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Page 7 of 61

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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The future model of sales: Aligning value creation and value capture to drive results

Author(s): Benjamin Shoham, Strategic Relationship Manager, SAFC; and Carrie Welles, Partner, 5600 blue

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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Transforming strategic accounts through systematic co-innovation

Author(s): Matthias Heutger, Senior Vice President, Strategy, Marketing & Innovation, DHL Customer Solutions & Innovation

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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Using social to guide the customer conversation: Talking with Ottobock's Gaurav Mishra

Author(s): Gaurav Mishra, Vice President for Global Sales, Ottobock Healthcare

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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A case for the unknown: How finding problems -- not just solving them -- can create action and turn deals in your favor

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

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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Revisiting The Challenger Sale: "Breakthrough" built on flimsy foundation

Author(s): Noel Capon, R.C. Kopf Professor of International Marketing, Columbia Business School

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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The Pricing Journey, by Stephan Liozu

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

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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On-Demand Webinar: Conversations that win: Three critical conversations your sales team must master

Webinar attendees will walk away with one big idea for improving each of these three value conversations, including how to identify and sell to "unconsidered needs" to create urgency and uniqueness, communicate "current state/business change" in the context of metrics that matter to executives, and establish "pivotal agreements" that exchange value throughout the buying cycle. Key learnings include: - Create value by breaking through the status quo barrier and differentiate from the competition - Confirm value by connecting solutions to the business and financial needs of executive decision makers - Capture value by making sure to maximize deal size and profits

Author(s): Tim Riesterer - Chief Strategy and Marketing Officer of Corporate Visions

Publication Date: 10/8/2015

Resource Type: Webinar

Subject Tags:

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

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Strategic Account Planning: How to Get from Good to Great

Strategic account planning is a bit like diet and exercise: We all know it's important but struggle to do it with the rigor and discipline it deserves. Why? Part of the reason is, unless it's done well, the results often don't justify the time and resources. Learn the DOs and DON'Ts of strategic account planning from one of the subject's foremost thought leaders, Revegy.

Author(s): Revegy

Publication Date: 10/1/2015

Resource Type: White paper/article

Subject Tags: Account Planning;Internal Alignment;Team Issues

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

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Individual SAM Characteristics Influencing Customer-Supplier Value Realization Report

Over the past few years, there has been a flurry of research projects focusing on the topic of value creation and the role of strategic account management (SAM) teams. In fact value creation has been at the center of many SAM programs and a number of SAMA corporate members have developed outstanding value management programs. Despite increased attention though, there are many questions that remain unanswered, especially in the area of value quantification and value capture as well as in the area of strategic account management competencies directly related to value capabilities and value management. Conducted in partnership with Value Innoruption Advisors, the objective of this research project was to shed light on two specific questions: 1) What are the personality traits of SAM Professionals that impact the acceptance of value management programs? 2) What are the critical components of a holistic value management program and how do they impact relative and absolute firm performance? This report provides a description of the research method, an executive summary of key findings and recommendations, a detailed report of all findings, and general conclusions.

Author(s): SAMA and Value Innoruption Advisors (VIA)

Publication Date: 10/1/2015

Resource Type: Research

Subject Tags: Skills & Competencies;Value Creation / Innovation

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

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On-Demand Webinar: The Future Model of Sales: Aligning Value Creation and Value Capture to Drive Results - Webinar

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 is shifting constantly, as is that of your competitors. Ditto for the needs of your customer. What strategic account managers need is specific, customized and actionable data that helps them compete at every stage of the new buy/sell cycle with technology that houses the data all in one place. In this webinar, SAFC shares best practices in understanding their emerging role of making better decisions on behalf of their company and then guiding customers to make higher-value decisions by offering multiple value-based solution options during negotiation. As attendees will see, the financial results speak for themselves. Key learnings include: - Effectively lead the customer conversation - Use market knowledge and customer data to create demand for high-value solutions - How to get around gatekeepers to actual influencers - Influence customer decision criteria with bias toward YOUR priorities - Drive closure of customer needs based on uniqueness of your offering

Author(s): Benjamin Shoham, Carrie Welles

Publication Date: 9/22/2015

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: Why strategic accounts? Making the case for Strategic Account Management

Flat growth in developed economies, growth in emerging economies, consolidation, globalization, commoditization, and increased competition everywhere. This is, unfortunately, the new normal. Fortunately, strategic account management offers a very effective response. In this 60-minute webinar, you will learn how to: - Co-create superior organic growth - Build and sustain customer loyalty - Turn a focus to value instead of just price - Build sustained profitability We'll break out the webinar into a 45-minute discussion including best-practice examples from world-class companies and conclude with a 15-minute Q&A.

Author(s): Bernard Quancard, Rosemary Heneghan

Publication Date: 7/22/2015

Resource Type: Webinar

Subject Tags:

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

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On-Demand Webinar: Using SAM to Help a Small Company Grow Globally

Starting a SAM/GAM/KAM program from scratch is no easy task. As vice president of strategic accounts for MCI, a global meetings, events and engagement-solutions leader, Dev Sharma knows the challenges all too well. In this webinar, he'll share his hard-earned insights - what worked as well as what didn't - as the chief architect of his company's SAM program. Issues Sharma will discuss include: creating and nurturing executive buy-in choosing the right SAM model balancing global vs. local priorities how to find the right talent how many accounts…and which ones? measuring success When MCI began its SAM journey 10 years ago, it was a niche player with fewer than 300 employees working out of eight offices in western Europe. Fast forward to the present day, and MCI has more than quintupled its workforce, spread its footprint to six continents and seen double-digit year-over-year growth for the past decade. Every company and industry is different, but Sharma will leave attendees with concrete examples they can use to jumpstart a SAM initiative or improve an existing one.

Author(s): Dev Sharma, MCI

Publication Date: 6/10/2015

Resource Type: Webinar

Subject Tags:

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

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Examples of Strategic, Key or Global Account Manager Job Descriptions

See a selection of actual job descriptions for the position of strategic, key or global account manager posted on the Internet in May 2015. Various industries are represented including industrial, healthcare, retail, service and IT.

Author(s): SAMA

Publication Date: 6/8/2015

Resource Type: White paper/article

Subject Tags:

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

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Measuring and Managing Customer Profitability

As companies shift from a product-centric focus to a customer-centric focus, a myth that almost all current customers are profitable needs to be replaced with the truth. Some high-demanding customers may indeed be unprofitable! Unfortunately, many companies' managerial accounting systems aren't able to report customer profitability information to support analysis for how to rationalize which types of customers to retain, grow or win back and which types of new customers to acquire. With this shift in attention from products to customers, managers are increasingly seeking granular nonproduct-associated costs to serve customer-related information as well as information about intangibles, such as customer loyalty and social media messaging about their company and its competitors. Today in many companies there's a wide gap between the CFO's function and the marketing and sales function.

Author(s): Gary Cokins, CPIM, Analytics-Based Performance Management, LLC

Publication Date: 6/8/2015

Resource Type: White paper/article

Subject Tags:

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

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18. From transactional sales to Global Account Management: the senior management view

How can senior management accelerate the SAM implementation process? This session will highlight how a company of $2bn/12,000 employees made the transition from transactional sales to GKAM proficiency in 5 years. Learn what senior management must consider, the roadblocks to expect, and how senior management can contribute to their removal. Gain insights into successful strategies, useful tools and best practices. Audience members will benefit from the experience of a seasoned Key Account Manager and their peers in attendance; hear successes and challenges; and leave the session with practical take-aways.

Author(s): Stephan Ackermann, Former Head of Global Key Account Management, Mettler-Toledo

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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9. Metrics drive SAM programs: Why you can't afford to ignore technology

Strategic Account Managers are consistently challenged with finding ways to increase wallet share with customers and avoid margin compression driven by purchasing organizations. In order to do this, it’s vital to know the metrics around your strategic accounts beyond the historical revenue. How much potential does a customer have to contribute future revenue? What is our trend in customer relationships and satisfaction/loyalty? Where is the white space to sell more products? How do I quantify the value that we co-create with the customer and more importantly – how do I translate that into growth? During this program we will talk about the challenges with acquiring this data, approaches to simplification and the value of visualization in driving strategic account planning and execution.

Author(s): Tim Braman, VP Corporate Strategy, Revegy; Lee Riles, Oracle Business Operations Director, UK (Former), Oracle Corporation

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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B1. 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 and sustained business impact. This hands-on session includes application to real-life challenges and opportunities, and is designed to equip you, the leader of SAMs, to: understand what the best SAM coaches do differently; sharpen your skills as a high-performing SAM coach; understand pragmatic, transformational leadership skill set and tools to envision, align, engage, mobilize and hold your SAM managers/leaders accountable to deliver results; 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; and, establish a best-in-class coaching practice within your organization.

Author(s): Josh Dey, Vice President, The Summit Group

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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B2. Understanding customer types in real world account management

Is there only one approach to manage your most strategic customers? No. We do not see a “one size fits all” but several management models between transactional sales and high end strategic account management. In 2014, SAMA launched a survey for gaining empirical foundation on a structured segmentation of Strategic/Key Account Management types. Based on this study academia and practitioners will be able to find the best fit management models for different environments and will improve the efficiency of their approach. Join our esteemed panel of academics and practitioners as they discuss the results of the study and the practical applications. No matter the management models that fit your account portfolio, this session will help you improve the business outcomes of your most strategic customers.

Author(s): Bernard Quancard, CEO & President, Strategic Account Management Association; Hajo Rapp, Head of Strategic Accounts, Siemens; Florian Kraus, Professor of Marketing, University of Mannheim; Volkhard Bregulla, Global Managing Director, HP

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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2. Walking in the Shoes of a SAM

This popular session returns with new SAM panelists. What is it like to walk in the shoes of an experienced strategic account manager? Join this exchange of personal and professional insights and experiences, and come with your own questions about what it’s like to be a SAM in these challenging times.

Author(s): Erich Brants, Strategic Account Management Director, Johnson&Johnson Medical Brasil; Tom Kurt, Strategic Account Manager, Sonoco; Julie Sheridan, Global Account Director, Hilton Worldwide; Mike McCool, Vice President, Business Development, Freeman

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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3. Leading and Coaching the SAM's Performance

Leading companies implementing and embedding SAM performance coaching are experiencing a steep change in sales results, SAM skill development and sustained business impact. This hands-on session includes application to real-life challenges and opportunities, and is designed to equip you, the Leader of SAMs, to: • Understand what the best SAM coaches do differently • Sharpen your skills as a high-performing SAM coach • Understand pragmatic, transformational leadership skill set and tools to envision, align, engage, mobilize and hold your SAM managers / leaders accountable to deliver results • 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. Note: This workshop builds on the SAMA U “Coaching the SAM’s Performance” program that ran at SAMA U in Chicago, Oct. 2013 – and was rated 4.8 overall and 5.0 for facilitation/effective presenter.

Author(s): James Robertson, President, The Summit Group; Josh Dey, Vice President, The Summit Group

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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6. Connecting Emotional Competencies to SAM Success

What is Emotional Intelligence, and why is it important for SAM success in today’s business environment? Although not a new concept, Emotional Competency training and tools have been credited with remarkable impact on change management and growth results for many large companies and should be considered as a required new skill for SAM effectiveness. EI is an absolute requirement for aligning with your most critical, key or strategic customers. Key Learnings: What Emotional Intelligence means to the SAM role; Case studies of two companies using Emotional Intelligence with their customer-facing team – embryonic and mature; and, Tools and skills to enable the SAM to foster behaviors of self-directed learning for developing trusted relationships, both internally and externally.

Author(s): James Choat, Senior Vice President, The Simplexity Group; Justin Kotzur, National Key Accounts Manager, Boehringer Ingelheim Vetmedica; Michael Stevens, Founder & CEO, The Simplexity Group

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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7. The Right Strategic Account Manager

We all now realize there are people for positions and positions for people. As the profession of strategic Account Manager continues to evolve there have been significant discoveries on what is the holistic composite of the “right” person to be an effective SAM. This session explores more than 25 years of study on the characteristics, behaviors background, education, experiences and the personal attributes (often unknown till now) that make up the ultimate SAM. Most organizations are faced with a dilemma; do I train, hire and/or both. The answer is deeper than this and will be explored during this session.

Author(s): Dennis Chapman, President & CEO, The Chapman Group

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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8. SAM Incentives, Benchmarks, and Best Practices

For Strategic Account Managers, it is important to provide incentives for the performance they deliver. But traditional “sales” incentives may not be the answer.  These incentives can be tactical, targeted at short-term results and geared toward individual responsibility for generating revenue for the organization.  However SAMs tend to be part of a team sale, long-term focused, strategic, and seeking a “win-win” for both their company and the customer.  So how should SAMs be incented?  Join Chad Albrecht from ZS Associates as he walks through some best practices in SAM incentives, and presents recently published findings from the bi-annual SAMA incentive compensation survey.

Author(s): Chad Albrecht, Principal, ZS Associates

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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10. Coordinate a Global Team through Account Planning Technology

Collaboration is a key element of strategic account management. SAM’s are constantly challenged with having to manage the players that touch their accounts – yet they have to do this having little or no actual authority over other departments. This session will cover how SAMs can use technology to better coordinate resources and move away from static account planning and into a more agile framework for internal collaboration and even how to invite the customer into the process. Revegy’s head of Corporate Strategy will discuss trends in technology-enabled collaboration and tools that can be leveraged by individual teams or enterprises to engage and collaborate, such as Twitter, Linked in groups, Box.com, Presi and other technologies that are simple to be adopted by Account Teams, with or without enterprise level involvement.

Author(s): Colin Anderlohr, Senior Director, Sales Effectiveness, JDA Software; Tim Braman, VP Corporate Strategy, Revegy

Publication Date: 6/8/2015

Resource Type: Presentation handout

Subject Tags:

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

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Page 7 of 61