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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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Tag: Cultural knowledge and sensitivity

Strategic account management program organization

Want to Accelerate Your SAM Journey? Create a Center of Excellence

By Dominique Côté, Founder & CEO, Cosawi
& Principal, The Summit Group
Disruption Leads to Innovation

Disruption, although most times unwelcome, gives way to innovation. This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption?

We have seen seismic shifts in industries like events and hospitality that have been devastated by the pandemic. However, many have pivoted and transformed themselves by, for example, providing office spaces for people in need of a quiet working environment. Customer-buying behaviors have also reshaped Amazon and other retailers in delivering everyday goods.

In general, engagement models have been shattered. Although we all look forward to interacting with humans again, we know that the end of the pandemic will not mean a return to normal. This past year has created a new normal, where virtual engagement will remain even as we re-introduce face to face into our lives. Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. 

Continue reading “Want to Accelerate Your SAM Journey? Create a Center of Excellence” →
July 13, 2021August 10, 2021Account and enterprise alignment, center of excellence, Cultural knowledge and sensitivity, customer-centricity, Innovation, SAM organization design, SAM program office1 Comment
Strategic account manager skills and competencies, Uncategorized

International sales: Getting to know your customer through the lens of culture

By Ray Cavanagh and Jesse Rowell

Some research has shown that the majority of buyers prefer to interact with suppliers through virtual means – primarily email and some type of voice call. And though the handshake is not dead (roughly a quarter of respondents included it among their preferences), buyers overwhelmingly prefer being contacted by email and phone. These results demonstrate the importance of making sure what is “said” in writing or voicemail is well thought out and articulated clearly.

Being thoughtful and clear in every virtual setting can be a challenge even in our most comfortable work settings. But imagine the added complexity when working with people from other cultures and countries.

Continue reading “International sales: Getting to know your customer through the lens of culture” →
November 30, 2018July 3, 2019Cultural knowledge and sensitivity, Multifunctional account team leadershipLeave a comment

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