Strategic Account Management Association

OCTOBER 26, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review “When CEOs Make Sales Calls” in which he describes the impact of top management’s involvement in the customer relationship. Adapting our corporate behaviors to fit the customer context.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Cosawi

JANUARY 29, 2024

In the ever-evolving landscape of marketing strategies, one approach has emerged as a powerful way to target and engage high-value accounts effectively – Account-Based Marketing (ABM). ABM has gained prominence for its ability to provide personalized, laser-focused marketing to key accounts.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Cosawi

DECEMBER 28, 2021

Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive accountability within the account team. Stay informed on the account through an established strategic account process. Coach SAMs on business matters.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Jermaine Edwards

MAY 18, 2020

You might find my article on how to increase perceived value in your customer relationship helpful HERE. LAW THREE: You must know who your customer is trying to become. For more information read my article on trust. LAW SEVEN: You must know what your customer values.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

You might find my article on how to increase perceived value in your customer relationship helpful HERE. LAW THREE: You must know who your customer is trying to become. For more information read my article on trust. LAW SEVEN: You must know what your customer values.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Cosawi

FEBRUARY 27, 2023

The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. We also have noted the presence of separate workflows, which are often in conflict between the marketing campaign plan and the sales account plan.

Marketing 52

Marketing Suppliers Investors Account Planning 52