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Ten insights on the future of SAM

Strategic Account Management Association

9-11, 2020), we pulled together a group of the smartest, most sophisticated observers, students and practitioners of strategic account management for a conversation on “The Future of SAM.” Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means.

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Rethinking Enablement for the Future: The Power of Commercial Effectiveness Integration

Mike Kunkle

In this article, I’ll explore how these components intersect and show how their integration can transform your business. Which, by the way, has always included more than typical “enablement,” especially with its focus on systems thinking. Nowhere is this truer than with the commercial organization. So, why care, or why read it?

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Book review – Why has nobody told me this before? Dr Julie Smith (Mental Health Guidance)

Red Star Kim

Explore your coping strategies Consider your thought biases (cognitive distortions) – for example: overgeneralisation, egocentric feeling, emotional reasoning, mental filter (only looking for negatives and disregarding positives), “must” and “should” linked to perfectionism and “all or nothing” (black and white) thinking.

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How to use the Seven Universal Trust Behaviours

Jermaine Edwards

In Old English it referred to “confidence” and “dependence,” while in the 14th century Chaucer used the word trust to mean “virtual certainty and well-grounded hope.” Trust activates greater differentiation in your relationships and extends your reputation. I’m not that much of a pessimist. What is trust?

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What do you do when your boss is a micro-managing control freak?

Red Star Kim

But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak? Some reasons relate to your line manager and some depend on you. It can be frustrating and disempowering. It takes two to tango!

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10 Non-Sleazy Strategies for Upselling Your Customers [New Data]

Hubspot Sales

I don't think so, but it depends on how you approach it. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. He told me, "It's important to get really specific around your customer's goals and key milestones.

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How to Identify Key Accounts: A Quick Guide to Getting it Right

Account Manager Tips

Your biggest customers are not your best customers. Often they're your worst. So if your biggest customers are not your best, then who are? Your biggest accounts are not always your best accounts. Your biggest accounts are not always your best accounts. How much do your clients spend?