Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. But when we need to buy next-generation yield management tools for a new 5 nanometer process fab? We’ve been using e-auctions for 20 years.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. Private client management and marketing: Business plans, recruitment, assessments and automation.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

The Chapman Group

DECEMBER 8, 2020

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. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

Planview

OCTOBER 17, 2019

What does innovation management mean to you? You need ideas to be innovative, but you need an innovation culture to continually source the most valuable ideas. The concept of “building an innovation culture” is a topic that’s come up in a variety of conversations with Planview Spigit clients over the last few months.

Innovation 55

Innovation Management Value Proposition Stakeholders 55

Flevy

MARCH 8, 2022

Due to the difficulty in managing these demands and balancing trade-offs, we cannot address issues like cost, customization, speed, and price in an effective, cross-functional manner. These are: Innovators. Value Players. Each archetype is characterized by its Customer Value Proposition. Premium Players.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Upland

AUGUST 29, 2023

For example, a medium-sized retail company may experience a decline in customer satisfaction due to inefficient inventory management. You will need to first provide the necessary information about inventory management software, real-time tracking, and demand forecasting capabilities.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Flevy

FEBRUARY 26, 2024

This strategic pivot is essential for enhancing competitiveness, improving customer experience, and fostering innovation. The strategic use of digital technologies can lead to significant improvements in efficiency, customer engagement, and innovation, driving growth and creating new value propositions.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Flevy

SEPTEMBER 19, 2023

Blue Ocean is a strategy that advocates fashioning novel markets and Value Propositions that render the competition inconsequential. Value Innovation lies at the core of this strategy, for which uncontested markets are shaped. Value Innovation involves the concurrent pursuit of distinctiveness and cost efficiency.

Value Proposition 96

Value Proposition Digital Transformation Profitability Innovation 96

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. Value Proposition Customization: Account marketing professionals work on tailoring the value proposition to each account.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Flevy

JANUARY 31, 2022

Mature markets, where the customer base begins to stagnate, call for structured Organic Growth founded on a superior Customer Value Proposition (CVP). Customer Value can be articulated by the equation: Customer Value = (Product Performance + Service Delivered + Image) / Price Paid. Do You Find Value in This Framework?

Value Proposition 97

Value Proposition Customer Value Banking Innovation 97

Red Star Kim

DECEMBER 14, 2022

for a day workshop on “Future Marketing/BD Manager” with PM Forum. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Prepare to be a manager (next year). Management capabilities. Learn how to manage others. Define my values and develop my personal brand.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Flevy

MAY 7, 2024

The Value Net Model is invaluable as it provides organizations with a more comprehensive view of their competitive landscape. This framework aids in identifying and leveraging both competitive forces and cooperative opportunities, thus fostering innovation and strategic thinking beyond conventional competitive strategies.

Suppliers 52

Suppliers Manufacturing Value Proposition Digital Transformation 52

The Chapman Group

AUGUST 23, 2020

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. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. Innovation can't happen without experimentation. Reveal the value proposition In other words – the hook. Share your vision for the future and package up everything you've learned into a few sentences that defines your irresistible value. The Measurement. It hasn't failed me yet.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Flevy

AUGUST 20, 2023

It allows organizations to place different segments of customers to be targeted for a value proposition in appropriate quadrants. It can gradually reduce the price of its older products through operational Innovation and production cost reduction while adding newer and better products. Do You Find Value in This Framework?

Value Proposition 94

Value Proposition Digital Transformation Profitability Innovation 94

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. Basic alignment on value drives priority, success, and a long-term partnership. October 11, 2021.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Flevy

SEPTEMBER 14, 2023

The model is useful in managing Innovation , evaluating the maturity and potential of innovation projects, and allocating resources accordingly. The 3 Horizons strategic framework outlines 3 different types of Innovation horizons that should run in parallel for a business to be successful. Averting common mistakes—e.g.,

Value Proposition 52

Value Proposition Artificial Intelligence Innovation Digital Transformation 52

Flevy

AUGUST 8, 2023

Most Innovation efforts fail because of a lack of understanding of customers’ needs. The objective behind JTBD Theory is to modify the Innovation process into a scientific method. The framework demonstrates an Innovation success rate of 86%, compared to a traditional innovation process average of 17%.

Innovation 95

Innovation Value Proposition Digital Transformation Customer Experience 95

Arpedio

APRIL 29, 2024

(SAMA = Strategic Account Management Association. Explore actionable strategies, best practices, and innovative approaches that promise to revolutionize the way you approach Strategic Account Management. SAM professionals identified as value creators, ecosystem orchestrators, and champions of data-driven decision-making.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Hubspot Sales

OCTOBER 9, 2023

Business Strategy and Value Proposition Research and asking the right questions to determine a prospect‘s business strategy are central to your ability to effectively prepare for a sale. From there, you can build out the questions and tactics that align with their value proposition and how they operate.

Shareholders 105

Shareholders Value Proposition Profitability Decision-making 105

Strategic Communications

APRIL 17, 2024

Lack of Innovation and Differentiation: Some of these brands failed to innovate and offer unique value propositions that set them apart from the competition. Poor Business Decisions and Management: In some cases, the downfall of these brands can be attributed to poor strategic decisions and ineffective leadership.

Innovation 52

Innovation Retail Value Proposition Logistics 52

Sales Outcomes

OCTOBER 16, 2023

Marketers must find ways to stand out through unique value propositions, highly targeted content, and innovative marketing strategies. Maintaining data protection and consent management compliance is an intensive time and resource investment.

B2B 52

B2B Marketing Value Proposition Innovation 52

Arpedio

FEBRUARY 22, 2024

Developed and refined over years of practical application and strategic innovation, MEDDPICC offers a systematic approach to navigating the complexities of the sales process. By staying ahead of the competition, sales professionals can carve out a distinct advantage and win over customers with compelling value propositions.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Blue Canyon Partners

SEPTEMBER 11, 2020

We categorize these pitfalls into two overarching categories: Design Domination – Product engineering, R&D, or other technical functions drive innovation and develop interesting new products or incremental feature enhancements. How does product strategy and product management fit into these strategic goals?

Management 52

Management Supply Chain Value Proposition Suppliers 52

Blue Canyon Partners

SEPTEMBER 11, 2020

We categorize these pitfalls into two overarching categories: Design Domination – Product engineering, R&D, or other technical functions drive innovation and develop interesting new products or incremental feature enhancements. How does product strategy and product management fit into these strategic goals?

Management 52

Management Supply Chain Value Proposition Suppliers 52

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

DemandFarm

OCTOBER 4, 2023

The success and future of any sales organization hinge on the cohesive planning and execution of each step, that is collectively known as sales opportunity management. The best and most effective sales opportunity plans are created and aligned around creating value for the buyer.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

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. Cost leadership and economies of scale matter more than consumer benefits and innovation. be the winner”).

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Arpedio

APRIL 3, 2024

Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly. Value-Based Selling : In solution selling, the emphasis is on delivering value rather than just selling products or services.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Flevy

JULY 18, 2022

Strategic objectives of all businesses are to propel growth and performance, while simultaneously creating value for customers. While it is customary for managers to emphasize financial performance, effective managers pursue new opportunities in order to create added value. Do You Find Value in This Framework?

Value Proposition 111

Value Proposition Banking Innovation Organization 111

Flevy

MARCH 20, 2024

Each global consulting firm maintains an internal knowledge management library of consulting framework presentations. Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Digital Transformation frameworks used by management consultants.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Flevy

DECEMBER 9, 2022

existing or adjacent markets, organic channels ( Marketing or Innovation ), or inorganic methods (Mergers & Acquisitions). A value proposition reverberating with what customers need. Do You Find Value in This Framework? FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives.

Supply Chain 114

Supply Chain Value Proposition Digital Transformation Profitability 114

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. This broader perspective is vital to support the development of the account-centric Value proposition. .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Flevy

DECEMBER 25, 2021

Its only when an organization ventures into that segment—with a new value proposition—that people realize that there was a void there. Such gaps are there in almost all industries, but only visionaries are able to recognize and capitalize on them—through innovation and creative product development.

Value Proposition 111

Value Proposition Customer Experience Leadership Banking 111

Zendesk

AUGUST 22, 2023

Product-market fit is essential for companies to understand their customers, their value proposition and the reason why customers buy from them,” says Jeremy Ambrose, Director of entrepreneurial spark at Zendesk. Define your value proposition Your value proposition is a summary of the benefits you offer to potential customers.

Value Proposition 52

Value Proposition Marketing Customer Experience Finance 52

5600 Blue

AUGUST 13, 2020

This means we need to do two things to survive: Constantly innovate. Get these innovations into the hands of our salespeople as soon as possible to leverage them as quickly as possible. We announced our new and improved value proposition at sales kickoff. Financial incentives were put in place.

Value Proposition 52

Value Proposition Innovation Sales Training B2B 52