Strategic Account Management Association

OCTOBER 14, 2021

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson. A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

JUNE 1, 2021

We can also argue that character is essential for SAMs whose reputations define their brand and whose brands determine their career. Character Matters for Senior Leaders & SAMs. SAMS too can benefit from self-awareness especially as we are exiting COVID in a world of post certainty. They] are the solution.”

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Strategic Account Management Association

AUGUST 6, 2021

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. Aramex was the recipient of the 2021 SAMA Excellence Award for “Outstanding Young SAM Program.”.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Strategic Account Management Association

JUNE 30, 2021

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. He also spent years as a managing consultant for Microsoft’s global consulting organization. How do you think SAMs can learn to sell expertise and not products and transform themselves into trusted advisors?

Digitalization 520

Digitalization Organization Account Management Management 520

Strategic Account Management Association

JUNE 14, 2021

By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL. AVI-SPL is a digital enablement solutions provider that serves 86 percent of the Fortune 100. It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe.

Global Accounts 520

Global Accounts Account Management Management Brainstorming 520

Strategic Account Management Association

NOVEMBER 30, 2020

If you’re selling digital solutions, the answer is: Everything. Steve Mustard, President and CEO of National Automation and President of the International Society of Automation, explains why SAMs should care. What does cybersecurity have to do with you? Listen to this episode of The SAMA Podcast here.

Cybersecurity 400

Cybersecurity Account Management Digitalization Management 400

Strategic Account Management Association

SEPTEMBER 13, 2021

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Strategic Account Management Association

SEPTEMBER 11, 2020

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. And yet most SAM organizations — large and small — haven’t tapped this potentially huge source of competitive differentiation. This is where CXM shines. In a word: No!

CXM 520

CXM Account Management Customer Experience Management 520

Strategic Account Management Association

APRIL 5, 2021

the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. This is the base of the pyramid. Strategies, goals, challenges.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Strategic Account Management Association

SEPTEMBER 22, 2020

8 webinar, “The new health system supply chain mandate: What every SAM needs to know,” hosted by SAMA and presented by Advisory Board’s Brandi Greenberg. . As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Strategic Account Management Association

JUNE 22, 2021

By Roshni Patel, Customer Success Manager, Royal Ambulance. Roshni Patel and Royal Ambulance won the 2021 SAMA Excellence Awards in the category for “SAM as the Leader.”. Decrease the time case managers spend on scheduling patient transport. Increased employee satisfaction among case managers at the insurance provider.

Transportation 520

Transportation Insurance Healthcare Prioritization 520

The SAMA Podcast

FEBRUARY 15, 2023

But the more things change, the more they stay the same, especially in strategic account management. Year after year, we continue to hear that the number one problem SAMs face is aligning internal, organizational challenges with external objectives.

Account Management 104

Account Management Digitalization Management 104

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. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. 200,000 companies with turnover or shareholder funds over £1.5m

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. 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 52

Value Proposition Co-Creation Marketing Account marketing 52

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic account managers. White spot analysis to identify gaps in the account approach.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Holden Advisors

SEPTEMBER 21, 2021

Is it the wrong solution, an inadequate business case, inability to get budget, or something else? Top-performing strategic account managers get this. This requires a laser focus on addressing objections, knowing the decision-making path and being confident in the value of your solution. They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Arpedio

NOVEMBER 29, 2023

Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more Account Management Powerful account planning in Salesforce.

Co-Creation 52

Co-Creation Account Management Account Planning Stakeholders 52

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. The Strategic Ecosystem Leader. October 11, 2021. Back to blog.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Arpedio

JANUARY 25, 2023

Successful Strategic Account Management ← Back to blog There’s no doubt about it: Strategic Account Management is the key to success in today's competitive market. With the right strategic approach, you can maximize your customer relationships, build long-term loyalty, and drive growth.

Account Management 52

Account Management Management Account Planning Co-Creation 52

Arpedio

MAY 30, 2022

Not sure what it means to be a journey orchestrator in Account Management? Last week more than 500 Strategic Account Managers (SAMs) and leaders of SAM programs gathered in New Orleans for the annual Strategic Account Management Association (SAMA) conference. Keep on reading.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Arpedio

JUNE 2, 2021

It’s safe to say that SAMA really went above and beyond this year to bring together the largest virtual, cross-industry community of innovators and decision makers focused on co-creating value with strategic and key customers. Moving SAM from an individual sport to a team sport. But what decisions should you focus on?

Account Management 84

Account Management B2B Innovation Decision-making 84

Arpedio

OCTOBER 5, 2021

Watch or re-watch our LinkedIn Live focusing on how Strategic Account Management increases sales velocity for European Enterprises. The correlation of ABM and SAM How technology supports SAM in your CRM Top Takeaways from the SAMA Nordics Symposium in September. LinkedIn Live: SAMA Looks to Europe. ? Back to blog.

Account Management 52

Account Management Key Account Management B2B Innovation 52

The Chapman Group

NOVEMBER 9, 2020

After 25 years of educating and training sales and account management professionals on what it takes to gain access to the C-Suite, and stay on the top of their mind… I can honestly say that accessing and/or gaining access to these most influential (and powerful) leaders can be boiled down to 3 key considerations. By: Denny Chapman Jr.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Arpedio

SEPTEMBER 7, 2022

This is your opportunity to get updated on all the trending SAM/KAM topics, all the while networking and having a good time with like-minded peers. SAMA has planned two half days of insightful and inspiring sessions, addressing the challenges occupying the world of Strategic Account Management right now. October 27.

Account Management 52

Account Management B2B Management Marketing 52

Arpedio

SEPTEMBER 7, 2022

This is your opportunity to get updated on all the trending SAM/KAM topics, all the while networking and having a good time with like-minded peers. SAMA has planned two half days of insightful and inspiring sessions, addressing the challenges occupying the world of Strategic Account Management right now. October 27.

Account Management 52

Account Management B2B Management Marketing 52

Cosawi

FEBRUARY 27, 2023

The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. Yet when you look at account-based marketing campaigns, we often see a product-focused orientation that endorses a siloed, less customer-centric approach.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. During those years of leading SAM journeys, I was often frustrated by the lack of engagement among some of my fellow executive sponsor colleagues. Dominique Côté.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Arpedio

NOVEMBER 17, 2021

On November 9 and 10, SAMA held their annual Global Summit: two half-days of virtual learning, sharing and networking on the future of Strategic Account Management, and we’re thrilled to have been part of it. Focus your SAM efforts with the right tools. Denise Freier. President & CEO, SAMA.

Digital Transformation 52

Digital Transformation Account Management Co-Creation B2B 52

Arpedio

NOVEMBER 17, 2021

On November 9 and 10, SAMA held their annual Global Summit: two half-days of virtual learning, sharing and networking on the future of Strategic Account Management, and we’re thrilled to have been part of it. Focus your SAM efforts with the right tools. Denise Freier. President & CEO, SAMA.

Digital Transformation 52

Digital Transformation Account Management Co-Creation B2B 52

Strategic Account Management Association

MARCH 2, 2022

By Gordon Galzerano, Co-Founder and Managing Partner, Timberwilde Consulting Group. We have to manage stress differently, and we all have to be flexible. Some SAMs and KAMs may read this and think, “This doesn’t really apply to me. 3: Offer creative solutions for different working options and logistical needs.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Arpedio

NOVEMBER 17, 2021

On November 9 and 10, SAMA held their annual Global Summit: two half-days of virtual learning, sharing and networking on the future of Strategic Account Management, and we’re thrilled to have been part of it. Focus your SAM efforts with the right tools. Denise Freier. President & CEO, SAMA.

Digital Transformation 52

Digital Transformation Account Management Co-Creation B2B 52

Cosawi

AUGUST 18, 2021

3: Developing and enabling the cultural shift needed in the new SAM business model. 2: Having the COE reports directly to the executive team to ensure strategic impact . 3: Developing and enabling the cultural shift needed in the new SAM business model . Disruption, although most times unwelcome, gives way to innovation.

Account Management 52

Account Management Innovation Organization Decision-making 52

Arpedio

DECEMBER 22, 2021

In the following, we’ll touch upon key SAM/KAM learnings, what to focus on in the year to come, and last but not least, Harvey, Chris and Ned will share their best recommendations for today’s KAM leaders. Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Key takeaways.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

In the following, we’ll touch upon key SAM/KAM learnings, what to focus on in the year to come, and last but not least, Harvey, Chris and Ned will share their best recommendations for today’s KAM leaders. Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Key takeaways.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

SEPTEMBER 22, 2022

How Aggreko gained complete transparency into the health of their accounts. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. This client case study is based on an interview with Jeff Raber, Head of Strategic Accounts at Aggreko.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

SEPTEMBER 22, 2022

How Aggreko gained complete transparency into the health of their accounts. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. This client case study is based on an interview with Jeff Raber, Head of Strategic Accounts at Aggreko.

Account Planning 52

Account Planning Account Management B2B Suppliers 52