The winter issue of Velocity focuses on SAMA’s ecosystem, emphasizing collaboration and innovation in strategic account management. It addresses key challenges like leadership strategies, smarter pricing for renewals, and AI ethics. Readers can gain insights to enhance practices, emphasizing the importance of building trust and relationships as we approach 2025.
Many sales teams are being asked by their B2B customers to reduce prices to support them during these difficult economic times, a pattern that is all too familiar for many sales teams. This article proposes an approach on how suppliers can respond to this procurement tactic and how sales organizations can move the dialogue back to a value-adding conversation with the customer and their professional buying team.
In this post, the first in a series, Prof. Malcolm McDonald offers a simple framework for creating financially quantified value propositions for strategic and key accounts.
Market leaders in customer-centricity and customer experience enjoy a myriad of benefits, from greater revenue growth and profitability to increased innovation and reduced costs. However, research from Vantage Partners shows that some sectors have been slow to evolve.
