Since the redesign of SAMA's Program Assessment in late 2021, nearly 1,700 SAM professionals have offered their perceptions on assessing the maturity of their SAM programs. Through interactions wit... read more
The root cause of a lost account is not always an egregious mistake — often, there are signs and symptoms that can be flagged in advance to help get things back on track well before a renewal. It’s... read more
2023 Report on Strategic Account Management Compensation Practices read more
Artificial intelligence (AI) is fundamentally changing some of the practices of managing strategic customers. Following previous articles on high-performing strategic account managers (SAMs), the a... read more
Executive mindset: an outside-in assessment on customer discovery, solution development, and communication relevant to executives 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
How high-performing strategic account managers can best build account teams and align complex processes across the supplier and customer boundaries. read more
AVI-SPL details how their holistic strategy and precise tactics equipped their SAM teams for success. read more
Research results on KPIs for Driving Account Performance read more
The secret to winning the war for KAM talent is to capitalize on all of the sources of talent available to you (inclusion and diversity) while also applying the same rigorous standards and tools to... read more
The “ecosystem'' basically means that we need to consider how our account fits in with what's going on around the customer and ourselves. in the future SAM needs to be what I call “strategizing eco... read more
More than 80 percent of SAMs polled spend at least half their time on internal selling, according to SAMA's May 2021 survey. read more
Concrete instructions for how SAMs can leverage an obscure financial filing to unlock insights on how to become strategic to their customer executives read more
CXM (customer experience management) systems trigger workflows on a real-time basis for account teams to take time-critical action to service clients effectively, stay ahead of the competition and ... read more
The results of research into which of four organization forms – hierarchical, matrix, entrepreneurial and liquid – fare best during turbulent times. read more
Research has demonstrated that four issues have reduced the liquidity of strategic account management teams: non-usage of teams, function specialization, lack of strategic scaling of the sales func... read more
An interview with a former CFO on how companies make investment decisions. read more
Several very important (and generally misunderstood) ways that the meeting and the message change in the C-suite environment. read more
How AVI/SPL launched a GAM program through considering “the Amazon effect” on buying expectations, regardless of where in the world or what type of services are being purchased. read more
Adapted from an article on hbr.org that offers several pieces of advice to keep closing deals in an unprecedented time. read more