Red Star Kim

JUNE 1, 2023

This article guides a SWOT analysis for an accounting firm How to conduct a SWOT analysis of an accounting firm | Countingup. And this article shares a SWOT analysis for Deloitte Deloitte SWOT Analysis – The Strategy Story.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Cosawi

AUGUST 4, 2021

In this three-part series, we will deep dive into each of these above topics, starting with the Center of Excellence as the lighthouse to the Strategic account management journey. View The Full Article Here. Dominique is a panelist and keynote speaker in Europe and the U.S.

Innovation 52

Innovation Account Management Global Accounts Publishing 52

Cosawi

JULY 14, 2021

Drive the necessary “outside in” perspective to ensure the value proposition speak to the Key Account needs and improve patient outcomes. Download the Full Article PDF Here. About the Author Dominique Côté brings 30 years of experience leading commercial teams in global pharmaceutical and biotech organizations.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

KAM With Passion

FEBRUARY 22, 2021

This articles is intended for business owners, board members and senior executives with the aim to motivate them to take a closer look at the KAM topic before deciding if they should start a true KAM initiative and on which perimeter. At the opposite end of the spectrum, many business leaders remain cautious, if not suspicious, about KAM/SAM.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

Cosawi

DECEMBER 31, 2019

Download the Article HERE. About the Author Dominique Côté brings 30 years of experience leading commercial teams in global pharmaceutical and biotech organizations. Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing.

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

Cosawi

SEPTEMBER 30, 2020

Download the Article HERE. They can help their teams get more comfortable (for lack of a better word) in these uncertain times to go back to their accounts/customers and listen louder, reinvent and rethink the collaboration they can have. Dominique is a panelist and keynote speaker in Europe and the U.S.

Leadership 52

Leadership Innovation Global Accounts Publishing 52

Revenue Storm

JANUARY 19, 2021

In all my years of selling and leading sales organizations, from mid-markets to enterprise global accounts, I have consistently seen Activity Drives Results. Consider for your team what easy quality measures could be used in your systems to spot problems and note them in your printout or PDF of the above table.

Account Management 78

Account Management Decision-making Global Accounts Sales 78

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. Download the Article HERE. She is the owner and founder of Cosawi and also a Principal at The Summit Group.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Cosawi

JANUARY 31, 2020

Download the Article HERE. About the Author Dominique Côté brings 30 years of experience leading commercial teams in global pharmaceutical and biotech organizations. Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing.

Co-Creation 52

Co-Creation Marketing Sales Innovation 52

KAM With Passion

MARCH 17, 2022

The Head of the KAM Programme and the Key/Global Account Managers are the leading contributors but many other functions are involved both in the delivery and commercial management aspects. Let’s go back to the two stories presented at the beginning of this article. Why distinguishing these 3 capabilities matters so much?

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. Well, that’s beyond the scope of this article, but when it applies to SAMs it’s all about pragmatism. Conclusion So, what’s the future of AI?

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

KAM With Passion

MARCH 28, 2022

In this article, we illustrate various levels of complexity of a buy and sell situation and we explore why this matters a lot to companies and sales leaders. As stated at the beginning of this article, it kick-offs a series on complex sales. Is this sufficient to capture the degree of complexity of a sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130

SBI Growth

JUNE 22, 2013

This is a high level article for the top sales leader in the company. I reviewed 8 specific recent termination situations for this article. For the rest of this article we’ll focus on 2 of the items above. For example, he didn’t move fast enough on the global account program. 40% of revenue came from 19 accounts.

e-Learning 124

e-Learning Sales Global Accounts CRM 124

Account Management Skills

FEBRUARY 22, 2021

I think regular sharing of anything you find of interest, any articles, you see any links you see, I think, you know, there’s it’s not again, rocket science, but I think that is something that people enjoy. And, Paul, you’ve got an awful lot of experience with global brands working on global accounts.

Account Management 52

Account Management Management Banking Meetings 52

Account Management Skills

APRIL 13, 2021

He had us read an article that was about listening processes, and listening models and it included, probably about eight different listening models. And I did not understand that listening was a process or listening could be modelled until I read that article. I do totally remember that Jenny.

Account Management 52

Account Management Management Communication Brainstorming 52