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12. 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, Revenue Storm

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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13. Elevating the value creation process led by the KAM in the digital economy with social media and the Internet of things (IOT)

In this session we will discuss how the digital and networked economy will change the value-creation processes a KAM needs to master to sustain profitable growth. It explores, based on a set of manufacturing and IT industry examples, what challenges a KAM is faced with and how KAM leaders and their corporate programs need to evolve to maintain or even accelerate a competitive advantage through a global account management approach. The group discussions will also dive into the future profile of a KAM, including the question, “Is the next KAM from the Gen Y?”

Author(s): Hajo Rapp, Siemens; Volkhard Bregulla, HP Enterprise

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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14. Value co-creation and pricing - best practices for profiting from value via customer collaboration

Increasingly, B2B buyers request a business case to justify spend. The natural implication for B2B sellers is that capabilities in value quantification are mandatory – as opposed to nice to have – in order to develop profitable customer relationships. In this workshop we will provide two complementary perspectives on value quantification within cutting edge B2B companies. On the one hand, Todd Snelgrove, Chief Value Officer at SKF will share insights on the 10 year long journey towards excellence in value quantification at SKF, a company that is recognized as best-in-class in documenting and quantifying value in industrial markets. On the other hand, Andreas Hinterhuber, Partner at Hinterhuber & Partners, will summarize the results of a 5 year long research project in excellence in value quantification, highlighting best practice examples, processes and capabilities in value quantification of B2B companies around the world. Key benefits for attendees: insights into the organizational transformation towards excellence in value quantification; best practice examples on quantified value propositions and value calculators of leading B2B companies globally; insights on capabilities and personality traits of SAMs that excel in value quantification; and, finally, the ability to withstand B2B purchasing manager price pressure and realize higher price levels and higher contract closure rates.

Author(s): Andreas Hinterhuber, Hinterhuber & Partners; Todd Snelgrove, SKF

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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15. Evolving C-Suite Dynamics: What your sales teams need to do to gain customer trust and maintain relevancy in the digital age

To succeed with the C-suite and your customer driven innovation approach, as well as develop lasting long-term relationships, companies must understand the rapidly evolving dynamics of this decision-making group. Connectivity, increased digitization and much more demanding customers have all created new challenges for C-level executives in the way they make investment decisions and select vendors. A deeper understanding of these changes will enable your sales teams to create a better relationship with these executives and gain a competitive advantage.

Author(s): Jacques Sciammas, Selling to Executives; Reinhard W. Bockstette, Selling to Executives; Patrick Dancourt, Steelcase Inc

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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16. The Three Value Conversations

SiriusDecisions found that 71 percent of executive buyers believe the number one factor in hitting revenue targets is a rep’s ability to articulate value. This means salespeople must master three “moments of truth” within every sales cycle to defeat the status quo and win more profitable deals. Join Tim Riesterer to discover how to: create value with conversations that differentiate your solution; elevate value with conversations that build a persuasive business case with executive-level decision makers; and, capture value with conversations that protect margins and expand deal size amid tense negotiations.

Author(s): Tim Riesterer, Corporate Visions, Inc.

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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17. Successful collaboration with SAM in a global matrix organization – supporting European utility customers in their international expansion

Large international enterprises typically operate in some kind of matrix organization with different balances between regional/local and business unit/corporate responsibility. Strategic account management can provide the third dimension; developing a shared business strategy by connecting several business units with each other and with other regions. This session will discuss key success factors in areas like SAM corporate setup and support as well as account manager and account team development with best fit for each individual customer. Examples will include successful business development together with power utilities customers expanding globally. Alongside the case of the fruitful collaboration of ENGIE Group (formerly GDF Suez) with Siemens over many years, we will talk in more depth about success factors on the customer and supplier sides.

Author(s): Alexander Kotschi, Siemens AG; Jean- Francois Battoue, Engie Group; Michel Milerioux, Siemens AG

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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17. Successful collaboration with SAM in a global matrix organization – supporting European utility customers in their international expansion

Large international enterprises typically operate in some kind of matrix organization with different balances between regional/local and business unit/corporate responsibility. Strategic account management can provide the third dimension; developing a shared business strategy by connecting several business units with each other and with other regions. This session will discuss key success factors in areas like SAM corporate setup and support as well as account manager and account team development with best fit for each individual customer. Examples will include successful business development together with power utilities customers expanding globally. Alongside the case of the fruitful collaboration of ENGIE Group (formerly GDF Suez) with Siemens over many years, we will talk in more depth about success factors on the customer and supplier sides.

Author(s): Alexander Kotschi, Siemens AG; Jean- Francois Battoue, Engie Group; Michel Milerioux, Siemens AG

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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18. Understanding the Ultimate SAM Profile – How the Right SAMs Translate into Greater Program Success

We all now realize there are people for positions and positions for people; the key is matching person and position to enable success. As the profession of strategic account management continues to evolve, there have been significant discoveries on what is the “right” type of person to be an effective SAM. But understanding the profile is only half of the battle. Once you know the optimal profile for your organization’s SAM, how do you get there? Do you train, hire or both? Ultimately, the answer to this question is a deeper discussion that is the central theme for this session, which will feature proven best practices, real-life examples, a case study, and a real-life SAM competency model that organizations are successfully utilizing today.

Author(s): Dennis Chapman, The Chapman Group

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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19. How developing trust in teams can lead to enhanced collaboration and innovation

This session will provide a framework for what constitutes trust in a work environment, using business cases and recent research to illustrate the importance of high trust on teams.

Author(s): Abby Beckley, WorldWork; Geraldine Pace, WorldWork; Sonya Robazza, Robazza International Consulting; Marie Dancourt-Cavanagh, Openingways

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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20. Prioritizing Customers, Opportunities & Stakeholders - Aligning with, and Focusing on, What and Who Matters Most

Top-performing strategic account organizations know time is their most precious currency…you can’t print more! At the heart of strategic account management is mindfully deciding where, and with whom, to invest and divest your time, energy and resources. This session will help you counter the threats of “all customers are important” and “activity addiction” through a pragmatic strategic account and opportunity prioritization “GPS system,” guiding you to both who, and where, you can create the greatest impact and accelerate profitable growth. This session will: engage you in the latest thinking on strategic account segmentation, selection and de-selection; opportunity prioritization; and stakeholder mapping; go well beyond revenue, share and potential-based segmentation – to consider attributes that provide more reliable indicators of future customer (and non-customer) behavior; equip you with simple, pragmatic tools and principles – a “GPS system” – to help you know where to spend more (and less) time in the quest to focus on the right business fit, for both you and your customer; and, capture what’s working and lessons learned with real-world examples of what the best companies are doing differently to prioritize accounts and opportunities, and align enterprise resources with what and who matters most.

Author(s): Phil Styrlund, The Summit Group; Dominique Côté, Zoetis

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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22. Transforming a professional service company into a customer driven organization

Digital transformation is more than a buzzword. It’s reality, it’s here now and it especially needs persuasive and knowledgeable leaders in both the C-suite and the SAM organization. To digitally transform a company’s business model, it’s also necessary to transform how professional services in e-business projects are delivered. Namics puts the customers of our clients at the center of all considerations regarding our own structure and processes. This has created a SAM profile, with the SAM no longer just a relationship manager but also a digital transformation consultant with in-depth knowledge of the client’s industry and challenges. In this session we will show how Namics approached the internal transition of the SAM organization and role in order to better serve our customers. Topics covered include: new customer-engagement model; involvement of the C-suite; new required SAM skill set; and, impact on the internal organization.

Author(s): Florian Heidecke, Namics AG; Veronika Sharonova, Namics AG

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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23. Using Negotiation to add value to the customer and across the whole supply chain (Richard Higham - Mercuri and Marsh Manager

This will be a practical session on how relationship based negotiating can add real value for all parties by looking at five key steps to finding and extracting the true value from a relationship. Participants will learn to work on moving the negotiation away from a transaction at “five minutes to midnight” to a process that is embedded in the relationship. Case studies to illustrate the results that can be achieved will be presented.

Author(s): Richard Higham, Mercuri

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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24. Attaining Customer Satisfaction in Complex Multi-Sourced Environments

Today, organizations face a more complex IT environment than ever with a hybrid of devices, services and vendors. Quickly and effectively overcoming business obstacles is key to success. Organizations must establish a holistic approach for managing and governing vendor, partner and service provider relationships in order to reach a state of innovation. Attendees will learn how to: • achieve the highest levels of service experience to exceed customer satisfaction • holistically and securely collaborate service delivery across multiple providers • enable end-to-end governance and transparency across an outsourced landscape

Author(s): Jim McDonnell, Cisco Systems, Inc.

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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25. Leading and Coaching the SAM’s Performance

Leading companies implementing and embedding SAM performance coaching are experiencing a step change in sales results, SAM skill development, mindset shift, and sustained business impact. This hands-on session includes application of SAM performance coaching to real-life challenges and opportunities, integrates bench-marking with leading practices in other world-class organizations, leverages a proven toolkit to elevate SAM coaching conversations, and is designed to equip you, the leader of SAMs, to: understand and benchmark against what the best SAM coaches do differently; sharpen your skills as a high-performing SAM coach; elevate your coaching conversations to develop SAM mindset and skill set; develop a pragmatic, transformational leadership mindset, skill set and tool set to envision, align, engage, mobilize and hold your SAM managers/leaders accountable to deliver results; and, learn and apply a proven framework to engage collaboratively in coaching conversations that elevate, accelerate, and sustain performance throughout the SAM account management/value-selling process.

Author(s): Phil Styrlund, The Summit Group

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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26. Designing an Impactful and Sustainable SAM Program

Why do many SAM Programs have such a short lifetime? Why aren’t the returns on this resource investment more recognized and supported by senior management? If you are considering a new approach to a few strategic customers, just launching a new regional or global SAM program, or seeking to drive your existing program to the next level of execution and growth, this session will provide you with effective high-level strategic customer engagement execution concepts, but also practical best practices, and applicable tools for immediately use. Your current thinking and approach will be challenged and new insights will be discovered for serious program customization consideration. Topics covered: strategic customer selection - a local to global tool (how many can we effectively handle?); deep customer understanding – discovery & insight (how do we gain more useful information?); collaborations & prioritization – connecting mutual needs to capabilities (“Is it real, can we win, is it worth it?”); customer proposal & commitment – mutual opportunity planning (MOP); and, execution & sustainability – mutual value planning (MVP), customer business planning (CBP), metrics.

Author(s): Michael Stevens, The Simplexity Group

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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27. Managing Enterprise Relationship Capital to grow your strategic accounts

At the SAM level as well as on a broader scale, the relationship capital of an organization is now more and more regarded as a fundamental asset. Relationship intelligence and proactive networking are recognized as essential to avoid being “n°2 best” on big deals. But few organizations effectively manage their relationship capital. We are moving from managing an “account” to managing an “ecosystem” that includes our own company and ourselves. For instance, distinction between handlers and contacts do not hold in such a world where somebody can be both at the same time. Traditional methods and tools (such as salesforce.com apps) do not provide that capability. The speaker will show how some new approaches, methods and behaviors can really solve the pitfalls one encounter in managing the company’s relationship capital. He will share with the audience meaningful ecosystem representations based on the experience of a very big industrial firm using the Relationship Intelligence and Influence Management method and the PowerScope software to manage ecosystems as well as win big deals.

Author(s): Herve Debaecker, Perfluence; Paul de Rosen, Transdev

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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28. Value of Social Selling in Account Management

Currently strategic account managers are asking how to use social selling in highly successful ways in account management. This session introduces the value of social selling in strategic account management via current best practice examples. Session participants will discuss current successes and approaches with LinkedIn examples.

Author(s): Vernon Bubb, LinkedIn; Cindy Taphoorn; LinkedIn

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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Innovating with Strategic Accounts: from technology showrooms to dreaming sessions and co-innovation, the Xerox experience

Xerox has a long tradition of innovation. The company was first established thanks to the invention of xerographic technology which became a global success. Xerox understood from the start that innovating around technology was not sufficient; feedback showed that innovation also had to come from business models and customers. The early 70s saw the creation of Xerox PARC in the heart of the silicon valley, giving birth to many of the technologies we currently use in our daily office lives. As Xerox was engaging with larger corporations and becoming global, creating a strategic account organization became a necessity. Because of the nature of the strategic relationship established with these customers, it became obvious to involve them in the research and technology activities. But co-creating customer value by leveraging research and technology was not a straightforward journey. Patrick Mazeau will share what Xerox has learned over the past years and will discuss best practices: from showrooms to Customer Experience centres, to demonstrations to Dreaming Sessions, and product tests to co-innovation. This experience is based on +20 years of practice involving Xerox’s four global research centres and customers all over the globe.

Author(s): Patrick Mazeau, Xerox

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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Internal capabilities impacting customer-supplier value realization

The SAMA Academic Forum is intended to spark animated dialogue over shared interests between current research in strategic account management and the practical challenges and objectives of the SAM community. This year’s discussion topic emerges from a recent study of Individual SAM Characteristics Influencing Customer-Supplier Value Realization, conducted in 2015 by SAMA and Value Innoruption Advisors. The research focused on the relationship between selected traits of strategic account management teams as well as the broader organizational capabilities for value creation, value quantification and value capture. The results revealed the extent of their correlation with overall firm performance. Join this highly interactive session to discuss and debate the most important factors influencing individual and organizational capabilities for realizing financial value with strategic customers.

Author(s): Dominique Côté, Zoetis; Andreas Hinterhuber, Hinterhuber & Partners; Pascal Kemps, DHL Customer Solutions & Innovation

Publication Date: 3/14/2016

Resource Type: Presentation handout

Subject Tags:

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

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On-Demand Webinar: How Big Data and Analytics are redefining the role of the SAM: developing a competitive edge through co-creation

Big data and analytics are the new buzzwords and they refer to the fact that suppliers and customers increasingly rely on data flowing back and forth to estimate and document the value that is created between them. This allows SAMs to sell products, and the data platforms and analytics that come embedded with the products. Once this data infrastructure is in place, SAMs and their customers can generate new innovative projects and expand the scope of their relationship, a process we call "co-creation". Beyond the technological razzle-dazzle, SAMs have to develop new skills to describe and promote their company's data capabilities. In this webinar, Francis Gouillart and Bernard Quancard show how SAMs in companies such as Becton Dickinson, Xerox, SKF, DHL, Volvo Trucks and BASF have learned to utilize the power of data to differentiate their company's offerings and increase sales. This webinar also offers a sneak preview of the soon to be released book, The Co-Creation Edge: Harnessing Big Data to Transform Sales and Procurement for Business Innovation (Francis Gouillart, Bernard Quancard, Palgrave-McMillan, April 2016).

Author(s): Bernard Quancard, SAMA President and CEO; Francis Gouillart President and co-founder of the Experience Co-Creation Partnership

Publication Date: 3/8/2016

Resource Type: Webinar

Subject Tags: Account Selection, Segmentation, and Portfolio Management

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

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Finding and Selecting the Right Talent for Strategic Accounts

When companies talk about how hard it is to find the "right talent", and they do so frequently, they are referring not only to individuals whose skill set transcends traditional selling, they are referring to those individuals who embody a complex combination of personal and professional knowledge, expertise, experience, attributes and mindset. And beyond that, they are looking for the ones who will be the right match for a particular customer or customer segment. Previous studies and benchmarking within the strategic account management community, by SAMA and other experts, have already helped to identify the primary competencies and skills of SAMs as well as key personality traits and attributes. The focus of this project is to examine current practices and processes used in: * Defining SAM job profiles * Locating and attracting the right SAM talent * Selecting and hiring the best candidates. The 39-page SAMA Research report includes Key Insights, Recommendations and Detailed Findings.

Author(s): SAMA Research

Publication Date: 3/8/2016

Resource Type: Research

Subject Tags: Hiring, Retaining & Performance Evaluation

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

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On-Demand Webinar: The four megatrends upending strategic account management and how to approach them

Strategic account managers are facing major disruptions: onslaught of digital connectivity opportunities, rise of the B2B "consumer" buyer, change in the procurement game brought on by millennials, and the rise of a sharing-based economy. The sales organization that ignores or underappreciates these trends does so at its own peril, and the ones that adapt are likely to be the ones outperforming their peers. Jennifer Stanley will share research and insights into what the winners do.

Author(s): Jennifer Stanley - Expert Associate Principal; Mckinsey

Publication Date: 2/17/2016

Resource Type: Webinar

Subject Tags: Channel Conflict;E-Commerce;Technology - CRM, SFA & Communication Tools

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

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Editor's Corner

Author(s):

Publication Date: 2/2/2016

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):

Publication Date: 2/2/2016

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

Author(s): Editors

Publication Date: 2/2/2016

Resource Type: Velocity magazine

Subject Tags:

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

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