27 October 2011
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The Profile of a Successful Strategic Account Manager – Best Practice SAM Behaviors, Competencies / Aptitude, Skills, Style and Intangibles (Part 3 of 5)

As we continue on Part 3 of our journey through the profile of an effective and successful Strategic Account Manager (SAM), we are now ready to explore SKILLS. Behaviors – The way in which one acts, or conducts oneself (Part 1) Competencies and Aptitude – Capabilities or abilities; innate or acquired capacity for something (Part […]


11 October 2011
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The Profile of a Successful Strategic Account Manager – Best Practice SAM Behaviors, Competencies / Aptitude, Skills, Style and Intangibles (Part 2 of 5)

If you are reading this, than you already buy in to the importance of hiring the correct SAM for the job – so I will not delay the delivery of the value of today’s post. In Part 1 we gave an overview of the profile and covered the Behaviors of a successful and effective SAM […]


5 October 2011
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The Profile of a Successful Strategic Account Manager – Best Practice SAM Behaviors, Competencies / Aptitude, Skills, Style and Intangibles

One of the most common questions that I receive in the area of optimizing strategic account relationships is, what is the profile of a successful and effective strategic account manager (SAM)? This is a very important question, especially considering that this person (the SAM) will ultimately be one of the most critical determining factors of success, or failure, within each of your SAM accounts –

What follows, is a 5 part series of blogs that describes and defines the profile of a successful and effective SAM. We are going to break the definition of the SAM profile down into 5 distinct elements with supporting criteria for you to benchmark SAMs against: