account Management Suppliers Account Management Account Planning

How to Identify Key Accounts: A Quick Guide to Getting it Right

Account Manager Tips

MARCH 23, 2021

Is your solution a good fit and does it meet your clients’ needs compared to other suppliers? Culture of innovation. How innovative is your customer? To what extent will your customers invest in the relationship and view you as a strategic supplier? Products and services requirements. Can they do the same for you?

Co-Creation

Co-Creation Key Account Management Account Management Suppliers

Key Account Manager or Strategic Ecosystem Leader?

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

Key Account Management Account Management Co-Creation Management

How Aggreko gained complete transparency into the health of their accounts

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

Account Planning Account Management B2B Suppliers

How Aggreko gained complete transparency into the health of their accounts

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

Account Planning Account Management B2B Suppliers

Account-Based Marketing: Time to future proof your marketing efforts to become customer-led and team enabled.

Cosawi

FEBRUARY 27, 2023

Taking this approach optimizes the engagement between the strategic account manager and marketing in this co-orchestration of the account plan. awareness marketing”) packaged as account-based marketing. In the one-to-one scenario, the supplier is trying to distill the value of targeting customers.

Marketing

Marketing Suppliers Investors Account Planning

Unlock Business Potential with Effective Stakeholder Mapping?

Arpedio

NOVEMBER 22, 2023

Stakeholders can include a wide range of individuals, groups, or organizations, such as customers, suppliers, employees, shareholders, government agencies, and communities. Stakeholder mapping can inform and shape organizational goals, improving customer satisfaction, fostering innovation, and driving long-term sustainability.

Stakeholders

Stakeholders Decision-making Innovation Business Growth

Stakeholder Mastery 3.0 – The Six Steps You Must Take

Jermaine Edwards

NOVEMBER 25, 2021

The approach you take to managing stakeholders will also be guided by the history with the customer, their business size, their willingness to embrace innovation in their business, their appetite for growth and the project you are working on. The Stakeholder Reality.

Stakeholders

Stakeholders Decision-making Shareholders Key Account Management

4 Sales Methodologies That Will Maximize Your Sales Success

Arpedio

MARCH 27, 2023

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. Every step of the process has linked associated questions that need to be assessed.

Sales

Sales Account Management e-Learning Decision-making

15 Reasons Why You Might be a Bad Account Manager

Account Manager Tips

OCTOBER 11, 2021

Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Commit to targets Plan activities Coordinate resources Manage risk Get results. Improve reliability, scalability or innovation.

Account Management

Account Management Key Account Management Management Suppliers

The Importance of Co-Creating Value with Every Strategic Customer

Account Manager Tips

JULY 6, 2022

Challenge traditional supplier-customer relationships - build partnerships and contribute resources through relationships. Knowledge sharing and openness to generate innovative collaboration Knowledge as socially generated, maintained, and shared in peer-to-peer communities. You need a long term planning horizon for co-creation.

Co-Creation

Co-Creation Value Proposition Account Planning Suppliers

SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

Strategic Account Management Association

MAY 7, 2021

As I write this, I am aware of several initiatives underway to better assess the sustainability of suppliers. The United Nations is sponsoring an initiative to develop a common supplier framework in the health industry. Procurement functions in different companies are looking at how to apply ESG metrics to their key suppliers.

Supply Chain

Supply Chain Investors Suppliers Government

Strategic Accounts Today

Ten insights on the future of SAM

9 Unexpected Reasons Why Key Account Management is Important

Trending Sources

The Business Review: a modern classic, so important also during difficult times

How to Identify Key Accounts: A Quick Guide to Getting it Right

Key Account Manager or Strategic Ecosystem Leader?

How Aggreko gained complete transparency into the health of their accounts

How Aggreko gained complete transparency into the health of their accounts

Account-Based Marketing: Time to future proof your marketing efforts to become customer-led and team enabled.

Unlock Business Potential with Effective Stakeholder Mapping?

Stakeholder Mastery 3.0 – The Six Steps You Must Take

4 Sales Methodologies That Will Maximize Your Sales Success

15 Reasons Why You Might be a Bad Account Manager

The Importance of Co-Creating Value with Every Strategic Customer

SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

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