Decision-making Stakeholders Suppliers Value Proposition 
Strategic Account Management Association
DECEMBER 3, 2020
Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means. Non-traditional sources of value will play a growing role in how stakeholders evaluate the impact of companies and their strategic accounts efforts. #2.
Account Manager Tips
JUNE 29, 2021
Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Build relationships with decision-makers and expand your network. Demonstrate that you value your client's business. Define price strategy. Benchmark pricing.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Account Manager Tips
MAY 1, 2021
Which makes them risk-averse. and decisions. Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. The buyer will get help from a different supplier (i.e. The sales negotiation has concluded, and you expect a decision Order. Negotiation.
Account Manager Tips
MAY 1, 2021
to make the first move. The secret is simple: make the first move. You need to know the answers to these and other questions: What’s your value proposition (as your client sees it, now you)? Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? We want to be liked.
Miller Heiman Group
APRIL 2, 2019
Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial.
Account Manager Tips
AUGUST 9, 2022
Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. The buyer will get help from a different supplier (i.e. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers.
Arpedio
OCTOBER 11, 2021
The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. Basic alignment on value drives priority, success, and a long-term partnership. SAM is a journey. It's not a one-time project.
Expert insights. Personalized for you.
987 
Let's personalize your content