Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL. Here at AVI-SPL we established our GAM program to drive long-term value through strategic alignment with our most valued global clients. A New Enterprise Account Management (EAM) Program.

How to Launch a Global Account Management Program Without Getting Your Pockets Picked

SBI Growth

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.

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Forget elephants; hunt whales instead

Deep Insight

Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts.

Navigating the Biggest Growth Challenges of SaaS Companies

SBI Growth

Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough.

How a Turnaround CEO Diagnoses the Real Problems

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

How a CEO Manages the Speed of Change for Turnarounds

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

How a CEO Manages the Speed of Change for Turnarounds

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

Do’s and Don’ts of People Management from a Turnaround CEO

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

Navigate Your Company to Rapidly Developing Markets

SBI Growth

Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Corporate Strategy Podcast CEO advice direct field sales e-commerce executive team global account management growth markets Hassane El-Khoury high growth markets innovative companies innovative products inside sales key account management market strategy marketshare growth new markets revenue growth systems integrator VAR

Learn from the best: The 2020 SAMA Excellence Awards winners

Strategic Account Management Association

The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management is enshrined at the center of a company’s business strategy. By SAMA Editors.

Is your KAM Training approach strong enough?

KAM With Passion

Deliver an initial training to the first Key Account Managers and Teams. Deliver initial training to newly appointed Key Account Managers and Key Account Teams members. KAM skills development is not only for Key Account Managers. Key Account Management Training

Top 5 Account Management Best Practices to Drive Real Customer Centricity

Revegy

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners.

5 Ways Account Management Drives Customer Centricity

Revegy

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners.

The Charybdis and Scylla of Key Account Management

KAM With Passion

Jumping in a time lap from antique Greece to our Internet-focused time, there are two major reasons why a Key Account Management Programme sinks in the abyss of corporate failures or disappears because it has lost its few champions. Select the Key Accounts with whom to engage.

Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. A Center of Excellence (COE) Executive “buy-in and be in” Account-based marketing.

How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

Director Global Account Management, Aramex. Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. Its mission is to handle defined strategic key accounts.

Strategic Account Management Best Practices Checklist

The Chapman Group

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Account segmentation; (clients, customers and buyers).

How to define a strong KAM Training Path

KAM With Passion

This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep).

Why Start a (True) Key Account Management Initiative?

KAM With Passion

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Key Account Management, what is it really?

Pipeline Ratios Have Changed – A Step-by-Step Approach to 2021 Sales Planning

Revenue Storm

In my experience, too many sales leaders and strategic account managers either have not done the math to determine their ratios or do not pay much attention to it… especially if they are measured annually. Article account leadership deal forecasting decision-making process sales manager

The Business Review: a modern classic, so important also during difficult times

KAM With Passion

To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Account Management Key Account Managemen

The Strategic Account Manager within a “Best-in-Class” Strategic Account Management Program

The Chapman Group

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Account segmentation; (clients, customers and buyers).

Get from Good to Great: Strategic Account Planning

Revegy

Your strategic account planning process is integral to optimizing revenue in your largest accounts. In an interview hosted by Revegy’s Anne Kimsey, VP of Product Management, SiriusDecisions’ Research Director of Sales Operations Strategies, Robert Muñoz, shared the critical ingredients of effective account plans and how to drive results through living account plans. What is Strategic Account Planning? The Key Issues with Strategic Account Planning.

Move the Deal Episode 7: Sales Coaching in the Flow with Tim Conroy

Miller Heiman Group

11:52] Overcoming challenges of global accounts. [14:45] In the latest Move the Deal episode, host Greg Moore sits down with Miller Heiman Group Icon Tim Conroy. He’s spent the bulk of his career with Applied Materials , crediting his longevity to being open to learning and change. He focuses on sales processes (training and methodology) and enablement to support training and effectiveness, along with learning and development. Subscribe to the Podcast.

Why Are Buyers Driving the Bus?

5600 Blue

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful.

There Is No More Inside Sales – How to Strengthen Remote Selling Abilities

Sales Outcomes

The global pandemic was the lever to accelerate fundamental changes in B2B selling that began years ago. For example, today’s Inside Sales teams might serve small businesses, field (geographic) sales to medium firms, and enterprise sales for large and global accounts. How to Strengthen Remote Selling Abilities. Rethink Sales Enablement. Rethink Sales Competencies. Clarify the Lead Generation Sales Role. Sales Leaders Need Enablement Help.

The Silver Bullet for Sales Ops to Drive Revenue and Lower Costs

SBI Growth

You’ll also give your field sales organization the time to acquire more new accounts. That doesn’t mean that your Field Sales and Customer / Global Account managers aren’t needed. You will improve revenue performance – your outside sales execs will have more time to work their big accounts and land new logos when you expand the responsibility of Inside Sales. Stars in inside sales are just as hard to identify as global account executives.

April 05 – Customer Success Jobs

SmartKarrot

Develop global account support strategies with sales to drive client promotors, referrals and identify new sale opportunities. Work closely with sales to identify and qualify up/cross-sell opportunities to help grow the value of the account.

Jan 21 – Customer Success Jobs

SmartKarrot

Build and promote an empowered and accountable organizational culture; lead and inspire a team of Customer Success Managers to have their greatest professional impact yet. Work directly with customers in the region and be a key contributor to continuously improving the global CS practice.

The Trap Negotiators Fall Into

5600 Blue

At the end of the process we documented one key issue almost all these very seasoned global account managers had; they were discussing commercial terms separate of value. We think there are a few reasons: Account managers are still surprised at requests for discounts.

What Sales Leaders Need to Do to Hire and Evaluate Talent More Effectively

Miller Heiman Group

When assessing sellers, sales leaders instinctively want to give them a big goal to work toward, such as becoming a global account manager, a mentor for new hires, the first one to sell new products or the first to break a record. Sales leaders do not want to make mistakes when hiring new members of their sales team. In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study.

Why Top Sales Executives Get Fired

SBI Growth

For example, he didn’t move fast enough on the global account program. 40% of revenue came from 19 accounts. He didn’t resource these accounts appropriately fast enough. This is a high level article for the top sales leader in the company. Your title may be CSO, CRO, SVP of Sales, or Sales VP. It doesn’t matter. If you are the one individual at the top, you’ve asked yourself this question: “If this doesn’t get fixed, will I get fired?”.

CRM 82

One Change That Can Make Or Break Business Partnerships

MTD Sales Training

However, the account management challenges caused by this one-point-of-contact approach can be far-ranging, They include: The lack of depth in contacts within the buying company. This ‘bow-tie’ approach was developed by, among others, Peter Cheverton in his book ‘Global Account Management’ and it is still the favoured choice among many sales organisations, even though it proves itself to be the main cause of disharmony between supplier and client in today’s demanding environment.

How to lead the account management team as Client Services Director, with Paul Kirkley

Account Manager Skills

?. Paul Kirkley has spent his entire career in agency account management. How seeing the world through the eyes of each agency department and understanding their motivations sets you up for success in your account management role. * What skills you need to work with global brands. *

April 16 – Customer Success Jobs

SmartKarrot

Role: Customer Success Representative Location: Cork, Ireland Organization: Varonis In this role, you will be teaming up with Varonis account teams to manage a portfolio of Varonis customers. Apply here: [link] Role: Customer Success Consultant, Benelux Location: Amsterdam, Netherlands Organization: Zendesk This is a growth headcount position to join the Customer Success team based in Amsterdam or Copenhagen office focusing on their customer accounts in the Emerging market territories.

What account managers can learn from the science of listening, with Dr Laura Janusik, Ph.D., M.B.A.CLP

Account Manager Skills

I think there are loads of tips here for account managers who are dealing with their clients. Before I ask you to fill in a few of the gaps, listening is the most important skill for any account manager and I’ve been wanting to get an expert in the field of listening.