As more companies move from sales management to account management, we regularly get asked "how can we measure improved strategic relationships?" In sales management, we are focused on the short term so typically we measure sales results and sales prospects in dollars. Yet if we are serious about developing strategic relationships, then the results will typically being to appear between 18 and 24 months after we start behaving strategically.
Read MoreIn a world of information overload and so many different points of view, it can be hard to cut through the noise and figure out what's useful. For salespeople and account managers, an emerging theme recently is the concept of the challenger approach.
Read MoreIf you’re considering implementing SAM but aren’t sure if it’s right for your business, then here is a real example of how SAM has increased results and transformed an already successful company.
Read MoreIn most companies, when you ask an Account Manager to contact a C-Level Executive that they’ve never met at one of their accounts, they squirm...
Read MoreFollowing on from our earlier blog – Why bother with Strategic Account Management (SAM)? - if you are considering implementing SAM in your business then this case study recently published in Velocity magazine will give you some practical help. A successful Strategic Account Management process needs transformational change in your business...
Read MoreHow can you engage a customer in a value discussion? Todd Snelgrove from SKF Global is a world leader in value and total cost of ownership (TCO). We asked him what common mistakes companies make and ...
Read MoreOne of the biggest weaknesses of Account Managers is their lack of skills and confidence to ...
Read MoreTo create and sustain strategic customer relationships you and your account team must focus on ...
Read MorePost-Election 2013 – are you match-fit for the opportunities ahead?
Heading into the election, the economy was by far the most important issue for voters ...
Read MoreAre your account plans a strategic as you think? Because key accounts drive both short and long-term revenue and profit, one litmus test of how well senior executives are directing the business to achieve the right balance is ...
Read MoreAre you serious about creating an account team that can think and act strategically? Or are you doing the same things as your competitors each year ...
Read MoreIs your company facing increasing pressure to compete on price? Are your competitors cutting prices to secure volume, and are you being forced to respond? Are revenues and profits in steady decline? Do you feel helpless to stem the flow?
The long-term implications of price discounting are catastrophic; it creates ...
Read MoreHow can you turn Strategic Account Managment into a growth engine for your business? Research has revealed that ...
Read MoreOne critical aspect of managing accounts more strategically is to retain them by increasing barriers to entry against competitors. However, what companies’ often overlook ...
Read MoreBased on a 2010 study of senior managers from manufacturers, retailers and distributors in Europe and North America, only 15% of organisations measure up when it comes to managing their key accounts in a truly strategic manner. Alarmingly, 65% of companies believe they are managing their key accounts strategically, so ...
Read MoreTo determine which accounts to manage strategically, companies typically use ...
Read MoreWhen we start to work with Account Teams, one of the areas we focus on is ...
Read MoreMany companies speak about their Account Manager (alternatives titles include GAM, SAM, KAM and AD) as a single point of contact. Whilst initially this sounds like a good idea for the company and the customer, on deeper assessment it ...
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