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Do you have a specific challenge area you just can’t solve with the resources currently available to you? Connect one-on-one with a conference presenter in his or her area of specialization with “Expert Exchange,” complimentary with your conference registration.


As a registered attendee, you have the opportunity to sign up for one Expert Exchange session to engage with a Virtual SAMA Conference speaker of your choice on a topic of your choice in their area of expertise.* Through these individualized, customizable sessions, you will get the chance to pick the brain of a renowned expert on whatever topic happens to be your most presssing present-day need, challenge or opportunity. You can use this time yourself one-on-one or bring along a small group of colleagues, even if they are not attending the conference! Expert Exchange slots are limited, so make sure to register as early as possible. Questions or additional requests? Please contact registration@strategicaccounts.org.

*Not all conference speakers are able to participate.

 

MEET WITH AN EXPERT     Not registered for the conference? Register now

dbertani

sbharmal

 
  ABOUT 

     LinkedIn_logo.jpg    twitter_logo.jpg    #SAMACon
 

Chose to speak with the following experts:

 

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Steve Andersen
President and Founder,
Performance Methods, Inc.
 

EXPERT TOPICS:

  • What Great Account Planning Looks Like in 2021
  • Benchmarking Your Account Plan and Planning Process for Greater Adoption and Impact
  • Mindset Shift from Product-Centric to Customer-Centric
  • Driving SAM/KAM Adoption with Executive Account Briefings and Reviews
  • Changing the Customer Conversation to Value
  • Selling to Existing Customers During Times of Uncertainty and Change
  • Transforming the Customer Experience: Optimizing Value Creation & Relationship Growth
  • The Keys to Effective Strategic Account Planning: Strategies for Driving Account Growth
  • Beyond the Sales Process: Proven Strategies for a Customer-Driven World
  • Increase Sales Effectiveness with Value-Focused Selling
Dino Bertani
Executive Director, International Strategic Account Management
Allergan Aesthetics
 

EXPERT TOPICS:

  • Critical steps in the development & execution of a corporate-wide SAM program
  • How to run successful collaborative planning sessions with your top accounts
  • SAM talent attraction, development, coaching & retention

 

Shakeel Bharmal
Senior Vice President
The Summit Group
 

EXPERT TOPICS:

  • SAM as Executive Coach
  • Assessing Customer Business Resilience
  • Developing The SAM Personal Learning Cycle
  • The Character Based SAM
 
Adrian Davis
President, Whetstone Inc.
and
Vito Cafagna
Corporate Account Manager, Sonoco
 

EXPERT TOPICS:

  • Co-Discovery & Value-Fit: Setting Up an Economic Waterfall

  • Co-Innovation &Value Co-Creation: Ensuring Mutual Benefit

  • Negotiations & Renewals: Knowing When to Close and When to Walk Away

  • Internal Team Dynamics and Conflicting Priorities


 

Joanne Casson
Executive Client Partner, Managed Learning Services
Helmsley Frasier
 

EXPERT TOPICS:

  • Outsourced Learning

jcasson

Dennis Chapman
Founder and President
The Chapman Group
 

EXPERT TOPICS:

  • TBA

dchapman


 

dcote

Dominique Côté
Owner and Founder, Cosawi and
Principal, The Summit Group
 

EXPERT TOPICS:

  • Agile Leadership: How to Lead in Turbulent Times
  • Building High Performing Teams
  • Designing a Successful SAM Roadmap
  • Account-Based Marketing
  • Establishing a COE (Center of Excellence), to Accelerate the SAM journey

rdavis

Ron Davis
EVP, Global Head of Customer Management
Zurich Insurance
 

EXPERT TOPICS:

  • Executive Sponsorship Programs and Executive Engagement
  • The Art of Differentiation
  • Internal Alignment Within Your Company

 

bdietmeyer

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Brian Dietmeyer
CEO
5600 blue
 

EXPERT TOPICS:

  • Negotiation
  • Negotiation with Procurement
  • Selling to the Buyer Journey

hdunham

Harvey Dunham
Managing Director of Strategy and Marketing
SAMA
 

EXPERT TOPICS:

  • How to Set Up a SAM Program

  • How to Set Up an Executive Sponsor Program

  • Any Aspect of the SAM Process

  • How to Get the Most from a SAMA Membership


 

jgardner

John Gardner
President Global Strategic Accounts (retired)
Emerson Automation Solutions
 

EXPERT TOPICS:

  • Set Up & Structure a Global Strategic Accounts Program
  • Creating, Quantifying & Communicating the Value of a Strategic Account to a Customer Enterprise
  • Operating a Strategic Account Program in a Matrixed Organization
  • Leading and Running the Strategic Account Management Process

jhughes

Jonathan Hughes
Partner
Vantage Partners
 

EXPERT TOPICS:

  • TBA

 

Dan Kosch
Co-CEO
IMPAX Corporation
 

EXPERT TOPICS:

  • Coaching SAMs
  • Selling to Senior Executives
  • Selling Value
  • Relationship Management Strategies
  • Creating Competitive Immunity
  • Delivering Executive Presentations
Lisa Maggiore
Vice President Global Strategic Account Management and Intermediary Group Sales (retired) 
Hilton Worldwide 
 

EXPERT TOPICS:

  • TBA

 

Myla Maloney
Vice President, Strategic Accounts, Applied Sciences
Premier Inc.
 

EXPERT TOPICS:

  • TBA

mmaloney

Ulrik Monberg
Founder & CEO
Arpedio
 

EXPERT TOPICS:

  • Digital Transformation of SAMA's 7-steps model for strategic account management
  • Digitizing Revenue Optimization and coaching
  • On-demand guidance and decision support for SAMS
  • CRM and Salesforce.com for SAM Programs
  • Digital solutions for:
    • Stakeholder management 
    • Cross-Selling (white space)
    • Pipeline Management

 

www.oratium.com

 

EXPERT TOPICS:

  • Full Review of a Current Sales Message
  • Critique of Your Messaging (share your sales message and we'll recommend 2-3 fixes)
  • Versioning Your Message According to the Buyer (share your message, then modify it for a diverse buying group and/or CxO, and we'll provide feedback)
  • Messaging Challenges “Ask an Expert”
  • How to Structure a Message for Engagement and Retellability
  • Deep Dive on Designing and Delivering a Virtual Sales Conversation
  • Building a Compelling C-Level Pitch
  • Building a Compelling Elevator Pitch
  • Developing Customer-Centric Sales Conversations
  • Critiquing Your Virtual Selling Skills (you deliver and we'll provide 2-3 major recommendations)
  • Developing Customer-Centricity in Your Presentations

hrapp

Hajo Rapp
SVP Strategic Account Management & Sales Excellence
TÜV SÜD AG
 

EXPERT TOPICS:

  • Europe, on my industry (Service business, Testing and Inspection) and setting up a new program
  • Program Setup
  • Digital Sales
  • Social Selling 
  • Selling Innovations / Product Getting Digital

 

jrobertson

James Robertson
President
The Summit Group
 

EXPERT TOPICS:

  • TBA

kshaver

Kurt Shaver
Chief Sales Officer & Co-Founder
Vengreso
 

EXPERT TOPICS:

  • Virtual Selling
  • Digital Selling
  • Social Selling
  • LinkedIn
  • Video Messaging

 

Mark Shonka
Co-CEO
IMPAX Corporation
 

EXPERT TOPICS:

  • Coaching SAMs
  • Selling to Senior Executives
  • Selling Value
  • Relationship Management Strategies
  • Creating Competitive Immunity
  • Delivering Executive Presentations

styrlund

Phil Styrlund
CEO
The Summit Group
 

EXPERT TOPICS:

  • Value Creation
  • Co- creation
  • Starting A SAM Program
  • Talent, Talent/Competencies
  • What the Best Do Differently
  • Taking SAM to the next level
  • Segmentation
  • Mindset for the Future
  • Relationship and Executive Alignment

 

mthomas

Michael Thomas
Principal
Magnetic Consulting
 

EXPERT TOPICS:

  • How World-Class Organizations Brand Their SAM Programs & Gain Real Competitive Differentiation
  • Developing a Better Coaching Culture Within Your Strategic Accounts Organization
  • Effectively Using Customer Innovation Goals as Part of Strategic Account Planning
  • Why Value Propositions Are a Consistent Challenge for SAMs & One Key Approach for Making Them Better

 

    

MEET WITH AN EXPERT 

Not registered for the conference? Register now