Customer Value Management Profitability Stakeholders 
Strategic Account Management Association
AUGUST 24, 2021
From all this, we stress tested long-held views about strategic account management. Karen Passmore is Partner at the management consulting firm McKinsey and Company where she works on organizational design and go-to-market strategies with a focus on breaking down organizational silos. Offer broader interactions with customers.
Luminas Strategy
JANUARY 15, 2024
As managers we, of course, believe that our organizations have a unique value proposition and that our offerings somehow provide us with a competitive advantage even if we are unable to articulate how this occurs. Many organizations unknowingly offering de facto customer or stakeholder value as if they are operating on autopilot.
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Insightly
NOVEMBER 1, 2022
CRM Models: How They Can Boost Customer Profitability. These strategies underpin the process of managing customer data, helping to ensure you make the most of the information you gather. At its simplest, CRM involves keeping track of end-to-end customer interactions across their lifetime journey. What Is CRM?
Customer Think
DECEMBER 4, 2022
One way to make any department or stakeholder relevant is to convert it into a value center. Value Centers are what were traditionally thought of as cost centers. Later we tried to make these profit centers. They really need to be value centers. Some companies have tried to convert these into profit centers.
Mercuri International
MAY 12, 2022
There’s ‘traditional’ simple sales (think sales representative with a product portfolio) and complex sales (where a sale involves multiple components that make up the solution and/or numerous stakeholders). This is where the transition from sales representative to a more ‘account manager’ style role becomes relevant. The solution?
Arpedio
JANUARY 5, 2024
At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.
Upland
JANUARY 29, 2024
Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. This cross-functional teamwork helps you foster more unified and effective customer account management.
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