Leveraging lean management systems and focus on process improvement to quickly build a SAM program from scratch
As the senior director of customer success at Royal Ambulance, Trevor Hardee holds a number of distinctions: His path into strategic account management is truly unique and genuinely inspiring, he’s […]
Want to Accelerate Your SAM Journey? Create a Center of Excellence
This post delves into the establishment of a Center of Excellence as an essential element of thriving as a SAM in today’s world.
Insight-led selling: The key to eliminating the buyer-seller mismatch
There exists today a massive buyer-seller mismatch. To wit: Only 20% of enterprise buyers think their suppliers understand their business. And even when they DO understand it, only one in […]
The Challenge of Selling Expertise (Not Product)
Michael Thomas discusses how by selling their expertise rather than products SAMs become trusted advisors to their customers.
How Royal Became a Trusted Advisor and Streamlined Solutions Saving $300,000 Per Patient
Hear from Royal Ambulance as to how they streamlined solutions for their healthcare insurance network resulting in reduction of costs and increase in employee satisfaction.
Lessons from a Winning Global Account Management (GAM) Program
How to achieve a customer-centric GAM program that achieves trusted advisor status with clients and how to scale this program to grow revenue over time
Character Matters: Learn How to Become a Better SAM
Character matters for SAMs. It has been proven that by acquiring four key character habits executives become stronger leaders that deliver financial results. SAMs can get involved in a research project to learn more.
Becoming a trusted advisor by selling your company’s expertise (not products)
In today’s world of information overload and buyers who already know what they want (or think they do), strategic and key account managers need a way to elevate their customer […]
SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?
Sustainability is on the corporate agenda of nearly every large, global company in the world. Suppliers who can’t demonstrate progress and transparency on their own sustainability efforts will be cast aside for those who can and do.
Servitization 101 – How servitization can strengthen your relationship with your key accounts
Servitization has become something of a buzzword – and for good reason. Servitization and advanced services offer the potential for organizations to transform their business models to deliver even greater value to customers while also increasing their own profitability. The post explains what, why and how.