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Leveraging Your SAMA Individual Membership

On January 25, 2017, SAMA held a short webinar on how to navigate individual membership. Topics covered include, SAMA and our community, what resources are available to you, how to access your online member portal , who are the SAMA Membership staff and how to contact us. This webinar also includes a listing of the 2017 events and trainings.

Author(s): SAMA Membership

Publication Date: 1/25/2017

Resource Type: Presentation handout

Subject Tags: Other

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

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Value First Then Price - Quantifying Value in Business to Business Markets from both a buyer and sellers perspective

Strategic Account Managers are at the forefront of their organizations of price realization. Value selling and Value-based pricing, pricing a product according to its value to the customer rather than its cost to produce is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasizing its superiority against competitors and therefore justifying the premium price. This webinar proposes a quantitative methodology to value pricing that has been road-tested through a wide variety of real-life industrial cases. Todd Snelgrove and Andreas Hinterhuber will present a best practice overview of how leading companies quantify and document value to customers. In doing so, they will provide strategic account managers with the best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers.

Author(s): Todd Snelgrove, Global Value Merchant, Former Global Vice President of Value - SKF; Andreas Hinterhuber, Partner, Hinterhuber & Partners

Publication Date: 1/19/2017

Resource Type: Webinar

Subject Tags:

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

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The Digitalization Drive: Elevating Strategic Account Management

This SAMA research report explains how digitalization is changing the very logic and practice of strategic account management (SAM) . Digitalization has a profound impact on strategy and business practice across all industries. The increased connectivity provided by digital technologies is creating new forms of collaboration opportunities in ever expanding ecosystems, new ways to monitor and manage the installed asset base, and new channel configurations with new tools to connect and influence decision making and product usage. These changes shake many of the foundations that strategic account management (SAM) is built upon. Fundamental to understanding how SAM and SAM programs should adapt is the realization that changes in SAM practices are driven not only by the emergence of new digital technologies, but rather by the modifications in strategy and business models that digitalization drives. Consequently, SAM programs need to be elevated into an even more strategic role: driving the digitally enabled strategic transformation of both firms and customers. To take on this role SAM needs to be transformed from Strategic Account Management to Strategic Ecosystem Leadership.

Author(s): Kaj Storbacka, Professor, Markets & Strategy, at University of Auckland Business School, Graduate School of Management, and Elisabeth Cornell, Research General Manager, SAMA

Publication Date: 1/6/2017

Resource Type: Research

Subject Tags: Technology - CRM, SFA & Communication Tools

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

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Defining Strategic Account Management

See this snapshot defining what is strategic account management, what is a SAM program and what is a strategic account manager. Included are schematics for SAMA's Key Enablers of SAM Organizations, the Strategic Account Management Process and the Strategic Account Manager Competency Model.

Author(s): SAMA

Publication Date: 12/22/2016

Resource Type: Presentation handout

Subject Tags:

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

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How Top Companies Drive Value with Strategic Accounts

What do the top sales and account management organizations do to drive higher revenue, account growth and major opportunity wins? In this session Mike Schultz and Dave Shaby will share key insights from their new "Top-Performing Sales Organization" and "Top Performance in Strategic Account Management" research reports. You'll learn the surprising results of how companies with different priorities to increase account growth achieve significantly different results. They'll discuss the key components of what the top-performing organizations do differently than the rest and how you can improve to get the best results.

Author(s): Dave Shaby, SVP of Corporate Marketing, Bright Horizons Family Solutions; Mike Schultz, President, RAIN Group

Publication Date: 12/9/2016

Resource Type: Webinar

Subject Tags:

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

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PMI and SAMA Account Planning eBook

Through PMI's engagements with best-in-class organizations, they have designed and developed a methodology for implementing and sustaining strategic account management best practices: The Keys to Effective Strategic Account Planning. This book introduces the reader to a proven methodology and contemporary approach to managing strategic customer relationships.

Author(s): Steve Anderson, President and Founder, PMI

Publication Date: 11/30/2016

Resource Type: White Paper/Article

Subject Tags:

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

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Effective business reviews - engaging in strategic discussions (and staying out of the weeds)

Quarterly business reviews are a practical and effective way to build more strategic and valuable relationships. However, too often they never happen and when they do, agendas often get side-tracked into discussions about short-term issues. This webcast will provide a framework for effective business reviews and will offer valuable tips to help you develop an approach that will help you build more trust, gain more respect, and deliver more value. Topics will include: -- Effective preparation to ensure your time is productive -- Getting the right people involved -- Assembling an agenda that is relevant and strategic -- Using joint scorecards monitor progress -- Managing the details that can derail the meeting -- Securing action and accountability with effective follow up Business reviews are one of the best tools to building trust and credibility. This webcast will help you leverage them effectively.

Author(s): Pat Gibbons, Senior Vice President Marketing, Walker

Publication Date: 11/18/2016

Resource Type: Webinar

Subject Tags:

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

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How do you avoid falling into the commercial coordinator trap?

Strategic account managers, like all of us, tend to fall back on that with which they are most comfortable. Unfortunately, this often means continuing to act as an administrative and commercial coordinator instead of acting like a true SAM. The upstream reason for this is a lack of leadership skills and having an entrepreneurial mindset on the part of the SAM. This session will walk participants through the process of turning SAMs from managers into entrepreneur leaders fully capable of creating, expanding and sustaining a profitable revenue stream for each of their accounts. Doing so will assist them in avoiding the trap of being limited to the role of a commercial coordinator

Author(s): LaVon Koerner, Chief Revenue Officer, Revenue Storm

Publication Date: 10/19/2016

Resource Type: Webinar

Subject Tags:

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

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Benefits of an Executive Sponsorship Program for Strategic Accounts

A brief introduction to Executive Sponsorship and its relevance and benefits for strategic accounts. Includes a link to additional resources on the topic which include best practice presentation handouts from companies having formalized programs for executive sponsorship as well as articles from leading experts.

Author(s): SAMA

Publication Date: 10/4/2016

Resource Type: White paper/article

Subject Tags: Executive Sponsorship

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

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On-Demand Webinar: Developing and Leveraging Strategic Customer Knowledge to Sell Your Value

Selling value is tougher than it's ever been. If we sell value, it is not enough to understand your customer's needs; we have to understand its business. This interactive and application-oriented workshop will focus on effectively gaining the right customer knowledge to help you differentiate yourself, your company and your solutions from your competitors. You will learn how to clearly understand your customer's business in three knowledge areas: business/strategic knowledge, solution/opportunity knowledge and relationship knowledge; quickly gather and analyze publicly available data; gain an inside perspective of your customer; conduct high-impact research meetings; develop relationships that lead to customer knowledge; and identify your unique business value by understanding your customer's business.

Author(s): Mark Shonka, Co-President, IMPAX Corporation; Jim Ellis, Commercial Director, Sensient Technologies

Publication Date: 9/30/2016

Resource Type: Webinar

Subject Tags:

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

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Velocity Issue 3, 2016

Author(s): SAMA

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Editor's Corner

Author(s): Gloria Naurocki

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Quick Takes

Author(s): Editors

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Data Watch

Author(s): ZA Associates; Accenture

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Strategic reflections: Passing the price gauntlet with strategic accounts

The author cautions against discounting too soon or too often, practices that erode trust, and advises defending price with value, including creating tradeoffs in exchange for any discounts.

Author(s): By Dr. Reed K. Holden, Founder, Holden Advisors Speaker/Author

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Built to win: Ecolab's corporate accounts philosophy

This article presents a transcript of a discussion about career paths for SAMs, training for corporate account employees, data management and analysis, the role of the C-level and human resources in corporate accounts, allocating resources and the "virtuous cycle" of the customer-supplier relationship.

Author(s): Ecolab CEO Doug Baker interview with SAMA President and CEO Bernard Quancard

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Leveraging your company’s thought leadership and innovation

The authors advocate sharing with your customers the knowledge, insights and expertise that exists throughout your organization to create value for both your customer and your organization.

Author(s): By Rosemary Heneghan Director, International Sales Organization, IBM, and Ron Davis EVP, Global Customer Management, Zurich Insurance

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Building a SAM program from the ground up at Johnson Controls

Johnson Control's market analysis and voice-of-the-customer assessment of the overall effectiveness of its sales and delivery model resulted in a SAM program that within two years of inception became one of its four strategic growth platforms.

Author(s): By Katrina Lidell, Vice President of Enterprise Accounts, Johnson Controls, and Randy Lewis, Director of Enterprise Accounts, Johnson Controls

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Monetizing customer experience

This article defines customer experience, explains the value of investing in it and presents a framework for measuring its impact on business growth and profitability.

Author(s): By Janet LeBlanc, President, Janet LeBlanc + Associates Inc.

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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On the personal side with Raoul Cyprien Kwetcheu, CSAM

In his correspondence with SAMA’s Research General Manager Elisabeth Cornell, Raoul Cyprien Kwetcheu, CSAM, tells of his passion for the SAM profession and his personal journey to become a certified strategic account manager, the first sub-Saharan African to do so, which has led him to higher levels of opportunity and challenge.

Author(s): Elisabeth Cornell, SAMA Research General Manager

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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Getting To We: Negotiating Agreements for Highly Collaborative Relationships

Harvey Dunham, Managing Director of SAMA Business Development, recommends Getting to We, saying "the authors convinced me that anything less than a sustained effort to establish and document the foundations upon which the (customer-supplier) relationship is built is destined to fall apart prematurely."

Author(s): Harvey Dunham, Managing Director of SAMA Business Development

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

Subject Tags:

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

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On-Demand Webinar: Value Beyond the Sight Line

Discovering your company's impact upon your customer requires an ability to see beyond the direct usage of your products or services. This session will show how one company discovered, quantified and utilized hidden value streams to create deeper and more entrenched relationships that lead to more profit and revenue for both the customer and your own company. The attendees should leave the webinar with ideas and a potential methodology to employ to identify hidden value streams discovered through collaborating with your customers.

Author(s): Bill Moore, Vice President, SKF

Publication Date: 8/30/2016

Resource Type: Webinar

Subject Tags:

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

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On-Demand Webinar: Empower your Customers by Simplifying Account Planning

For Oracle Corporation, a global technology company serving a broad list of customers that includes all 100 of the Fortune list, strategic account management has become a critical part of their success in retaining and growing key client relationships. But for their National Security Group (NSG) which manages the highly regulated, compliance-heavy public and defense sectors, strategic account management brought a unique set of challenges. Join Denise Matalas, VP of Strategic Programs for Oracle NSG, to hear how she and her teams evolved their go-to-market strategy and sales planning processes with technology that drives ongoing, iterative and customer-focused account planning. With the depth of experience in their teams and tight restrictions on sharing knowledge virtually, they found a way to leverage account planning that enables their teams to collaborate and share industry expertise to encourage critical thinking in complex sales cycles. Denise will also discuss the role that executive leadership plays in reinforcing account planning as a discipline and core part of how they achieve trusted advisor status to the United States Intelligence Community.

Author(s): Mark Kopcha, CEO, Revegy; Denise Matalas, VP of Strategic Sales and Marketing Programs, Oracle NSG

Publication Date: 7/14/2016

Resource Type: Webinar

Subject Tags:

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

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Changes and Predictions Affecting Strategic Account Management

SAMA and Walker (an expert consulting firm specializing in customer experience) teamed on a research project that has yielded the SAM practitioner's view of anticipated changes (both real and perceived), either already occurring or expected to occur, that may have an impact on strategic customer management and supplier performance within the next 12-24 months. The study's scope encompassed changes coming variously from the global economy, the SAM practitioner's company, primary industry, top customers' organizations and top customers' industries. Additionally, we were interested to see what sort of predictions (positive and negative) our sample respondents would be willing to make about the future state of their company's SAM practices and their top customers' behaviors. Lastly, we wanted to gauge the SAM practitioners' personal level of confidence and optimism about the future.

Author(s): Strategic Account Management Association and Walker

Publication Date: 7/8/2016

Resource Type: Research

Subject Tags:

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

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On-Demand Webinar: Is it time to rethink segmentation?

In many business-to-business situations, multiple stakeholders within a strategic account organization are involved in making or influencing purchase decisions - each with potentially different needs and buying behaviors. Given that stakeholders are multifaceted, your strategy and value propositions need to be multifaceted as well. This session will address how to determine if your customer is ready for a strategic account management relationship and will demonstrate how you can introduce needs-based segmentation into your major account strategy to identify which value propositions and messages align with which stakeholder and why.

Author(s): Axel J. Leichum, Partner, Blue Canyon Partners

Publication Date: 6/30/2016

Resource Type: Webinar

Subject Tags:

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

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