Current Issue - Vol. 12, Issue 2 - 2nd Quarter 2010

Keep current on the issues that affect the strategic account management profession by reading Velocity®, SAMA’s quarterly magazine. Each issue contains exclusive, in-depth articles on topics such as negotiation, customer management, internal alignment and effective team communications. Featured are best practices and case studies, research highlights and peer perspectives.
Annual subscription price = $65, individual issues = $25, individual articles = $10 each (free to members).

• Velocity® Q2 2010: complete issue (cover -- Putting it all together: impacting business outcomes through SAM)
• The value road map: Part 2--developing and articulating the value you create
• When logic is fuzzy: harnessing the uncertainty in determining investment levels for current and future strategic accounts
• Provoking procurement with an unsolicited proposal
• Customer focus: getting to the heart of it
• Xerox's global account management evolution
• Owens Corning's metric: The fundamental reason corporations exist is to create value for customers
• Deloitte: Are you ready for account-based marketing? 10 signs indicating that the time is now
• Turning the keys: how global industry leaders deploy the keys to effective strategic account planning
• Editor's Corner (free)
• Strategic Reflections: How to build account team collaboration--a powerful competitive advantage (free)
• Quick Takes (free)
• Data Watch (free)
• Book Review: 10 Steps to Successful Teams (free)