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Page 3 of 65

Editor's Corner - Velocity Issue 3 , 2017

A preview of articles contained in the issue

Author(s): Gloria Naurocki

Publication Date: 9/13/2017

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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Quick Takes: Two simple concepts for thinking about the future

The author of the book 63 Innovation Nuggets describes two easily understandable innovation ideas.

Author(s): George E.L. Barbee, strategy+ business, June 6, 2017

Publication Date: 9/13/2017

Resource Type: Velocity magazine

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Quick Takes: The analytics of sales time well spent

By combining quantitative insights with qualitative observations, factors that explained the difference between the best sales performers and average ones were identified.

Author(s): Jonathan Frick and Mark Kovac, Bain Brief, April 12, 2017, Bain & Company, bain.com

Publication Date: 9/13/2017

Resource Type: Velocity magazine

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Data Watch: Six reasons salepeople win or lose a sale

Infographics of Some of the research, sponsored by DiscoverOrg, of Steve W. Martin, on how making buying decisions differs by department and by industry.

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

Publication Date: 9/13/2017

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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Building an effective leadership structure to drive a successful customer-centric SAM program: A DHL success story

The article highlights the Excellence Award-winning strategic realignment of CSI’s leadership structure which led to better internal and external communication and a significantly improved, consistent customer experience.

Author(s): Matthias Heutger, SVP strategy, marketing & innovation, DHL Customer Solutions & Innovation; Ralf Nowak, senior expert performance management, DHL Customer Solutions & Innovation

Publication Date: 9/13/2017

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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Procurement's transformational journey: A view from the other side

Procurement’s long-term survival is dependent on it developing beyond its traditional “cost-savings enabler” role, which has implications for the sell side.

Author(s): Pat Mitchell, president, P. D. Mitchell, Inc. and sr. advisor, McKinsey & Company

Publication Date: 9/13/2017

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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Rebalance buyer/supplier negotiations

When suppliers follow a prescribed deal-readiness process that mimics buyers’ strategic sourcing process involving months of planning, analysis and coordination, they can increase win rates, add top-line and bottom-line growth and gain insights into their commercial execution capability.

Author(s): Brad Zechman, partner and co-founder, Chapel Row Partners

Publication Date: 9/13/2017

Resource Type: Velocity magazine

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When challenging the customer backfires

The authors' research on determining the best messaging approach to communicate a price increase is described and a practical messaging framework to use in renewal and price increase conversations is provided.

Author(s): Nick Lee, professor of marketing at the Warwick Business School, and Tim Riesterer, chief strategy and research officer, Corporate Visions

Publication Date: 9/13/2017

Resource Type: Velocity magazine

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B2B sales growth: Anemic

The authors contend that to combat anemic growth, many B2B companies have turned to mergers and acquisitions (M&A). They recommend that to drive organic growth, B2B businesses instead need to move to an analytics-based sales approach,

Author(s):

Publication Date: 9/13/2017

Resource Type: Velocity magazine

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How to assess the impact of corporate M&A initiatives on key accounts and SAM programs

To increase the probability of M&A programs meeting expectations,the author advises a more granular analyses on the individual account level.

Author(s): Christian Maurer, principal, Ultimate Sales Executive Resource

Publication Date: 9/13/2017

Resource Type: Velocity magazine

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Financial smarts for $ams: From painful to powerful

The authors note that “financial smarts means being able to have a business conversation, not prepare financial statements.” They present a model that makes it easier to understand and use financial language and a checklist that identifies 11 possible ways within four groupings to improve financial performance

Author(s): Mark Robilliard, co-founder & CEO Americas, Color Accounting International and Gary Peacock and Stephen Kozicki of Gordian Business

Publication Date: 9/13/2017

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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To Challenge or Not To Challenge? Matching Your Message to the Buying Moment

Challenging the buyer is an effective "outsider" approach for new customer acquisition, when you need to defeat the status quo and convince prospects to change. But it doesn't hold up when you're the insider and trying to retain your customers and expand your relationships profitably - and there's research to prove it. Join Tim Riesterer, co-author of The Three Value Conversations, as he explores what it takes to tell the most effective story when you're the incumbent and you need to keep your customers and maximize long-term account value. You'll discover tested and proven messaging frameworks - supported by original academic research - to help you: - Secure a higher rate of customer renewals ("why stay?") - Convince existing customer to pay more for your solutions ("why pay?")

Author(s): Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc.

Publication Date: 9/8/2017

Resource Type: Webinar

Subject Tags:

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

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Building Competitive Advantage through Creative Thinking

This webinar will provide an overview of the creative thinking process. A number of creative thinking techniques and processes will be explored and applied to Strategic Account Management. Increasingly, strategic accounts managers need to lead their strategic customers in innovation, creative problem identification, creative problem-solving, and creative opportunity scans. Examples of this process will be given to illustrate how a SAM can drive this process for their key customers.

Author(s): Dr. Mick Carroll, President and Founder of BetterThink, LLC; A.J. Novak Chief Revenue Officer, OnePlus Systems

Publication Date: 8/22/2017

Resource Type: Webinar

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

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How to Elevate your SAM Program's Performance with a Coaching Culture

Many SAM programs are turning in suboptimal performance, and many are in danger of having the plug pulled on them because of their expense to the bottom line. But most leaders of their SAM programs do not realize that there is both an easy and fast fix to dramatically elevate their performance to new levels of revenue generation. A healthy and vibrant coaching culture could "save the day." But just any "coaching" will not do. It has to be a science-driven coaching. SAMA and Revenue Storm are partnering to provide you a webinar on how to do just that!

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

Publication Date: 7/14/2017

Resource Type: Webinar

Subject Tags:

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

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Enabling the SAM to become an effective ecosystem captain

The digital tsunami is having a tremendous impact on how strategic suppliers manage, nurture and sustain their most critical customer relationships. The ubiquity of data creates new opportunities, changing the nature of business problems that can be solved by strategic suppliers and unlocking opportunities to create more business value for both customer and supplier. It also is forcing SAMs to learn to become "ecosystem captains" by engaging many more stakeholders in the customer value chain. Using two business cases, attendees will learn: - Which customer engagement models are best suited to capitalize on the digitalization of the customer value chain, leading to trusted advisor status - How to map the most relevant ecosystem leading to true co-created business value - How these trends impact the traits and competencies of the SAM of tomorrow and how to select, train and enable the right talent to do the job

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

Publication Date: 6/22/2017

Resource Type: Webinar

Subject Tags:

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

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What it means to be Customer-Centric

A guide to understanding what is customer-centricity, why it's important, how to become customer-centric and the benefits that result. Includes examples from companies which are creating dramatic changes,

Author(s): SAMA

Publication Date: 6/1/2017

Resource Type: White paper/article

Subject Tags: Critical Success Factors for Strategic Accounts;Internal Alignment

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

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2017 Report on Strategic Account Management Compensation Practices

The 2017 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. The findings establish benchmarks and track trends for: job profiles; responsibilities and job scope; 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; and, compensation practices most highly correlated with pay satisfaction.

Survey participants each receive a free copy of the report. Corporate member companies of SAMA that participated in the survey also receive free access, upon request. Contact membership@strategicaccounts.org if you're unsure whether your company participated.

Author(s): SAMA

Publication Date: 6/1/2017

Resource Type: Research

Subject Tags: Compensation

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

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Quick Takes: Execution Is a People Problem, Not a Strategy Problem

While it’s difficult to come up with a smart strategy, it's exponentially harder to get people to execute on that strategy. The main problem is not a lack of strategic thinking but a lack of strategic action.

Author(s): Peter Bregman - hbr.org Jan. 4, 2017

Publication Date: 6/1/2017

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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Quick Takes: Unearthing the Hidden Treasure of Procurement

Recent research by Bain & Company makes a case for procurement to both buy better through streamlining suppliers and to spend better through focusing not just on cost.

Author(s): David Schannon, Sam Thakarar, Klaus Neuhaus and Raymond Tsang, Bain Brief, October 12, 2016

Publication Date: 6/1/2017

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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Quick Takes: What So Many Strategists Get Wrong About Digital Disruption

The author cautions on four common misconceptions about how digital disruption will happen.

Author(s): Freek Vermeulen, hbr.org, Jan. 3, 2017

Publication Date: 6/1/2017

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: Many Sectors Failing to Capture Value from Data

There has been uneven progress in capturing value from data and analytics.

Author(s): McKinsey & Co.

Publication Date: 6/1/2017

Resource Type: Velocity magazine

Subject Tags:

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

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Value Innovation within the Supply Chain: A Rousing Success Story

The authors share their Excellence Award-winning journey in creating an ecosystem that more than doubled overall revenue in three years and consolidated and extended a key customer relationship.

Author(s): By Pascal Kemps , Global Sales Director Passenger Vehicles , DHL Customer Solutions & Innovation and Ralf Nowak Senior Expert, Performance Management DHL Customer Solutions & Innovation

Publication Date: 6/1/2017

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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Nalco Water’s Execution of a Successful Value Negotiation Plan

The author shares Nalco Water's experience in co-creating, with Microsoft, digital platforms for water management, resulting in more than $7 million in reduced annual operating costs and business risk for one of Microsoft’s data centers.

Author(s): By James Mattson Associate Vice President, Corporate Accounts Nalco Water, an Ecolab Company

Publication Date: 6/1/2017

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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Building a Successful SAM Program from Scratch at Adobe

Excellence Award winner Adobe shares its journey in transitioning to a SAM program that has consistently posted record annual sales, account expansion and customer satisfaction scores.

Author(s): Robin Tobin, Head of Strategic Accounts Marketing, North America Adobe

Publication Date: 6/1/2017

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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Successful Implementation of Value Innovation within the Supply Chain

The authors share 3M’s methodology for engaging with value chain stakeholders, and describe a successful application of this methodology that resulted in a dou­bling of pipeline opportunities and four joint projects.

Author(s): Zine Moufakir Global Sales Talent Development, Corporate Marketing-Sales 3M and Kourosh Motalebi Senior Strategic Business Leader 3M International Operations

Publication Date: 6/1/2017

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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Page 3 of 65