Resource Search

Keyword Search:
(looking in Title, Author, and Description)

Resource Type:

Free Resources:


Results: 1509

Page 10 of 61

Managing common challenges in negotiating with Procurement

Null

Author(s): David Chapnick, senior consultant, Vantage Partners; Michael Kalikow, senior consultant, Vantage Partners; Liz Rayer, partner, Vantage Partners

Publication Date: 6/8/2015

Resource Type: Velocity magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


The keys to effective strategic account planning: Key 9: Implement performance metrics to measure and track SAM execution

Null

Author(s): Steve Andersen, president and founder, Performance Methods Inc.

Publication Date: 6/8/2015

Resource Type: Velocity magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Velocity Issue 1, 2015

Null

Author(s):

Publication Date: 6/8/2015

Resource Type: Velocity magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Wins and losses: How and why companies lose strategic accounts

Null

Author(s): Rick Reynolds, co-founder and CEO, AskForensics

Publication Date: 6/8/2015

Resource Type: Velocity magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


On-Demand Webinar: Why strategic accounts? Making the case for Strategic Account Management

Flat growth in developed economies, growth in emerging economies, consolidation, globalization, commoditization, and increased competition everywhere. This is, unfortunately, the new normal. Fortunately, strategic account management offers a very effective response. In this 60-minute webinar, you will learn how to: - Co-create superior organic growth - Build and sustain customer loyalty - Turn a focus to value instead of just price - Build sustained profitability We'll break out the webinar into a 45-minute discussion including best-practice examples from world-class companies and conclude with a 15-minute Q&A.

Author(s): Bernard Quancard, CEO and president, SAMA; Rosemary Heneghan, Director, International Sales Organization, IBM Corporation

Publication Date: 6/8/2015

Resource Type: Webinar

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


On-Demand Webinar: Using SAM to Help a Small Company Grow Globally

Starting a SAM/GAM/KAM program from scratch is no easy task. As vice president of strategic accounts for MCI, a global meetings, events and engagement-solutions leader, Dev Sharma knows the challenges all too well. In this webinar, he'll share his hard-earned insights - what worked as well as what didn't - as the chief architect of his company's SAM program. Issues Sharma will discuss include: creating and nurturing executive buy-in choosing the right SAM model balancing global vs. local priorities how to find the right talent how many accounts…and which ones? measuring success When MCI began its SAM journey 10 years ago, it was a niche player with fewer than 300 employees working out of eight offices in western Europe. Fast forward to the present day, and MCI has more than quintupled its workforce, spread its footprint to six continents and seen double-digit year-over-year grow

Author(s): Dev Sharma, Vice President, Strategic Account Management, MCI

Publication Date: 6/8/2015

Resource Type: Webinar

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


On-Demand Webinar: Getting to Deep Insights that Delight Your Strategic Accounts

Join FirstRain's Daniela Barbosa and Cisco's Alvin Lowery for an instructive discussion around customer co-discovery and getting to deep insights that will delight your strategic accounts on a daily basis. Trying to understand every aspect of your customer's business is not a simple task, but more and more customers will demand that you have deep insights into the trends and implications impacting their businesses and industries so you can help them solve real business problems. Today data is being produced at a 50 percent growth rate, and there is simply no effective way for strategic account managers to understand the real-time changes impacting their customers' businesses unless they start to look at their customers' worlds through a very personalized lens. During this webinar, the speakers will dissect real insights that drive revenue for companies, and you will learn how to be alerted to both the things strategic account managers need to know as well as what they didn't know they needed to know - that element of delight for both strategic account managers and their customers. Key learnings include: • Strategies to identify insights into the trends and implications that drive revenue • Best practices to transform your SAMs into experts on their customers' businesses and industries • Effective ways for SAMs to understand the real-time changes impacting their customers' businesses

Author(s): Daniela Barbosa, Vice President of Marketing and Alliances, First Rain; Alvin Lowery, Senior Mgr., Sales Operations Enterprise, Cisco Systems

Publication Date: 6/8/2015

Resource Type: Webinar

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


On-Demand Webinar: How and when to form a Strategic Alliance Partnership

Despite fears of loss-of-control or lost budget dollars, a Strategic Alliance is often a critical part of your value proposition to your best customers. Partnerships allow you to strengthen your presence even further in strategic accounts and the marketplace as a whole. However, they require common long-term vision between alliance partners to succeed. Frequent SAMA presenter LaVon Koerner of Revenue Storm and Mike Leonetti, President and CEO of the Association of Strategic Alliance Professionals (ASAP), have joined forces to share a process for creating and executing on a long-term vision that will vastly improve the chances of success for these joint ventures. Forming a partnership should be a tactic of first choice, instead of a last resort. Participants attending this webinar will leave with an understanding of how to: Shop for the right partner Determine philosophical alignment

Author(s): LaVon Koerner, Chief Revenue Officer, Revenue Storm; Mike Leonetti, CEO, ASAP

Publication Date: 6/8/2015

Resource Type: Webinar

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


On-Demand Webinar: Ridiculous Creativity (use power of creativity to drive growth and exceed client expectations)

Have you ever felt like you've been successful, that you've done what you needed to do with your accounts, but that you've hit a plateau that will require you to expend extra effort to get to the next level? Everyone hits plateaus from time to time. It's what you do to blast through them that can make all the difference. Mo Bunnell, founder and president of Bunnell Idea Group, will reveal a powerful six-step strategic planning methodology that will help you develop a game-changing strategy to take your account management to the next level. This high-energy webinar will focus on aligning high-level strategy with in-the-trenches habits to create sustainable, ongoing success in growing a portfolio of business. You'll learn how to use Bunnell's methodologies to blast through plateaus, drive growth, exceed client expectations and move to a growth orientation that adds a lot more value to you

Author(s): Katie Kennedy, Mo Bunnell

Publication Date: 6/8/2015

Resource Type: Webinar

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Velocity Issue 2, 2015

Author(s):

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Editor's Corner

Author(s): Nicolas Zimmerman, SAMA

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Quick Takes

Author(s): Nicolas Zimmerman, SAMA

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Data Watch

Author(s):

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Announcing the 2015 SAMA Excellence Awards™ winners

Author(s): Nicolas Zimmerman, SAMA

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Looking ahead: SAMA in 2015 and beyond

Author(s): Bernard Quancard, CEO and and president, SAMA

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Opportunizing your LinkedIn Network

Author(s): JD Gershbein, CEO, Owlish Communications

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Getting Procurement out of the basement

Author(s): Andrew Miller, president, ACM Consulting Inc.

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Total Value Contribution: Speaking the customer's language to drive strategic results

Author(s): Joseph Pinzon, regional vice president for corporate accounts, southern region, Konica Minolta Business Solutions

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


The keys to effective strategic account planning, Key 10: Provide coaching and sponsorship to account teams as needed

Author(s): Steve Andersen, president and founder, Performance Methods Inc.

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


How strategic are your customer relationships? A framework for assessing your account portfolio

Author(s): Laura J. Putnam, consultant, Blue Canyon Associates

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Upskilling GAMs at Schneider Electric

Author(s): Mehdy Bourjolly, performance and talent manager, Schneider Electric

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Relevance: Matter more (book review)

Author(s): Bernard Quancard, CEO and and president, SAMA

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


On-Demand Webinar: How and when to form a Strategic Alliance Partnership

Despite fears of loss-of-control or lost budget dollars, a Strategic Alliance is often a critical part of your value proposition to your best customers. Partnerships allow you to strengthen your presence even further in strategic accounts and the marketplace as a whole. However, they require common long-term vision between alliance partners to succeed. Frequent SAMA presenter LaVon Koerner of Revenue Storm and Mike Leonetti, President and CEO of the Association of Strategic Alliance Professionals (ASAP), have joined forces to share a process for creating and executing on a long-term vision that will vastly improve the chances of success for these joint ventures. Forming a partnership should be a tactic of first choice, instead of a last resort. Participants attending this webinar will leave with an understanding of how to: Shop for the right partner Determine philosophical alignment in the partnership Establish the basis for a partnership Build a communication strategy for sustaining a healthy relationship Create an unmatchable value proposition for the partnership

Author(s): LaVon Koerner; Mike Leonetti, CSAP

Publication Date: 3/26/2015

Resource Type: Webinar

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


1. Strategic Account Management in Healthcare – A Long But Profitable Road to Success

The healthcare industry has for many years relied on product alone to drive preference. As economic pressures have mounted on the industry and the pipeline for meaningful product differentiation has slowed, account management capabilities have become imperative to profitability. This presentation will focus on the practical realities of building a strategic account organization where no heritage or precedent exists. The presenters will focus on learnings across companies in the medtech industry both in the US and globally, to discuss the unique challenges and practical solutions to overcoming them in a presentation useful to industry insiders and outsiders alike.

Author(s): Brian Chapman, Partner, ZS Associates; Ivan Tornos, Vice-President & General Manager, Bard

Publication Date: 3/16/2015

Resource Type: Presentation handout

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


10. Managing sales in an international matrix organization with conflicting sales channels

This presentation focuses on the specific challenges of global sales management in a complex matrix structure with different stakeholders and local requirements. Guarav Mishra, Ottobock's Vice President of Global Sales, highlights the solutions and approaches to take to overcome the complexities of matrix organization structure and conflicting global sales channels in different countries. Executing a sales strategy in a complex sales organization faces further challenges, which can be solved by global coordination relying on well-structured internal communication tools and reporting. In the end, complexity of global sales has to be counterweighted by smart approaches to accountability, as Gaurav Mishra will point out

Author(s): Gaurav Mishra, Vice President Global Sales, Ottobock

Publication Date: 3/16/2015

Resource Type: Presentation handout

Subject Tags:

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

Register or Log in to purchase resources or add them to your 'My Folder'.


Page 10 of 61