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Strategic Account Managers

1. Strategic Thinking for SAM Success

2. The Ultimate Crash Course on Negotiation

3. Four Must-Win Conversations to Keep and Grow Business with Existing Customers

4. From the Trenches: Experiences from a Seasoned SAM

5. Cracking the Code on C-Suite Messaging

6. Benchmarking Your Account Plan and Planning Process for Maximum Impact

7. Selling to Psychopaths Internally and Externally

8. Navigating Your Customer's Downturn: Providing What's Important When It Matters Most

9. Separating Negotiation Fact from Fiction: Key Insights for SAMs

10. Change Ahead: Unlocking the Power of Your Customer Stories

11. 20/20 SAM Vision: What Great Account Planning Looks Like in 2020

12. Co-Creation with Strategic Customers? It's Easier Said Than Done

13. The Five Healthcare Trends Every SAM Needs to Know in 2020

14. Selling to Senior Executives

15. Be Relevant! Transform Your Approach from SAM to Business Advisor in Five Easy Steps

16. Escaping the Commodity Trap: The Critical Skills and Process Constellation Energy Uses to Break Down Barriers to Become an Invaluable Asset

17. Refrigerators Are Internet-Enabled Now, What About Your SAM Skills

18. Conquering the Buyer/Seller Language Barrier: How to Leverage Financial and Business Insights to Speak Your Client's Language

19. Collaborative Planning with Your Customer: Best Practices for High-Impact Growth

New Strategic Account Managers

2. The Ultimate Crash Course on Negotiation

5. Cracking the Code on C-Suite Messaging

7. Selling to Psychopaths Internally and Externally

8. Navigating Your Customer's Downturn: Providing What's Important When It Matters Most

10. Change Ahead: Unlocking the Power of Your Customer Stories

12. Co-Creation with Strategic Customers? It's Easier Said Than Done

13. The Five Healthcare Trends Every SAM Needs to Know in 2020

14. Selling to Senior Executives

15. Be Relevant! Transform Your Approach from SAM to Business Advisor in Five Easy Steps

16. Escaping the Commodity Trap: The Critical Skills and Process Constellation Energy Uses to Break Down Barriers to Become an Invaluable Asset

18. Conquering the Buyer/Seller Language Barrier: How to Leverage Financial and Business Insights to Speak Your Client's Language

Advanced Strategic Account Managers

1. Strategic Thinking for SAM Success

3. Four Must-Win Conversations to Keep and Grow Business with Existing Customers

4. From the Trenches: Experiences from a Seasoned SAM

7. Selling to Psychopaths Internally and Externally

9. Separating Negotiation Fact from Fiction: Key Insights for SAMs

11. 20/20 SAM Vision: What Great Account Planning Looks Like in 2020

12. Co-Creation with Strategic Customers? It's Easier Said Than Done

13. The Five Healthcare Trends Every SAM Needs to Know in 2020

17. Refrigerators Are Internet-Enabled Now, What About Your SAM Skills

19. Collaborative Planning with Your Customer: Best Practices for High-Impact Growth

45. The Role of Leadership in Account Management

Senior Management

6. Benchmarking Your Account Plan and Planning Process for Maximum Impact

7. Selling to Psychopaths Internally and Externally

11. 20/20 SAM Vision: What Great Account Planning Looks Like in 2020

17. Refrigerators Are Internet-Enabled Now, What About Your SAM Skills

20. SAM as Enabler for Selling Innovation in a Service Environment

21. Boosting Your SAM Program Using a Product Management Lens

22. The Architecture of a Successful SAM/KAM Program

23. Reclaim SAM Relevance and Re-Engage Your Buyers

24. Re-invigorating our Strategic Account Program While Transforming our Salesforce: Our Journey at Microsoft

25. Importance of Center of Excellence and Program Office for SAM Success and Corporate Integration

26. Developing and Running a Global SAM Organization for Large Infrastructure Businesses: Experiences from Siemens Power Utilities' Business

27. Account Management from the Outside In, Placing the Focus on the Customer Buying Journey

28. Taking Mature SAM Programs to the Next Level of Excellence

29. Ensuring SAM Execution Through Partner Enablement

30. Achieving an Organization Design for High-Impact SAM

31. Metrics that Predict SAM Program Success

32. The SAM Playbook: Defining, Operationalizing and Institutionalizing SAM Best Practices into Right Actions

33. SAM on a Shoestring: How to Launch a Program and Reap the Benefits of SAM without Investing Heavily or Taking Huge Risks

34. Re-igniting a Mature SAM Program in the Digital Age

35. People, Processes & Performance: Improving SAM Program Performance at ABB

36. Accelerating SAM Start-Up: Lessons Learned From What the Best Do to Accelerate and Sustain SAM Impact

37. Account-Based Marketing and Strategic Account Management

38. Practical Application of ABM in SAM at 3M

39. Leveraging AI in Strategic Account Management

40. Blazing a SAM Trail at a Century Old Company - Donaldson Company

41. Creating a Coaching Culture Around Your SAM Program

42. Coaching and Enabling Your SAMs to Sell Your Company's Value

43. Implementing Successful Player/Coach Roles for SAMs

44. Attracting, Developing and Retaining Strategic Account Managers

45. The Role of Leadership in Account Management

46. Adapting SAM Talent/Programs to New Business Models

47. "Put Me in Coach": Strategic Succession Planning

48. Building SAMs into CEOs

49. Making the Business Case for SAM Team Diversity

New Program

20. SAM as Enabler for Selling Innovation in a Service Environment

21. Boosting Your SAM Program Using a Product Management Lens

22. The Architecture of a Successful SAM/KAM Program

24. Re-invigorating Our Strategic Account Program While Transforming Our Salesforce: Our Journey at Microsoft

25. Importance of Center of Excellence and Program Office for SAM Success and Corporate Integration

27. Account Management from the Outside In, Placing the Focus on the Customer Buying Journey

30. Achieving an Organization Design for High-Impact SAM

31. Metrics that Predict SAM Program Success

32. The SAM Playbook: Defining, Operationalizing and Institutionalizing SAM Best Practices into Right Actions

33. SAM on a Shoestring: How to Launch a Program and Reap the Benefits of SAM without Investing Heavily or Taking Huge Risks

35. People, Processes & Performance: Improving SAM Program Performance at ABB

36. Accelerating SAM Start-Up: Lessons Learned from What the Best Do to Accelerate and Sustain SAM Impact

40. Blazing a SAM Trail at a Century Old Company - Donaldson Company

44. Attracting, Developing and Retaining Strategic Account Managers

46. Adapting SAM Talent/Programs to New Business Models

48. Building SAMs into CEOs

49. Making the Business Case for SAM Team Diversity

Mature Program

9. Separating Negotiation Fact from Fiction: Key Insights for SAMs

26. Developing and Running a Global SAM Organization for Large Infrastructure Businesses: Experiences from Siemens Power Utilities' Business

27. Account Management from the Outside In, Placing the Focus on the Customer Buying Journey

28. Taking Mature SAM Programs to the Next Level of Excellence

29. Ensuring SAM Execution Through Partner Enablement

30. Achieving an Organization Design for High-Impact SAM

34. Re-igniting a Mature SAM Program in the Digital Age

37. Account-Based Marketing and Strategic Account Management

38. Practical Application of ABM in SAM at 3M

39. Leveraging AI in Strategic Account Management

43. Implementing Successful Player/Coach Roles for SAMs

44. Attracting, Developing and Retaining Strategic Account Managers

46. Adapting SAM Talent/Programs to New Business Models

47. "Put Me in Coach": Strategic Succession Planning

48. Building SAMs into CEOs

Learning & Development

2. The Ultimate Crash Course on Negotiation

5. Cracking the Code on C-Suite Messaging

6. Benchmarking Your Account Plan and Planning Process for Maximum Impact

10. Change Ahead: Unlocking the Power of Your Customer Stories

12. Co-Creation with Strategic Customers? It's Easier Said Than Done

13. The Five Healthcare Trends Every SAM Needs to Know in 2020

14. Selling to Senior Executives

17. Refrigerators Are Internet-Enabled Now, What About Your SAM Skills

18. Conquering the Buyer/Seller Language Barrier: How to Leverage Financial and Business Insights to Speak Your Client's Language

35. People, Processes & Performance: Improving SAM Program Performance at ABB

37. Account-Based Marketing and Strategic Account Management

42. Coaching and Enabling Your SAMs to Sell Your Company's Value

43. Implementing Successful Player/Coach Roles for SAMs

44. Attracting, Developing and Retaining Strategic Account Managers

45. The Role of Leadership in Account Management

46. Adapting SAM Talent/Programs to New Business Models

47. "Put Me in Coach": Strategic Succession Planning

48. Building SAMs into CEOs

49. Making the Business Case for SAM Team Diversity

Practitioner Case Studies

4. From the Trenches: Experiences from a Seasoned SAM

6. Benchmarking Your Account Plan and Planning Process for Maximum Impact

8. Navigating Your Customer's Downturn: Providing What's Important When It Matters Most

9. Separating Negotiation Fact from Fiction: Key Insights for SAMs

11. 20/20 SAM Vision: What Great Account Planning Looks Like in 2020

12. Co-Creation with Strategic Customers? It's Easier Said Than Done

15. Be Relevant! Transform Your Approach from SAM to Business Advisor in Five Easy Steps

16. Escaping the Commodity Trap: The Critical Skills and Process Constellation Energy Uses to Break Down Barriers to Become an Invaluable Asset

19. Collaborative Planning with Your Customer: Best Practices for High-Impact Growth

20. SAM as Enabler for Selling Innovation in a Service Environment

21. Boosting Your SAM Program Using a Product Management Lens

22. The Architecture of a Successful SAM/KAM Program

24. Re-invigorating Our Strategic Account Program While Transforming Our Salesforce: Our Journey at Microsoft

25. Importance of Center of Excellence and Program Office for SAM Success and Corporate Integration

26. Developing and Running a Global SAM Organization for Large Infrastructure Businesses: Experiences from Siemens Power Utilities' Business

27. Account Management from the Outside In, Placing the Focus on the Customer Buying Journey

29. Ensuring SAM Execution Through Partner Enablement

30. Achieving an Organization Design for High-Impact SAM

33. SAM on a Shoestring: How to Launch a Program and Reap the Benefits of SAM without Investing Heavily or Taking Huge Risks

34. Re-igniting a Mature SAM Program in the Digital Age

35. People, Processes & Performance: Improving SAM Program Performance at ABB

38. Practical Application of ABM in SAM at 3M

40. Blazing a SAM Trail at a Century Old Company - Donaldson Company

41. Creating a Coaching Culture Around Your SAM Program

45. The Role of Leadership in Account Management

46. Adapting SAM Talent/Programs to New Business Models

47. "Put Me in Coach": Strategic Succession Planning

Pharma/Life Science Sessions

11. 20/20 SAM Vision: What Great Account Planning Looks Like in 2020

13. The Five Healthcare Trends Every SAM Needs to Know in 2020

19. Collaborative Planning with Your Customer: Best Practices for High-Impact Growth

25. Importance of Center of Excellence and Program Office for SAM Success and Corporate Integration

33. SAM on a Shoestring: How to Launch a Program and Reap the Benefits of SAM without Investing Heavily or Taking Huge Risks

47. "Put Me in Coach": Strategic Succession Planning

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 KEYNOTES  l  SAMA nEXtchange  l  AGENDA  l  TRACKS  l  SESSIONS  l  SPEAKERS  l  VENUE  l  PRICING  l  TEAMS  l  BROCHURE        REGISTER

 

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