Understanding your customer by understanding yourself: An interview with the CEO of Birkman International
SAMA CEO Denise Freier sits down with Sharon Birkman, CEO of Birkman International, the behavioral and occupational assessment company. They discuss how Birkman’s methodology for measuring personality can help SAMs […]
From executive sponsorship to executive engagement
Author discusses her own experiences with ineffective executive sponsorship, clarifies the goals and role of executive sponsorship, and details the four key components of effective executive sponsorship.
Break & Glue: The art of capturing complex mega-strategic accounts in CRM to get the most from account planning tools
Author offers an innovative way to use CRM to enable better use of account planning tools when dealing with very complex (“mega”) strategic accounts.
Account-based marketing for strategic account management
COVID has been a huge accelerator of digital marketing generally and account-based marketing specifically. In this episode, three experts in both strategic account management and marketing talk about how ABM […]
Into the deep end: Becoming a SAM during COVID
Our guest this episode shares what she’s learned after surmounting a trifecta of challenges over the past ~18 months, any ONE of which might have tripped up a lesser professional: […]
Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world
History has shown that when companies invest in their customer relationships during downturns, the recovery period is faster and, ultimately, buyer relationships end up stronger than before. This piece offers five things companies can do to get back to the fundamentals with their most strategic customers.
No longer just a nice-to-have: Sustainability for SAMs
Sustainability (and, more generally, ESG – Environmental, Social and Corporate Governance) is top-of-mind inside your customer’s C-suite. So as a SAM, you need to be prepared to have knowledgeable conversations […]
The Future of SAM – Revisited
Blog covers how SAMs can learn from the past and prepare for the future after 14 months of a pandemic.
SAMA releases Biannual 2021 Compensation Report
SAMA just released its biannual 2021 report on SAM and KAM compensation trends and practices.
How Aramex’s Young SAM Program Provides Strategic Value and Impact
How Aramex dealt with shifts in the logistics and transportation marketplace.