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Dedicated to helping strategic account managers and key account managers manage improve relationships with their most important customers

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Category: Strategic Account Management Organizational Design

Strategic Account Management Organizational Design, Strategic account management program organization, Strategic account manager skills and competencies, Uncategorized, Value co-creation

The Essential Seven Factors for Unlocking Strategic Account Growth

By Abhijit Gangoli, Cofounder and CEO, DemandFarm

The top three decision criteria for B2B buyers today are account managers’ knowledge and understanding of the industry, the business itself, and service provider trustworthiness. Top performing SAMs leverage customer insights and constantly recalibrate how they create value for customers in the face of industry disruptions.

The Essential Seven

Based on our experience working with successful leaders, speaking to hundreds of high-performing CSOs, and studying user experiences over 2,500 consistently growing strategic accounts, we identified seven key drivers of strategic account management. These drivers are most impactful only when they are activated within an effective operating model and applicable to the sales methodology or framework adopted by the organization.

1. PROPOSITION DISTINCTION

Knowledge of the customer’s business and industry, an under-standing of their organization, and how your solutions benefit them in purposeful and innovative ways, is vital to succeed in strategic account management. Thus, proposals must change from being feature-led to being customized, as each customer is truly unique.

If you involve customers in co-creating solutions by encouraging collaboration and dialogue, you have already won a big part of the customer’s mindshare. In our experience, we have seen that by involving customers in co-creation they gain ownership of the solution and are more likely to accept it. Customers feel empowered and believe that the solution is their creation. Not only does this lead to greater acceptance, but the solution better meets the customer’s needs as it was designed by the customer.

Continue reading “The Essential Seven Factors for Unlocking Strategic Account Growth” →
November 11, 2022November 11, 2022customer co-discovery, Customer knowledge, customer-centricity, SAMLeave a comment

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