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54. Emotional Intelligence for SAM success

According to sales experts, lack of emotional intelligence (EI) skills is one of the biggest and overlooked reasons for missed revenue goals. In difficult client or team situations, stress may cause SAMs to adopt unproductive emotions and behaviors. They may miss key concerns, discount prematurely or focus on efficiency at the expense of long-term relationship development. These stress behaviors lead to suboptimal results. EI skills offer an untapped resource for SAMs facing a combination of complex challenges and key account management responsibility while leading cross-functional teams.

Author(s): Bo Golovan, Principal, Strategic Solutions Associates; Jessica Worny Janicki, Professional Certified Coach, JWJ Consulting, LLC; Bernard Souche, Director of Health Systems, Medtronic of Canada

Publication Date: 5/23/2016

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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55. The Agile SAM team- Adapting SCRUM methodology to capture new value co-creation opportunities

As product markets becomes increasingly competitive and commoditised, many large organisations are looking for opportunities to transition their business models from selling products into developing new ‘wrap-around’ service/solutions. For product-centric organisations this is a difficult transition to make due to established organisational structures, incentives and mindsets and for large product-centric companies in particular, adaptation moves very slowly. How can large organisations learn to quickly identify, assess and develop/test new business model opportunities for key strategic customers? We would like to share our experience in using modified “Agile” methodologies developed by the IT/software industry and applied to the management of strategic accounts in our organisation. By adapting a methodology called SCRUM, SAM’s are developing and leading new cross-functional, autonomous, high performing teams that will involve customers and co-create new value. We will describe the SCRUM methodology, roles and modified framework we are using, the learnings from our initial SCRUM team projects and the role of the customer as a critical SCRUM team member. To date we have completed our first SCRUM pilots and have now moved onto 3 new SCRUM projects. Due to the high engagement and fast turnaround features of the SCRUM methodology, we expect to have up to 6 completed projects to present/discuss by the May Conference. Interest within our organisation on this implementation is extremely high and due to its early successes, we are receiving multiple requests to scale to other internal project teams. Early customer interest is also quite strong and we are very encouraged by their willingness to participate.

Author(s): Jamie McLellan, Director Corporate Accounts, South West Region, Medtronic Australia: Ross Forbes, Director Corporate Accounts, Medtronic Australia

Publication Date: 5/23/2016

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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56. Strategic Account Management as a Catalyst for Innovation

Leveraging strategic account management to drive innovation can be rewarding both for the customer and the supplier, and can pave the way for a long-term partnership. It is through a deep understanding of the customer and its challenges that innovation paths can be identified. But such an approach also requires a mindset shift within the suppliers’ organization. The SAM plays a critical role by creating and sustaining an internal momentum focused on the customer – which often leads to breaking silos – and by orchestrating interactions with the customer at the right levels. In this session, Air Liquide will present how it fosters some of its innovation with strategic customers.

Author(s): Hugues Boulnois, Strategic Account Program Coordinator, Air Liquide; Anne-Sophie Lucier, Strategic Customer Director, Air Liquide S.A.

Publication Date: 5/23/2016

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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58. Developing sourcing strategy for value creation: How to source on TCO and value to create a competitive supply chain

Join former Global Chief Purchasing Officer, Bo-Inge Stensson as he discusses how to obtain true value from suppliers and also how to deliver value to stakeholders. Examples will be given from best practice and the SKF journey. He will discuss the concept, tools, and structure, and how you can obtain buy-in from the businesses. Attendees will walk away knowing why companies that have a structured way to buy on value are more profitable than companies that do not.

Author(s): Bo-Inge Stensson, President & Managing Partner (formerly Global Chief Purchasing Officer, SKF), Stensson & Associates AB

Publication Date: 5/23/2016

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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6. You say you want a Collaboration? Implementing Innovation-Focused Customer-Supplier Partnerships

More and more, forward-thinking organizations are looking for Strategic Account Managers to drive not just revenue from their most important accounts, but to also facilitate joint innovation and joint value creation with the rest of their organizations. However, to collaborate on technical road maps, jointly build new products or services, drive new efficiencies, or even move from “sell to” to “sell with” or “sell through” relationships requires also taking Strategic Account Management to the next level. In this session, Vantage Partners will talk about how the most successful and innovative companies have made this journey including: how to determine which customers to innovate with; key aspects of the customer innovation process including designing and running customer value discovery sessions, (re)launching account governance, and measuring and managing success; overcoming key barriers to customer-driven innovation; and, building the value case for the customer about why it’s important and what’s in it for them. Participants will leave the session with a road map and best practice ideas for how they can drive customer innovation in their own strategic accounts.

Author(s): David Chapnick, Principal, Vantage Partners; Mark Gordon, Partner, Vantage Partners

Publication Date: 5/23/2016

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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7. Good Intentions, Wrong Instincts? 5 New Research Findings That Will Radically Alter How You Sell

Turns out that sellers often have the right intentions, but the wrong instincts when it comes to delivering their sales messages. In this session, three-time author Tim Riesterer will share five of his latest counterintuitive findings – conducted in partnership with Stanford University Professor and persuasion expert, Dr. Zachary Tormala – that challenge the commonly-held belief about supposed sales “best practices.” Attendees will learn secrets behind the science of decision-making as well as how buyers frame value and make choices.

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

Publication Date: 5/23/2016

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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8. 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: 5/23/2016

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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9. Next-Generation Sales - Implementing Precision Guided Selling

Yesterday, sustainable competitive product advantage lived happily alongside annual strategic planning, static customer needs and all the legacy sales-enablement solutions designed for this same world. In today's market, your value shifts constantly, as does your competitors'. Ditto for the needs of your customer. Customers are far smarter about how they buy, and SAMs need specific, customized and actionable data that helps them compete -- and lead the decision -- at every stage of the new buy/sell cycle. In this session, Metaswitch shares best practices, with compelling financial results, in implementing a next-generation selling model, Precision-Guided Selling, that answers this challenge with a framework for guiding customers to make higher-value decisions. Attendees will also see a software technology that houses this knowledge base all in one place and delivers the right data in the right format at the right time.

Author(s): Carrie Welles, Partner, 5600blue; Bruce Hembree, EVP Global Sales, Metaswitch

Publication Date: 5/23/2016

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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Keynote Ecolab’s Corporate Accounts Model: Built to Win

Ecolab loves people – especially sales people – and has built its entire organization around its amazing sales and service team. This $14 billion global growth company has succeeded because its 25,000- strong sales force solves critical customer problems every day -- and continually expands relationships with the company’s biggest customers. Ecolab’s corporate accounts team is central to that growth strategy. They offer a compelling value proposition – the best outcome at the lowest cost, through technology, service, information and training, everywhere customers have operations. Ecolab’s 800+ corporate accounts leaders are focused on specific industry segments and become true experts in the businesses they serve. The whole company lines up behind them. Cross -functional teams and resources are dedicated to supporting their work. Senior leaders put the right accountabilities in place and ensure that success is celebrated and rewarded. It’s no wonder that Ecolab seeks – and gets – the best of the best for its corporate accounts roles.

Author(s): Doug Baker, Jr., Chairman of the Board & CEO, Ecolab

Publication Date: 5/23/2016

Resource Type: Video

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

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Keynote Ecolab’s Corporate Accounts Model: Built to Win

Ecolab loves people – especially sales people – and has built its entire organization around its amazing sales and service team. This $14 billion global growth company has succeeded because its 25,000- strong sales force solves critical customer problems every day -- and continually expands relationships with the company’s biggest customers. Ecolab’s corporate accounts team is central to that growth strategy. They offer a compelling value proposition – the best outcome at the lowest cost, through technology, service, information and training, everywhere customers have operations. Ecolab’s 800+ corporate accounts leaders are focused on specific industry segments and become true experts in the businesses they serve. The whole company lines up behind them. Cross -functional teams and resources are dedicated to supporting their work. Senior leaders put the right accountabilities in place and ensure that success is celebrated and rewarded. It’s no wonder that Ecolab seeks – and gets – the best of the best for its corporate accounts roles.

Author(s): Doug Baker, Jr., Chairman of the Board & CEO, Ecolab

Publication Date: 5/23/2016

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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Keynote Extracting Value!

Outotec is a leading Technology provider to Mining and Metals industry with decades' long history. CEO of Outotec, Pertti Korhonen presents the link between customer relationship management and the unique aspects of business challenges in mining and metals industry where close cooperation between Outotec and its customers is a must to find the best solution for customer's business.

Author(s): Pertti Korhonen, President and CEO, Outotec

Publication Date: 5/23/2016

Resource Type: Video

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

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nEXtchange

Featured thought leaders will discuss future-oriented ideas for you to reflect on as you work to transform strategic account management into a corporate strategy.

Author(s): Janet LeBlanc, President & CEO, Janet LeBlanc + Associates Inc.; Javaid Iqbal, Professor of Customer-Centric Innovation, DePaul University; Patrick Mitchell, Former Chief Procurement Officer, Mars Inc.; Stephan Liozu, Chief Disruption Officer and Assistant Professor of Strategy at Chatham University, Value Innoruption Advisors

Publication Date: 5/23/2016

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

Featured thought leaders will discuss future-oriented ideas for you to reflect on as you work to transform strategic account management into a corporate strategy.

Author(s): Janet LeBlanc, President & CEO, Janet LeBlanc + Associates Inc.; Javaid Iqbal, Professor of Customer-Centric Innovation, DePaul University; Patrick Mitchell, Former Chief Procurement Officer, Mars Inc.; Stephan Liozu, Chief Disruption Officer and Assistant Professor of Strategy at Chatham University, Value Innoruption Advisors

Publication Date: 5/23/2016

Resource Type: Video

Subject Tags:

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

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Academic Forum Decision-making science. How buyers frame value and make choices

Join this unique spin on the SAMA Academic Forum with two of the world’s foremost scholars, Dr. Zakary Tormala and Dr. Margaret Neale, in the area of persuasion and negotiations. Two critical skills every SAM must possess when you ultimately have to go-face-to-face with the many buying influences at your accounts. All of your good planning goes out the window if you don’t execute well in the room, over the web or on the phone with your lips moving. Learn what it takes to generate interest in a new idea by moving someone off of their status quo Understand how to improve the positioning and delivery of your value proposition Find out what the latest negotiations research has to say about creating andcapturing more value in every deal Our speaker’s perspective is different from the many “best practices” research that shows you how to imitate other successful strategic account managers. This work makes you an expert on what moves a buyer to make a change, choose you and do it more profitably.

Author(s): Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc.; Margaret Neale, Adams Distinguished Professor of Management, Stanford University; Dr. Zakary Tormala, Professor of Marketing, Stanford University; Lisa Maggiore, Vice President Global Strategic Account Management and Intermediary Group Sales , Hilton Worldwide

Publication Date: 5/23/2016

Resource Type: Video

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

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16. 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, Director of Sales, Sensient Technologies

Publication Date: 5/23/2016

Resource Type: Video

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

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15. Gallup’s Guide to Customer Centricity: Analytics and Advice for B2B Leaders

Recent analysis conducted by Gallup shows that B2B companies are at risk of losing more than two-thirds of their customer bases. We have conducted hundreds of thousands of interviews over the last five years with B2B customers and found that only 29 percent are fully engaged, i.e., emotionally and psychologically attached to the companies they do business with. The other 71 percent of customers are ready and willing to take their business elsewhere. B2B companies across all industries are at risk of being replaced ? not because of their products or prices, but because they are failing their customers. It is no longer enough for companies to view the world from their vantage point; they need to view the world through the lens of their customer ? understanding what matters to the customer and how they can provide it. Ultimately, it’s about putting the customer at the center of everything. This presentation will help B2B companies understand the importance of viewing the world through the lens of their customer. Based on analytics, this practitioner-led presentation will outline best practices and key drivers of strategic account engagement, and will give leaders and account managers valuable takeaways to use in shaping a customer-centric organization.

Author(s): Ed O'Boyle, Global Practice Leader, Gallup; Jeff Durr, Partner, Gallup

Publication Date: 5/23/2016

Resource Type: Video

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

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50. Remaining Innovative in a Disrupted Ecosystem

When radical changes sweep across an industry, how can suppliers continue to innovate to successfully drive growth? Using two recent case studies from the food and beverage industry, this session will demonstrate different approaches to driving innovation between suppliers and their strategic accounts. The session will touch on how a supplier can effectively bring needed solutions to its strategic accounts without increased engineering, design or other costs.

Author(s): Axel Leichum, Partner , Blue Canyon Partners, Inc.; Laura Putnam, Consultant, Blue Canyon Partners, Inc.

Publication Date: 5/23/2016

Resource Type: Video

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

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17. Targeting Your Value Proposition for the Relevant Executive

Many organizations construct standard or feature-based value propositions that often target technical buyers, economic buyers or users within the broad customer organization. While these value propositions can be meaningful, they do not typically generate interest with C-suite executives. What senior executives expect today is a customer-focused value proposition that describes your differentiated value, thereby creating a sense of urgency for them to take action implementing your solution. What's most important to successfully delivering a meaningful value proposition is to first identify the relevant executive in the client organization and to then articulate your three components of value: namely, your personal value, the company value, and solution value in both a qualitative and quantitative way. Taken together, these three components of value enable you to construct a value proposition that clearly defines your differentiated value. As part of this session, Dan Stredler will describe his experience in changing organizational focus from feature-based value propositions aimed at the technical buyer to creating value propositions aimed at the relevant executive in the client organization.

Author(s): Steve Bistritz, President and Founder , Learning Solutions International; Daniel Stredler, Director, Global Strategic Accounts , Abbott Diagnostics

Publication Date: 5/23/2016

Resource Type: Video

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

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29. Driving Growth: Key Leadership Skills to Build a Growth Mindset

Most strategic account manager talent development begins and ends with training – which should be viewed as the starting line, not the finish line. Evolving talent includes ongoing leadership focus, proper leading and lagging measurement, accountability, iterative improvements, reinforcement of concepts, and personalized coaching for passion. Managers are often promoted because they were great strategic account managers, but few are taught how to be great leaders and coaches. This energetic presentation will cover best practices for evolving talent progression from two leading experts in the field.

Author(s): Bradley Humbles, Global Account Consultant , Bunnell Idea Group, Inc.; Rena Neville, Senior Vice President, Sotheby's

Publication Date: 5/23/2016

Resource Type: Video

Subject Tags:

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

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58. Developing sourcing strategy for value creation: How to source on TCO and value to create a competitive supply chain

Join former Global Chief Purchasing Officer, Bo-Inge Stensson as he discusses how to obtain true value from suppliers and also how to deliver value to stakeholders. Examples will be given from best practice and the SKF journey. He will discuss the concept, tools, and structure, and how you can obtain buy-in from the businesses. Attendees will walk away knowing why companies that have a structured way to buy on value are more profitable than companies that do not.

Author(s): Bo-Inge Stensson, President & Managing Partner (formerly Global Chief Purchasing Officer, SKF), Stensson & Associates AB

Publication Date: 5/23/2016

Resource Type: Video

Subject Tags:

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

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40. Allscript's Prescription for Successful Account Planning

When it comes to strategic account planning, CRM tools often miss 90 percent of the picture that is required to effectively manage relationships across large enterprises. As part of a formal operational excellence initiative, Shad Williams, of global healthcare technology company Allscripts, needed to find a more robust, standardized process for account planning that would achieve the goal set out by management: having premier accounts generate at least 20 percent of the company’s revenue target. By leveraging industry-leading account planning technology integrated with Salesforce.com, they were able to roll out several solutions, including visual white-space reports, strategic roadmaps and even an annual event to gather more insight from key customers. Today, Allscripts has transformed the way they engage with their most strategic accounts at every level of the enterprise and have a proven cure for stagnant accounts.

Author(s): Shad Williams, Director and Area Vice President, Allscripts; Tim Braman, VP Corporate Strategy, Revegy

Publication Date: 5/23/2016

Resource Type: Video

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Velocity Issue 2, 2016

Author(s):

Publication Date: 5/13/2016

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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Editor's Corner

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Publication Date: 5/13/2016

Resource Type: Velocity Magazine

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Quick Takes

Author(s): Editors

Publication Date: 5/13/2016

Resource Type: Velocity Magazine

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Data Watch

Author(s): Editors

Publication Date: 5/13/2016

Resource Type: Velocity Magazine

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Page 6 of 63