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Digital Disruption is Accelerating - Is Your SAM Ready to Address the Challenges and Opportunities with Your Customers?

In a digital world, everything you thought you knew is changing, including what customers value. If you don't know what constitutes value in the digital age, how can you possibly sell it? This value is found in your understanding of your customer's response to: - Speed of innovation - new business models and customer engagement - New funding and measurement models - Revolutionary business partnerships - Unprecedented competitive threats and disruption - Tech-savvy, impatient consumers - A whole new set of priorities and outcomes with a focus on creating value and differentiation in the marketplace

Author(s): Gordon Galzerano; Director, Next General Sales and Leadership Development, Cisco

Publication Date: 8/9/2018

Resource Type: Webinar

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Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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The Four Pillars of Effective Account Management

As B2B industries have become increasingly commoditized, B2B companies have recognized the need for establishing a different type of relationship with their customers. Simply selling and delivering on a good set of products is no longer enough. B2B companies need to become partners with their customers, helping those customers address some of their most pressing business challenges. This had led to the proliferation of value-added services and solutions across B2B industries. It has also forced B2B companies to rethink how they manage their accounts. In this webinar, Gallup will explore what it takes for B2B organizations to implement and optimize a SAM approach. Gallup will highlight the four pillars of effective account management - blocking and tackling, relationships, opportunity and positioning - and outline the infrastructure needed to support a truly game- changing SAM approach.

Author(s): Ed O'Boyle; Global Practice Leader, Gallup

Publication Date: 6/14/2018

Resource Type: Webinar

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Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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Quick Takes: How to collaborate when you don’t have consensus

Three collaboration tools for negotiating with people you don’t agree with, like or trust

Author(s): Adam Kahane, strategy+business.com, April 3, 2018

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Data Watch

Sample findings from SAMA Research’s 89-page Top-Line Report on Metrics to Help Calibrate the Right Investments for a Strategic Account Organization (SAO)

Author(s): SAMA

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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SAM program transformation: moving from strategy to results

As important as strategy and process is, without alignment, accountability and execution, the best SAM programs are more likely to fail or at best deliver mediocre results.

Author(s): James Flood, Director of Corporate Business Division & Government Sales, John Deere

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Pitfalls of global key account contracts

Insights into moving into the realm of global contracts

Author(s): Paul Lynch, Global Key Account Director, International Key Accounts Group ERIKS NV, and Bill Moore, Vice President Business Development, ERIKS North America

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Elevating strategic account management

Instead of using new digital technologies to run existing SAM programs, firms need to adapt SAM programs to the changes in strategy and business models induced by digital technologies.

Author(s): Kaj Storbacka, Professor Graduate School of Management, University of Auckland, and Elisabeth Cornell, Senior Content Developer, SAMA

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Transformation: It’s a team sport

A description of BNY Mellon's transformation of its SAM model and its business development approach to outperform the competition.

Author(s): Jean Wynn, Head of Corporate Banking & Public Finance, BNY Mellon

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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What is emotional intelligence and why is it highly relevant for SAMs?

A case study of how Vallourec,a supplier of tubular solutions for the energy and other industrial markets, incorporated EI into its SAM program.

Author(s): Jessica Worny Janicki, owner, JWJ Consulting, and Bo Golovan, owner, Strategic Solutions Associates

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Internal misalignment hurts your GAM/SAM team’s performance, sabotages efforts and wastes time

A true story of one SAM’s journey in gaining internal alignment through the art of Story Gathering, Story Building and Storytelling

Author(s): John Geraci, Co-Founder and President of CI Squared

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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International sales: Knowing your customer through the lens of culture

Tips on modifying our sales approach to adapt to the culture of our audience, whether clients or colleagues.

Author(s): Ray Cavanagh, Global Accounts Senior Program Manager, Kronos, and Jesse Rowell, Managing Director of Global Mobility and Market Development, Aperian Global

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Accelerating customer decision making through rigorous business assessments

A case study of how SAMs at National Instruments moved from a mindset based on helping customers achieve technical success to one based on helping them achieve business success.

Author(s): Nicolas Zimmerman, Editor-in-Chief, SAMA

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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From beginning to winning: Getting off to a fast start with SAM

Areas of practice that are most likely to accelerate the success of your SAM Program

Author(s): Steve Andersen, President and Founder, Performance Methods, Inc.

Publication Date: 5/20/2018

Resource Type: Velocity magazine

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Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Velocity Issue 2, 2018

Author(s): SAMA

Publication Date: 5/19/2018

Resource Type: Velocity magazine

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Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

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The next generation of account management process

The world of the SAM is changing. Great SAM skills are "table stakes Trends like Innovation, AI, IoT, the rise of Procurement, big data, social media and the millennial generation are both threats and opportunities. In the coming few years, countless sales and account management positions will be eliminated. The only segment that is expected to grow is the "Consultative Sales/Account Management" professional. This session outlines the keys to SAM success in the future: Deeply understanding your customer's business Leveraging these trends to enhance your value and your strategy Translating your knowledge and capabilities into a quantified impact on critical business outcomes Elevating access to true senior-level decision makers who care about these outcomes Getting credit for the business impact you make so as to retain and grow customer relationships Participants will walk away with actionable strategies they can use immediately to take customer relationships to the next level.

Author(s): Mark Shonka, Co-President, IMPAX; Dan Kosch, Co-President, IMPAX

Publication Date: 4/26/2018

Resource Type: Webinar

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Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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Relevance and Effectiveness of Key Performance Indicators (KPIs) to the Strategic Account Management Process

How do supplier organizations, and specifically Strategic Account Managers, develop, manage and grow business with their most important clients? How do they drive successful performance within strategic customer-supplier relationships?

Two critical factors impacting this goal are the key tasks and activities performed by strategic, key and global account managers (SAMs) and their teams within a disciplined core process (referred to in this research as a Strategic Selling Process), and the Key Performance Indicators (KPIs) that establish the milestones and metrics to monitor progressive accomplishments.

In as much as KPIs serve to encourage specific behaviors, actions and activities, our study hypothesizes that SAMs having KPIs that are closely related and relevant to their firm’s Strategic Selling Process have a more positive impact on their overall effectiveness than SAMs who do not have KPIs aligned to their Process.

Complicating this hypothesis, however, is the question of whether a firm’s Strategic Selling Process is actually a strategic account management process or, in fact, is closer to a sales process. Generally, a sales process is known to lead to product sales performance for the company only, rather than the broader mutual value pursued within a strategic customer-supplier relationship.

This study aims to understand how supplier firms’ current utilization of KPIs for Strategic Account Managers aligns to their strategic selling process and impacts SAM effectiveness and strategic account performance.

Report is 49 pages.

Author(s): SAMA Research

Publication Date: 4/9/2018

Resource Type: Research

Subject Tags: Metrics - Program / Account

Price: Non-Member - $500.00 | Individual Member - $300.00 | Corporate Member - $200.00

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Changing the conversation from price to value with a consumable killer technique: Multiple solution options

Even the most experienced SAM has trouble selling value then avoiding the price negotiation trap. We've all been there; the customer asks us for a proposal and our longstanding response of delivering that one proposal sabotages our best efforts. We unwittingly set the customer up for a take-it-or-leave-it response and a guaranteed focus toward price. If we are serious about changing the conversation from price to value, we must sell solutions and negotiate solutions. Multiple Solution Options are a simple, yet essential technique to course correcting. Some of the most seasoned SAMs may respond; "But we DO offer our customers options!" While that may be true at first blush, our 21 years of research and practical experience tells a different story. We believe most organizations fall short of a systematic and well-scripted approach to offering compelling options that skillfully organize the customer's thinking for them. Options that paint possibilities and articulate shared risk scenarios for your customer and you. Now that's the mark of a trusted advisor. This (1) hour session will provide empirical research, and street level examples, for how best to package and present your value using this technique. Participants will take away best practices for creating and presenting thought provoking options that will speed the negotiation and turn in improved financial outcomes.

Author(s): Carrie Welles; Partner, Think! Inc.

Publication Date: 3/23/2018

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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Transforming Your Outcomes by Transforming Your Messaging

The Problem There remains an evident and troubling gap between the quality of companies' solutions and the quality of the messaging built around those solutions. Even when the dreaded PowerPoint slide deck isn't in view (and it still too often is), messaging typically remains confusing, too detailed, too sender-oriented, too focused on "how it works" and insufficiently focused on "why you should care." The Solution The solution to this persistent problem is as fascinating as it is effective. Messaging can be transformed, and the key lies in the customer's brain. The human brain wants and needs to consume information in a certain way. When we finally abandon old habits and embrace a proven, scientifically-based model for communication, breakthrough success is possible. Messaging becomes simpler, crisper and cleaner - and significantly more compelling and customer-centric. In this webinar, Tim will unpack precisely why and how you can achieve a new level of success with your Strategic Accounts messaging.

Author(s): Tim Pollard; CEO, Oratium

Publication Date: 2/15/2018

Resource Type: Webinar

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Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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IBM's Strategic Account Plan Program Transformation Story: Utilizing Watson Analytics to identify insights for long term growth

IBM Strategic Account Planning (ISAP) is an innovative client management program focused on the development and management of long-term, collaborative growth strategies for IBM Client teams. The purpose of the program is to bring together a unified cross-business unit IBM team to develop a multi-year, iterative account strategy with a focus on understanding the client's goals, developing IBM initiatives and solutions to support these client goals with actionable plans. In July of 2016, the IBM team embarked on a transformation of the account planning program. The first phase of the transformation began with a shift in program focus from an internal IBM planning process to an external client focused strategy program. A new account plan workshop process was rolled out incorporating principles of IBM Design Thinking and teaming to change how account teams think about strategic 2-3 year opportunities with clients aligned to the client goals. The new workshop promotes cross-team collaboration and building robust stakeholder management strategies. Enhancements were made to the account plan application including customizable, real-time client news feeds, daily feeds to the opportunity management system data and a strategy summary view. The key to a successful client management program is having visibility to seeing long term strategic initiatives morph into tactical opportunities in the downstream opportunity management system which is one of IBM's key measures of success. Recently, the IBM team launched Watson Analytics dashboards which provide data insights on account plans for each geography and industry leader. The data insights support driving revenue growth for IBM by identifying aggregated client plan data on goals, industry solutions, strategic imperatives and market dynamics. The transformed ISAP program has become the essential client management system bringing value and driving insights to drive IBM growth with clients.

Author(s): Carolyn Lese, Global Program Leader, Strategic Account Planning, IBM Global Markets, Strategy and Solutions

Publication Date: 2/8/2018

Resource Type: Webinar

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Velocity Issue 1 , 2018 - table of contents

A listing of articles and the page numbers where they can be found

Author(s): NULL

Publication Date: 1/24/2018

Resource Type: Velocity magazine

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Velocity Issue 1 , 2018 - board of directors

A listing of SAMA's board of directors, corporate members and Velocity staff

Author(s): NULL

Publication Date: 1/24/2018

Resource Type: Velocity magazine

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Editor's Corner

A preview of articles contained in the issue

Author(s): Gloria Naurocki, associate editor, SAMA

Publication Date: 1/24/2018

Resource Type: Velocity magazine

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Quick Takes: Crazy Idea or Game Changer?

To companies embracing experimentation (fail fast), the authors offer four strategies to choose among options for testing.

Author(s): Chris Brahm and Elizabeth Spaulding, Bain Brief, Nov. 1, 2017, Bain & Company, bain.com

Publication Date: 1/24/2018

Resource Type: Velocity magazine

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Quick Takes: Innovation Process

The authors encourage organizations to adopt a formal innovation pipeline process that is self-regulating and evidence-based.

Author(s): Steve Blank and Pete Newell, hbr.org, Sept. 11, 2017

Publication Date: 1/24/2018

Resource Type: Velocity magazine

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Data Watch: Get inside the mind of your target buyer

Infographics of some of the research, sponsored by DiscoverOrg, of Steve W. Martin, on buyer behavior.

Author(s): Steve W. Martin, , researcher, instructor, author, and consultant

Publication Date: 1/24/2018

Resource Type: Velocity magazine

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