Transforming Account Management for Value Creation: Research Insights from an Expert-Panel Study
Type
presentation
Date Issued
2022-04-05
Author(s)
Abstract
Given today’s hybrid, digitized and saturated market environment, the role of the strategic account manager is in urgent need of repositioning. To find out what that might look like, we invited 62 experts from sales, marketing, procurement, academia and consulting to provide their views on nine hypotheses of what account managers can do to stay relevant as value creators.
Should account managers, for example, focus exclusively on high-level value dimensions? Or should they give equal weight to value creation and the prevention of value destruction?
This webinar will deliver key insights from this expert-panel study, helping attendees to either validate or reframe their sales transformation efforts.
Should account managers, for example, focus exclusively on high-level value dimensions? Or should they give equal weight to value creation and the prevention of value destruction?
This webinar will deliver key insights from this expert-panel study, helping attendees to either validate or reframe their sales transformation efforts.
Language
English
Keywords
Value Creation
Transformation
Strategic Account Management
HSG Classification
contribution to practical use / society
Event Title
SAMA Webinars
Event Location
Strategic Account Management Association
Event Date
05. April 2022
Subject(s)
Division(s)
Eprints ID
266115