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. He draws a parallel between executives and seagulls: “They fly in, make much noise, leave a mess and fly off.”

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Cosawi

DECEMBER 28, 2021

In the first article of this series on critical success factors for accelerating the SAM journey, we discussed the importance of establishing a SAM Center of Excellence (COE) to enable the SAM journey evolution, sustainability and agility. Dominique Co?te? Figure 3: Matching the right executive sponsor. What’s next?

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Strategic Communications

NOVEMBER 11, 2021

In a 2013 Harvard Business Review article , “Why Sales and Marketing Don’t Get Along,” authors Andris A. Today there’s no reason for prospects to speak with sales teams early when all the information they want, need, and crave is just one search away,” says Joshua Feinberg, CEO and co-founder of SP Home Run. Zoltners, P.K.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

SmartKarrot

JUNE 16, 2023

This article will provide you with the truths about remote work by debunking the 6 common myths concerning this working arrangement. They argue that remote employees cannot physically present and discuss their ideas with their co-workers. The other reason is because of the myths peddled around in regard to working from home.

Remote Working 10

Remote Working Co-Creation Innovation Customer Success 10

Account Management Skills

AUGUST 24, 2021

The other thing that people do, who are really good, the black belts at QBR is what they do, Jenny, is they’ll actually co-opt someone from the customer side, to co present and co own the meeting. You know, maybe they came down on them originally from a procurement perspective and kind of squeezed them dry.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SBI

NOVEMBER 7, 2019

Doug Winter, Seismic co-founder and CEO. Marketers understand that producing personalized, compelling content is foundational to providing value to their company’s bottom line and therefore the business at large,” said Doug Winter, Seismic co-founder and CEO. Blog Article. Blog Article. Blog Article. Blog Article.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20