Strategic Account Management Association

SEPTEMBER 13, 2021

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Hubspot Sales

JULY 7, 2019

As former FBI hostage negotiator Chris Voss outlines in his book Never Split the Difference , all successful negotiations begin with listening. Expand your relationship landscape to include: Current relationship status ( Vendor, Preferred Supplier, Planning Partner, Trusted Advisor ). Year founded. Annual revenue.

Account Planning 115

Account Planning Co-Creation Account Management Negotiation 115

Arpedio

MARCH 27, 2023

This helps the SAM to stop and reflect on the state of his or her progress in understanding the customer’s business and connecting it back to the supplier company’s unique capabilities. Every step of the process has linked associated questions that need to be assessed.

Sales 52

Sales Account Management e-Learning Decision-making 52

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. It is far easier to negotiate with an early adopter or a business that has prioritized being on the cutting edge of technology than with an organization that sees innovation as a luxury.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10