KAM Leader Series: Shaping Innovative Solutions
By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Dominique Côté, CEO and Founder, Cosawi and Principal, The Summit Group SAMA is proud to offer this […]
How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks)
By Brian Doyle, President, Holden Advisors Business decisions are usually made by decision makers at two ends of a spectrum. At one end are the innovators, who want to try […]
KAM Leader Series: Delivering for Customers
By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Denise Juliano, Vice President, Life Sciences Premier Inc. SAMA is proud to offer this 2nd article in […]
KAM Leader Series: Insight into Customer Needs
By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Renae Leary, Chief Commercial Officer Americas, Ansell In this series we explore the key capabilities that drive […]
Mastering competing demands in strategic account management by embracing paradoxical thinking
By Javier Marcos, PhD, Director, Key Account Management Forum Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product […]
Sustaining profitability: Measuring and quantifying the ROI of a strategic account management program
This article is based on a panel discussion that took place involving Frederic Kahn, Vice President Global Sales at Wavelength Pharmaceuticals; Alessio Arcando, Professor at Bologna Business School and former […]
Building and optimizing your diverse, multifunctional “Dream Team”
By Gordon Galzerano, Co-Founder and Managing Partner, Timberwilde Consulting Group We are all in a race to attract, develop and retain top talent for our organizations. Our aspiration, I believe, […]
The Neuroscience of Decision Making
By Carmen Simon, PhD, Chief Science Officer, Corporate Visions Why do human beings have brains? To communicate, create, express emotions? To help us solve complex problems? Both answers are correct, […]
People & Problems: The core of strategic account planning
By Richard Scheig, Chief Revenue Officer, Upland Software The view from where I sit as Upland Software’s Chief Revenue Officer is a profoundly interesting one. Our revenue teams are physically […]
Aligning a multifunctional team to solve a major healthcare customer’s long-standing paint point
This is the story of how a strategic account manager from Pfizer led a project with her integrated account team to solve a long-standing pain point for a hospital system customer.