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Page 3 of 63

Quick Takes: 10 Principles of Customer Strategy, Three Ways to Beat Industry Disrupters at their Own Game, How Acting Like a Politician Can Help You Win More Clients

Author(s): Editor

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: General Business Issues

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

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Data Watch: Harnessing Outsourcing for Greater Innovation

Author(s): Deloitte

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: General Business Issues

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

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Transitioning to SAM at Outotec: An interview with Pertti Korhonen

The then-president and CEO of a major supplier to the mining and metals industry discusses this organization's transition to a SAM program, the role of SAMs and long-term career opportunities available to SAMs.

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

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: SAM 101 - The Basics for Starting a SAM Program

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

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Leading cultural change in SAM

The authors describe their Excellence Award-winning journey from being a product-focused company to a customer-focused organization, the obstacles encountered, the role of executive support in overcoming these and the business results achieved.

Author(s): Valerie Butt, Global Head of Customer, Distribution and Ron Davis, EVP - Global Customer Management, Zurich Commercial Insurance

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: Mature SAM Programs;SAM Program Case Studies

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

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Elevating value creation in the digital economy

The authors discuss how digitalization is changing business models and processes and how SAMs and their organizations need to adapt.

Author(s): Volkhard Bregulla, VP Manufacturing Industry and IoT, Hewlett Packard Enterprises and Hajo Rapp, SVP Siemens One Customer, Siemens

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: Technology - CRM, SFA & Communication Tools;Value Creation / Innovation

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

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Evolving C-suite dynamics

C-suite roles are evolving and new roles are emerging. To remain relevant when dealing with the C-suite, SAMS must expand their comfort zone.

Author(s): Jacques Sciammas, President and Reinhard Bockstette, Senior Executive, Selling to Executives; and Patrick Dancourt, European Procurement Director, Steelcase PLC

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: Executive Suite Issues

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

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From the bottom up: Building a global accounts program at a family-owned pharmaceutical solutions provider

This article provides an example of a successful bottom-up SAM initiative in a family-owned pharmaceutical solutions provider company.

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

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: Global Account Programs

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

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Targeting your value proposition for the relevant executive

Because the real buyer may be found outside the C-suite, this author tells how to identify the relevant executives and develop a corresponding value proposition based upon three components of value.

Author(s): By Stephen J. Bistritz, Ed.D., Sales author, lecturer and Founder, SellXL

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: Skills & Competencies

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

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Book review: Value First, Then Price

SAMA's president and CEO provides a review of Value First Then Price, a compilation of real-world case studies from global industry experts and insights into organizational capabilities and best practices for value quantification in industrial markets, plus tools for value quantification.

Author(s): Bernard Quancard, President & CEO, SAMA

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: Value Creation / Innovation

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

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Leveraging Your SAMA Corporate Membership

On January 25, 2017, SAMA held a short webinar on how to navigate your corporate membership. Topics covered include, SAMA and our community, what resources are available to you, how to access your online member portal and webinars, 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: Webinar

Subject Tags: Other

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

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Leveraging Your SAMA Corporate Membership

On January 25, 2017, SAMA held a short webinar on how to navigate your corporate membership. Topics covered include, SAMA and our community, what resources are available to you, how to access your online member portal and webinars, 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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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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