In 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 MoreThere 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.
Read MoreWelcome, and yes we are now in the Year of The Goat and the goat comes 8th in the Chinese zodiac calendar.
Most searches of the meaning of the year of the goat is centred on people who are calm, well-mannered and live peaceful existence. The Year of the Goat will be anything but calm and peaceful for you and your strategic accounts.
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We are delighted with the appointment of Steve Wozniak as an adjunct professor at the University of Technology, Sydney in December 2014. His passion and enthusiasm will bring an innovative perspective to the university.
Read MoreOften in conversations about sales and customers, people talk about hunters and farmers. For those of you not familiar with the idea, the idea is that sales people can be classified as either Hunters or farmers. Hunters are sales people who go out and make the kill: get the new order or get the new customer; farmers are those sales people who manage existing customers to gain more orders from them.
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 MoreIn the health industry (medical products and pharmaceutical) we see procurement continuing to put pressure on prices. Why? ...
Read MoreAs customers are becoming more sophisticated in their buying strategies, so sales and key account management teams need to be ...
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 MoreLast week, Peter Browne from Gordian Business was presenting in Florida at the Strategic Account Management Association’s 50th Anniversary Conference. Peter was presenting a case study of a successful client who in a mature market grew profit ahead of their 5 year plans...
Read MoreIn business there is a constant tension between managing risk and capitalising on opportunities. SAM is a critical element for doing both...
Read MoreOne of the key messages from each of those senior executives was that their business reality is changing and changing fast, that they are dealing with unprecedented competition in their markets...
Read MoreDid you know the unit price of a product or service may only account for about 10% of the total costs. To reduce the remaining 90% you need to ...
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 MoreIn business, with your customers, how do you pick winners? By winners we mean profitable and loyal customers. Similar to horse racing don’t listen to what customers say, you win by watching ...
Read MoreTo create and sustain strategic customer relationships you and your account team must focus on ...
Read MoreAre you interested in improving your Strategic Account Management?
Yes, you are interested in Strategic Account Management. So, then you start to browse the internet and ...
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 ...
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![Kill the hunters and feed the farmers [Strategic Account Management]](https://images.squarespace-cdn.com/content/v1/5385613ee4b0883f7108f96f/1489620707083-JD1SHIZRS6VA0CMY6JGT/cavemen+compressed.jpg)
