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. He draws a parallel between executives and seagulls: “They fly in, make much noise, leave a mess and fly off.”

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Communications

NOVEMBER 11, 2021

There is often tension between marketing and sales in many organizations. In a 2013 Harvard Business Review article , “Why Sales and Marketing Don’t Get Along,” authors Andris A. Lorimer write, “Sales-marketing tension can stem from differences in marketers’ and sellers’ perspectives. Zoltners, P.K. Sinha, and Sally E.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

Farland Group

SEPTEMBER 28, 2022

A: “It is the idea behind the business; I have two co-founders, Louise Jefferson and Tim Shercliff. Louise, like me, is a career marketer but Tim has come up through IBM as a sales, operations, and strategy leader. In sales, we’ve seen account management—putting senior people on your top customers.

Co-Creation 52

Co-Creation Marketing Management Suppliers 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. 1 Noel Capon, When CEOs Make Sales Calls, Harvard Business Review, March-April 2021. Dominique Co?te?

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Account Management Skills

APRIL 3, 2023

Very popular 10 years ago, it didn’t really work, co-creation is fine to a point. And it tapered out a little bit, a lot of bang into co-creation. But it gets back to that co-piloting, that this isn’t taking your, well, it’s probably going to take some jobs in fairness. But with new tools?

Co-Creation 52

Co-Creation Account Management Procurement Management 52

Account Management Skills

AUGUST 24, 2021

And I bring my expertise, which is in software and technology, primarily, a lot of go to market and sales and that sort of thing, and sort of my area of expertise. He said, you know in my experience, especially when it comes to these sort of sales and customer interactions, he says, you get sent to who you sound like. Alex 28:15.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SmartKarrot

JUNE 16, 2023

They argue that remote employees cannot physically present and discuss their ideas with their co-workers. Building relationships with co-workers when working remotely can sometimes present some challenges. They are also said to be less innovative as they are unable to work with like-minded individuals.

Remote Working 10

Remote Working Co-Creation Innovation Customer Success 10