Collaborative Account Development™ Infographic
All too often, account managers build account plans only in terms of what they can sell the customer, instead of what the customer really needs. And what the customer really needs is a strategic partner who knows their business intimately, proactively brings them insights, understands them personally, and assembles the right team.
A recent study by the Strategic Account Management Association (SAMA) identified that 89% of the companies surveyed had implemented a strategic account approach, yet only 22% of the account managers found it to be effective.
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