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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

Subject Tags:

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

Subject Tags:

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

Subject Tags:

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

Subject Tags:

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

Subject Tags:

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

Subject Tags:

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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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

Subject Tags:

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

Subject Tags:

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

Subject Tags:

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

Subject Tags:

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

Subject Tags:

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

Subject Tags:

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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Page 8 of 62