Paradoxical thinking supports sales growth

Written by Javier Marcos | Sep 1, 2022 4:53:00 PM

Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers amongst others. To respond to these pressures effectively and to grow business with their strategic accounts, SAMs need to address a number of competing demands such as internal external and internal orientation, short-term and long term goals, or top and bottom line financial outcomes.

In this article, I will explore some of the paradoxes strategic account managers face and provide an approach to managing them constructively in the pursuit of sustainable value creation with strategic accounts.

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