Strategic Account Management Association
SEPTEMBER 13, 2021
By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Turning lemons into lemonade.
Mike Kunkle
OCTOBER 2, 2022
We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Mike Kunkle
MAY 11, 2022
Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.
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. At Thales, this transformation began with the creation of a distinct role – account marketing.
KAM With Passion
JUNE 20, 2021
It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). These cover general business acumen as well as sales and negotiation skills and competencies. Negotiation (base level). 3 Types of KAM-relevant Competencies.
Zendesk
SEPTEMBER 19, 2022
In the world of sales, there’s simply no better teacher than experience. That’s why we gathered 35 of the top pieces of sales advice from sales professionals around the world. Dive in as they share their hard-earned knowledge on the following topics: Sales leadership. Sales careers. Sales performance.
Zendesk
OCTOBER 19, 2021
Even if sales reps sold a product every second for 24 hours a day, that productivity would hit a limit. You then have two choices: hire a larger sales team, or enter a channel sales partnership. percent of companies reporting increased annual revenue from channel partners, channel sales is a concept worth exploration.
Expert insights. Personalized for you.
520 
Let's personalize your content