Resources
Books
Articles
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Books
Implementing Key Account Management
Sales Management: Strategy, Process and Practice
From Selling to Co-Creating
Articles
The strategic account manager as a value-based negotiator
Strategic account managers spend a significant amount of their customer-facing time seeking agreements, resolving product and service delivery issues, and negotiating deals. During negotiation skills development programs with strategic account managers, I often get asked questions about tips and tactics to be used during the negotiation, in other words “at the table”, or “in front of the computer” if negotiating online. Interestingly, the most effective negotiation approaches are those that focus on activities conducted before and after negotiation rounds.
The strategic account manager as a value creator
Strategic accounts always ask for more from their suppliers, often in the form of added and distinctive value. Strategic account managers (SAMs) are crucial in building long-term relationships with key customers and in creating value for them.
The transformation of professional selling: Implications for leading the modern sales organization
• Three transformations are identified: The composition of the offer, customer relationships and the configuration of sales organizations.
• Integration of academic debate and industry practice, showing convergence of topics in the transformation of professional selling.
• Novel perspective on sales management that embraces ambidexterity and paradoxical leadership.
