There are four relentless market trends impacting how B2B companies do business. These market trends are long-term, and impact the top and bottom lines of B2B companies around the world.

SAMPeter Browne13 March 2015SAM, Strategic Account Management, KAM, Key Account Management, AM, Account Management, Relationship Management, Senior Executives, C-Level Executives, QuestioningComment

Are your account managers intimidated by Senior Executives

In 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...

SAM, Account ManagementPeter Browne4 December 2014SAMA, SAM, Strategic Account Management Association, Strategic Account Management, KAM, Key Account Management, AM, Account Management, Relationship Management, Senior Executives, C-Level ExecutivesComment

Are you fostering the 6 kinds of trust in your strategic relationships?

To create and sustain strategic customer relationships you and your account team must focus on ...