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Page 7 of 62

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

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

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Quick Takes

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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

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

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If your check engine light is on, make the pit stop and look under the hood!

SAMA research shows that companies rate their own value quantification and capture capabilities much lower than they do their value creation capabilities. This is troubling, considering SAMA research also shows that these two factors are critical predictors of a firm's overall value management capabilities.

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

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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From vendor to trusted advisor in just three years: An SKF success story

This 2015 Excellence Award-winning case study highlights how SKF went from vendor to trusted advisor with a strategic account by implementing -- and delivering on -- a joint scorecard measuring sustainability and reductions in total cost of ownership.

Author(s): Diogo do Vale, Global Segment Manager of Metals Industry, SKF

Publication Date: 2/2/2016

Resource Type: Velocity magazine

Subject Tags:

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

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Introducing strategic account planning at Volvo Trucks UK

This is the story of how Volvo Trucks UK introduced a new strategic accounts program, with a special emphasis on account planning.

Author(s): Joe Roddy, UK Fleet Sales Manager, Volvo Truck; Anderson Hirst, Director, Selling Interactions

Publication Date: 2/2/2016

Resource Type: Velocity magazine

Subject Tags:

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

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Going mobile: Enabling the salesforce with mobile technology at IBM

This story charts IBM's journey to outfit its 40,000+ client-facing salespeople with an iPad®, IBM mobile apps and the sales support to use them.

Author(s): Nicolas Zimmerman, Managing Editor, Velocity

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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You say you want collaboration? A discussion with Vantage Partners of key trends in customer-supplier partnerships

Using brand new research conducted by Vantage Partners into companies' SRM programs, the authors have a deep and wide-ranging conversation about the state of supplier relationship management and what it means for their SAM counterparts.

Author(s): Jonathan Hughes, Partner, Vantage Partners; David Chapnick, Principal, Vantage Partners

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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Velocity Issue 1, 2016

Author(s):

Publication Date: 2/2/2016

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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On-Demand Webinar: Stop falling down on SAM execution

Many organizations are waking up to the value of having a SAM program, making account retention increasingly difficult. Customers will readily detect organizations that are unable to sustain the discipline required. Conversely, as competition heats up, you must be in a position to objectively assess the health of your key account relationships and allocate scarce resources accordingly. In this session, we will review how one organization successfully implemented a dynamic customer scorecard that objectively monitors progressive customer responsiveness. They also integrate it with the action plans their account team must execute to continue to create value for selected key accounts.

Author(s): Adrian Davis, Whetstone, Inc. - Founder; Lisa Taylor, Valeron Strength Films - Global Sales Director

Publication Date: 1/20/2016

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: Mapping your Customer's Journey: How to use journey mapping to retain and grow strategic accounts

Journey mapping is an effective approach to better understand the perspective of your customer. The process involves literally mapping out all the interactions and steps that the customer goes through in working with your company. Then you dig deeper to determine the strengths, weaknesses, and the "moments of truth" that can make or break a relationship. Effectively implemented, the process reveals key steps to deliver more value and grow your most strategic accounts. In this webcast you'll learn: How it works - the key steps to implement journey mapping. How to put it to use - the best ways to leverage journey mapping to spark improvement initiatives. How it pays off - the most effective ways to ensure journey mapping drives action, change, and results for you and your account. Journey mapping is an excellent method to help you and your team better understand the perspective of your customer.

Author(s): Michael Good - Vice President, Strategic Account Manager for Walker; Jeff Marr - Vice President, Consulting Services for Walker

Publication Date: 12/10/2015

Resource Type: Webinar

Subject Tags: Customer Satisfaction;General Business Issues;New Account Manager Toolbox

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

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On-Demand Webinar: Getting to Yes with Procurement: Managing Common Challenges of Negotiating with Procurement

Sales teams today face an increasingly challenging selling environment, not least because of the rise in involvement and influence of the procurement organization in the sales process. Often, sourcing and purchasing professionals seem far less concerned with the true needs of the business they represent, the importance of trusted relationships, or with strategic considerations, and the realization of maximum long-term value, than they do with obtaining immediate discounts and price concessions. Vantage Partners will explore the five biggest challenges they see their clients struggle with in their negotiations with Procurement, including: - procurement as a gatekeeper - selling value when Procurement seems only to care about price - negotiating when it feels like Procurement has all the leverage - managing Procurement's reliance on the RFP process - dealing with threats, stalling and other hardball tactics Vantage will describe both the best practices it sees high-performing sales teams use in overcoming challenges with Procurement AND describe how procurement operations wish sales teams would engage with them. Providing perspective from both sides will help sales teams understand how to tailor their strategies in a way that is informed by the procurement organization's maturity level and buying behavior.

Author(s): David Chapnick, Senior Consultant - Vantage Partners

Publication Date: 11/11/2015

Resource Type: Webinar

Subject Tags: Supply Chain Management / Procurement

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

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Velocity Issue 3, 2015

Author(s):

Publication Date: 10/14/2015

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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Quick Takes

Author(s): Editors

Publication Date: 10/14/2015

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): Editors

Publication Date: 10/14/2015

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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Seven must-know tips for managing your millenial salespeople

Author(s): Marc Wayshack, author/speaker

Publication Date: 10/14/2015

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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From product to customer: A conversation with Thomas Hürlimann

Author(s): Thomas Hürlimann, CEO for Global Corporate, Zurich Insurance Co.

Publication Date: 10/14/2015

Resource Type: Velocity Magazine

Subject Tags:

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

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Page 7 of 62