Strategic Account Management: Solutions-driven, Not Sales-driven read more
Helpful questions, tips, and advice to facilitate the training and development of strategic account managers. read more
Leaders understand the DEI imperative but face challenges in developing robust programs. read more
Applying customer studies, 80/20 analysis, and custom CX strategies. read more
Drawing on their practical experience and original research, the authors explain the concept, feature insights, and introduce a framework for account-based growth. read more
The authors deliver a dependable, battle-tested framework for all levels of the strategic account manager skillset that can provide broader perspective for immediate opportunity. read more
To better serve the modern SAM, we offer an updated perspective that views strained relationships and difficult conversations as opportunities to realign and grow. read more
How high-performing strategic account managers can best build account teams and align complex processes across the supplier and customer boundaries. read more
Triggers abound for difficult conversations with strategic partners. Here's how to transform even the toughest ones into productive discussions. read more
How the SAM's role as a ’strategist’ helps develop their account strategy and align it to the corporate strategy of their firms. read more
Research results on KPIs for Driving Account Performance read more
Tania Lennon's interview with Renae Leary read more
With account-based marketing, SAMs and marketers are coming together to form a new, powerful customer engagement model. read more
A majority of both pharmaceutical and medtech organizations intend to develop advanced solutions beyond basic products to address organized customers’ broader needs and priorities. read more
A guide to understanding what your customers care about and reaching the right people. read more
A preview of articles contained in the Velocity issue. read more
A case study of how AVI-SPL's GAM program benefited both its financial services customer and itself read more