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. What’s next ?

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Account Management Association

JULY 13, 2021

Understanding strategic account management is essential for the members of a COE who need to appreciate that it is a business model, not a sales model, and requires change management. The global COE can also help foster the creation of communities of practice to exchange best practices and scale them.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. They do this by digesting all the insight available and by connecting them with what is important to the customer.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. The most effective account managers and sales teams understand their customer’s narrative.

Account Planning 118

Account Planning Co-Creation Account Management Negotiation 118

CoSell

MAY 27, 2021

Let’s see what this might mean in your sales organization. They can offer something that the channel partner does not have such as qualified sets of leads, or specifically focused sales coaching. Create: Customer experience and customer value is always the outcome. Customer value is the top priority.

Co-Creation 52

Co-Creation B2B Customer Value Profitability 52

Cosawi

DECEMBER 28, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review, “When CEOs Make Sales Calls,”¹ in which he describes the impact of top management’s involvement in the customer relationship. We need to align the project management, timelines and deliverables with the customer’s.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52