It’s time to get on the defensive. Not to alarm any of you, but if you’ve followed the recent financial news and paid any attention to the stock market volatility, you know that troubled waters are right around the corner. The best offense is a good defense, and after a few years of substantial […]
Many people might wrongly assume that the key account management game is a solo game. It’s basically playing solitaire or Pac-Man. In reality, key account management is a highly-collaborative job, and whether you’re talking with your client, your team members, or your boss, you need to make sure that you’re communicating well. Are you struggling […]
Building any relationship with another person requires building trust. You choose to work with the same mechanic because you trust that they’ll do a job and fix only what needs to be done, rather than pushing another sale. You go to the same barber because you trust that they know how to cut your hair […]
Surviving what might be the toughest year in living economic memory could depend on upgrading your business relationships today. Recessions are tough. Even for the prepared they can mean a lot of sleepless nights, strained relationships and painful belt tightening. For the unprepared they can mean losing everything. The economic storm clouds hanging over […]
A company can grow in one of two ways. It can add new customers or it can generate more business from existing customers. New business is sexy. It gives you a win and validates your sales team’s efforts. But considering it costs five times more to land a new customer than it does to […]
As 2019 fast approaches and 2018 starts to look like a distant object in the rearview mirror, it’s important to take a look back at the lessons learned, and experiences gained in 2018. Maybe you learned that you aren’t a great rock climber or perhaps you learned that you should never trust your four-year-old to […]
CSO Insights (part of Miller Heiman) just released their 2018-2019 Sales Performance Study of nearly 900 global sales leaders. I’ve taken a look at the document, which is full of great information for Key Account Management, Customer Success and Sales leaders. Here are some statistics that caught my eye: Revenue from existing customers accounted for 70.1% […]
As we look ahead to 2019, you’re probably already making your plans to accomplish your goals and (hopefully) keep your New Year’s Resolutions. In the business sense, we hope that one of the items on your new year’s to-do list is to revamp your SAM program to help improve your company’s bottom line. The thing […]
In the age of big superhero blockbuster films coming out seemingly every weekend, we’re all familiar with the crossover, team-up movie. That’s when a collection of heroes come together to create a balanced team that is more capable than the sum of its parts. Are you stuck thinking that strategic account management is a stand-alone […]
Strategic Account Managers are an integral part of every organization. They’re the trusted advisors that drive your clients’ success. Make no mistake – they aren’t like any other account manager. SAMs deal with the 20% of clients that drive 80% of your organization’s success, so it’s safe to say they’re the relationship superheroes that drive […]
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