As mentioned in the last post about building a balanced Strategic Account Management team, you can’t expect to achieve strategic success with your accounts by working alone. As the quarterback of the SAM team, you’re going to deal with handoffs throughout the lifecycle of the account. Think of the account as the ball that gets […]
Let’s face it – things don’t always go according to the account plan. Something can come up, unforeseen risks appear, and all of a sudden, the strategic account plan goes off course. What are you supposed to do? Well, you can’t just give up on the account – they bring in a considerable portion of […]
Leading a team comes naturally to some, while other future leaders need some coaching. No matter which camp you fall in, becoming an effective leader and achieving success with your team can be a challenge. No matter if you’re Bill Belichick or Erik Spoelstra, all coaches follow a set of fundamentals to get their team […]
When it comes to any relationship in your life, no matter how big or small it is or who the relationship is with, you always want to be on the same page. Being on the same page with someone means that you understand where they’re coming from, and you share the same ideas and values. […]
Getting to know someone is always the first step of a long and prosperous relationship. While it’s not always everyone’s favorite part, it’s a necessary component of kicking the relationship off to a good start and moving forward from there. To be successful in the strategic account management game, you should know your accounts inside […]
If you don’t have a plan, you plan to fail. This phrase is used a little too much in everyday life, but it’s a cliché for a reason. Planning means that you have looked at every corner of a situation and have figured out the correct path to take to victory. In strategic account management, […]
As 2018 is closing, it’s time to reflect on your successes and failures of the year so you can begin your plan for 2019. Before you get stuck in the hustle and bustle of a new Q1, get your plan for the year in place. What will you do, how will you grow, and what […]
You may have your own personal resolutions set for the coming year, but have you thought about setting your own professional New Year’s resolutions? Strategic account managers (SAMs) work in a field that requires constant change, adaptation, and improvement. Instead of adapting as you go along, set yourself some SAM New Year’s resolutions to give […]
In the strategic account management game, relationships are everything. You’re not just another vendor pushing a sale and then disappearing. Instead, you’re becoming the client’s trusted advisor. They learn to know you as a person and vice-versa. You’re focused on the long game and plan to know these people for years to come. So, how […]
As a culture, we’re always going after the next shiny new thing. We see the new iPhone come out; we want it. We see the new model of our car come out and we start to consider if it’s worth the upgrade. The same is true in any organization. Beyond standing desks, kombucha taps, and […]
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