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Page 10 of 62

39. The Value of Pricing Discipline: An Inside Look at the Impact of Discounts and Pricing Exceptions

Salespeople often encounter difficulty closing a deal with customers due to a legacy of having made frequent discounts off their list or """"standard"""" price. The cycle plays out over and over again... if a supplier refuses the pricing exception, or tries to hold the line, the customer threatens to go to the competition – then the supplier caves and gives the price concession (and rewards their toughest, hard-to-work-with customers with the best pricing!). Sales managers have (an understandable) fear of losing customers, especially those they have had for a long time and had to fight hard to win in the first place. The easier choice often seems to be to grant the exception and land the deal, keep the customer, and hope to hold the line the next time. But, do pricing exceptions only impact the negotiation at hand and short-term margins, or do the ramifications go much deeper? Attend this session to understand the depth and prevalence of pricing exceptions and how companies manage them, the impact that pricing exceptions have on Average Selling Price (ASP) / Average Order Value (AOV), what drives companies to grant price discounts and the real implications of granting them, and strategies you can use to begin to reverse the course of a legacy of offering frequent price discounts.

Author(s): David Chapnick, Senior Consultant, Vantage Partners

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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40. Laozi and Transformation Toward a Customer-Centric Organization

Transforming the culture of an organization is never an easy task and is often viewed as a journey. Like all journeys, it begins with the first step. The presentation and discussion will focus on how one organization is moving from an internal focused P&L culture, to one of increased outward awareness, and ultimately toward a customer-centric culture that leads to improved P&L performance.

Author(s): Blair Child, Regional District Manager, Whirlpool Corporation; William Eisele, Strategic Account Manager, Penske Logistics; John Parillo, Director of Enterprise Accounts, Penske Logistics

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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SAMA 2015 Academic Forum for Practitioners (Annual Conference)

The SAMA Academic Forum is intended to spark animated dialogue over shared interests between current academic research in strategic account management and the connections to the practical challenges and objectives of our SAM community, resulting in more thought-provoking insights and next-level ideas to put into practice. This year the panel will consist of Dr. Noel Capon, R.C. Kopf Professor of International Marketing at Columbia University, Dr. Douglas Lambert, Director of the Global Supply Chain Forum at Ohio State University, and practitioners from SKF. The discussion will focus on Strategic Value Co-Creation, and include presentations on strategic customer value, formalized processes to create strategic customer value, and the application to the SAM community. During the forum attendees are invited to offer feedback and propose new topics for future research. We encourage your participation in whatever role or capacity you support your company's strategic/global accounts endeavors.

Author(s): Noel Capon, R.C. Kopf Professor of International Marketing, Columbia University, Columbia Business School; Corrado Cesti, Head of Heavy Industries, SKF; Douglas Lambert, Raymond E. Mason Chair in Transportation and Logistics; Professor of Marketing & Logistics; Director, The Global Supply Chain Forum, The Ohio State University, Fisher College of Business; Vartan Vartanian, Special Advisor to SKF CEO, SKF

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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Keynote: Journey to C Level Support

Getting C-level executive sponsorship on the journey to becoming a customer-centric organization, creating a SAM culture and establishing the new corporate alignment can be challenging. How to sell and create buy-in, and maintain the ongoing support from leadership is critical. Dominique will share her experiences establishing a strategic account management initiative, starting the journey to C-level executive sponsorship, keeping the passion going and advancing to create the strategic corporate culture.

Author(s): Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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nExtchange: Total Value Contribution: Speaking the customer's language drives strategic results

Speaking the customer's language drives strategic results!: The word value takes on different meanings depending on the lens through which we view it. In the world of strategic account management there is a clear benefit to narrowing that view to specific areas, which ultimately results in total customer value creation. Joseph Pinzon discusses how value creation enables strategic organizations to represent themselves differently -- and, in “showing up” differently, how it changes the entire strategic account management process in terms of how we engage with strategic sourcing and procurement.

Author(s): Joseph Pinzon, Vice President of Enterprise Accounts, Konica Minolta Business Solutions

Publication Date: 6/8/2015

Resource Type: Presentation handout

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

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nExtchange: Living Your Story

Tim Riesterer discusses the meaning of Living the Story and your role as a storyteller in your company. You’ll encounter “non-believers” – people who aren’t bought into your story – and your job is to beat back the non-believers. We must change non-believers into believers by leading them to “a change of heart,” which comes about by making prospects see the change – the visual and emotional story – and then making them feel the change. He reminds us that living the story is hard, that non-believers are everywhere and it takes persistence, diligence, discipline, a special regiment, and special effort to change the heart of customers.

Author(s): Tim Riesterer, Chief Strategy & Marketing Officer at Corporate Visions

Publication Date: 6/8/2015

Resource Type: Presentation handout

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

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SAMA Annual Conference Keynote Address: Thomas Hurlimann

In a world where risk and complexity are growing faster than the global economy, and in an industry where for over 300 years everything has been centered around products, Zurich Insurance is transforming to put the customer at the center of everything it does. Thomas Hürlimann, CEO of Zurich Global Corporate will share how he personally leads this strategic transformation in the corporate business at Zurich. He will highlight the challenges, the mistakes and also the successes that he experiences every day.

Author(s): Thomas Hürlimann, CEO, Global Corporate, Zurich Insurance Company Ltd.

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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SAMA Annual Conference Keynote Address: Dominique Cote

Getting C-level executive sponsorship on the journey to becoming a customer-centric organization, creating a SAM culture and establishing the new corporate alignment can be challenging. How to sell and create buy-in, and maintain the ongoing support from leadership is critical. Dominique will share her experiences establishing a strategic account management initiative, starting the journey to C-level executive sponsorship, keeping the passion going and advancing to create the strategic corporate culture.

Author(s): Dominique Côté, Executive Director, Commercial Operations and Excellence , Zoetis

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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Customer Types in Real World Account Management

SAMA and the University of Mannheim, Germany partnered on a research project to test a universal framework for B2B companies to perform an initial segmentation of their important customers. Even when it comes to a supplier's most important customers, the types of relationships that exist are quite diverse. Over the years, company practitioners and experts have developed various systems to differentiate between the different types of accounts within a customer portfolio, in order to identify appropriate and effective management models. The study results shed light on the implications for supplier decision-making on strategy, cost-models, levels of investment, extent of senior management involvement in account relationships, talent assignments and more. Thank you to alll of the participants which made this research possible!

Author(s): Dr. Florian Kraus, Professor of Marketing, University of Mannheim; Ann Kristin Schmitt, PhD Candidate, University of Mannheim; Andreas Grawe, PhD Candidate, University of Mannheim; Elisabeth Cornell, Research General Manager, Strategic Account Management Association; Bernard Quancard, CEO, Strategic Account Management Association

Publication Date: 6/8/2015

Resource Type: Research

Subject Tags:

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

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2015 Report on Strategic Account Management Compensation Practices

The 2015 survey of national, strategic and global account managers and directors of strategic account management programs sheds light on how companies compensate and reward these roles. Survey participants each receive a free copy of the report. Corporate members of SAMA that participated in the survey also receive free access. (A corporate member should contact SAMA if the member is unsure whether its company participated.) The findings establish benchmarks and track trends for: Profiles, responsibilities and job scopes SAM program practices Market compensation levels and incentive mixes Pay plan types, structures, components and metrics Performance measurements and sales crediting practices Frequency of performance measurements and payouts Compensation practices most highly correlated with pay satisfaction

Author(s): Strategic Account Management Association and ZS Associates Inc.

Publication Date: 6/8/2015

Resource Type: Research

Subject Tags:

Price: Non-Member - $600.00 | Individual Member - $400.00 | Corporate Member - $300.00

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Announcing the 2015 SAMA Excellence Awards™ winners

Author(s): Nicolas Zimmerman, Editor, SAMA

Publication Date: 6/8/2015

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

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Publication Date: 6/8/2015

Resource Type: Velocity magazine

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Getting Procurement out of the basement

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

Publication Date: 6/8/2015

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

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

Publication Date: 6/8/2015

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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Looking ahead: SAMA in 2015 and beyond

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

Publication Date: 6/8/2015

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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Opportunizing your LinkedIn Network

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

Publication Date: 6/8/2015

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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Relevance: Matter more (book review)

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

Publication Date: 6/8/2015

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

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

Publication Date: 6/8/2015

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

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

Publication Date: 6/8/2015

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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Upskilling GAMs at Schneider Electric

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

Publication Date: 6/8/2015

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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Velocity Issue 2, 2015

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Publication Date: 6/8/2015

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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A different approach to winning add-on business and retaining accounts: Helping

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Author(s): Mo Bunnell, founder and CEO, Bunnell Idea Group

Publication Date: 6/8/2015

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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Account plan execution: An award-winning case study

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Author(s): Lisa Roy, vice president and general manager for Systems, Services & Solutions (South), Johnson Controls Inc.

Publication Date: 6/8/2015

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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Getting closer to customers: How the DHL executive sponsorship program impacts relationships with strategic accounts

SAMA President & CEO Bernard Quancard talks with DHL Chief Commercial Officer William F. Meahl, who discusses his company's "Strategy 2015" initiative and the inherent complexity of living up to DHL's motto, "Excellence. Simply delivered."

Author(s): William F. Meahl, Chief Commercial Officer, DHL

Publication Date: 6/8/2015

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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Managing common challenges in negotiating with Procurement

The influence, control and sophistication of procurement organizations over their companies’ buying processes have been increasing exponentially for years. Whether companies are selling commodity products, new technologies or highly differentiated professional services, sales professionals consistently report that the rise of Procurement has contributed to making their sales more difficult, time consuming and complex. Further, as Procurement has been elevated in importance, end users have been moved farther and farther away from the sale itself.

As salespeople come to terms with this evolving selling paradigm, they are forced to address different challenges from Procurement that will only become more common and pronounced with time.

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

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Page 10 of 62