Co-Creation CRM Decision-making Digitalization 
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. Embarking on a Three-Tiered Change Initiative.
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. Digital Requirements for KAM. The advent of digital permanently transforms the KAM role. Dino Bertani.
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Red Star Kim
JUNE 15, 2023
no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). 42% Yes it’s all agreed 33% Yes but it changes 25% No How well do you understand the DMU and decision-making processes at your key clients? How should firms identify their strategic accounts?
Strategic Communications
OCTOBER 3, 2023
One catalytic digital experience matters even more than having a large number of memorable brand interactions and rating all of them as high-value,” Gartner concludes in a recent report. Outside of the generative AI space, there are other trends worth noting, of course. So what exactly are catalytic experiences?
Mike Kunkle
MAY 11, 2022
Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.
DemandFarm
AUGUST 31, 2023
The rise of the digital era has changed the rules of the game. What you want to make sure is that you don’t have an account plan that lives over here and a success plan that lives over there. Going beyond the data to see the customer journey as a partnership builds a culture of co-creation, mutual growth and sustained loyalty.
Arpedio
MARCH 7, 2022
ABM should be customer-led and team-enabled Sales and marketing need to co-orchestrate the account plan Mapping out the customer journey is absolutely crucial ABM starts with a mindset change and management needs to support this cultural shift Watch the LinkedIn Live session here. There’s no getting around that marketing today is digital.
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