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. These are often the top achievers in the organization....
The Profile of a Best-in-Class Strategic Account Manager Definitive Guide to Identifying the Best Candidates to Manage and Lead Strategic Accounts Many strategic account management (SAM) programs are built upon a successful sales operation and sales team. The...
By: Denny Chapman Jr At first I thought that these situations were isolated incidents – Senior leaders in critical/strategic accounts either declining meetings with the strategic account manager, and pushing them down the organizational chart to meet and speak with...
More than ever, organizations today are focused on institutionalizing (executing and inspecting on a regular basis across the entire organization) through the leadership of “empowered” Strategic Account Managers recommended and accepted “best-in-class practices”…
I was stuck. The usual sales and account management techniques that I had been so vigorously schooled on to grow and sustain business relationships had been flipped upside down. There were no more lunches, in office visits, networking events, and or client workshops…...
