8:00 am - 9:00 am CST   –   Conference Welcome & Orientation

9:00 am - 9:30 am CST   –   Opening Remarks & Excellence Awards™

Welcome by SAMA CEO, Denise Freier

9:30 am - 11:00 am CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 6 - Strategic Influence: From Persuasion to Collaborative Problem-Solving  

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 31 - TBA   

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE

Session 12 - SAMs as Leaders: The Challenges and Benefits of Informal Leadership   

      

11:30 am - 12:30 pm CST   –   Keynote

“Growth is a Thinking Game” 

  Tiffani Bova, Growth & Innovation Evangelist, Salesforce Sales Strategist, Speaker and Author

1:00 pm - 2:30 pm CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 2 - Selling to Existing Customers: How Top Performing SAMs/KAMs Drive Consistent Sales Success  

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 9 - Four Must-Win Conversations to Keep and Grow your Business with Existing Customers: What You Need to Know Now and for the Future  

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE

Session 22 - Our Journey of SAM Competency Development  

      

3:00 pm - 4:30 pm CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 1 - Using Account Executive Briefings to Activate Cross-Functional Teams and Create Awareness With the C-Suite   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 8 - Our SAM Journey: From Startup to Real Impact  

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 27 - Return on Character: Developing Character Habits that Drive Results  

      

4:30 pm - 5:30 pm CST   –   Networking Event

Cocktails and Comedy


8:00 am - 8:30 am CST   –   Networking Event

      • Prepare Your Mind and Body
      • Membership Meet and Greet
 

8:30 am - 10:00 am CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 30 - Thought Leadership & The Art of Differentiation  

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 25 - Redefining Allergan's Top Customer Engagements in Medical Aesthetics  

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 26 - The Case for Trust: The True Currency of Business  

      

10:30 am - 11:30 am CST   –   Keynote

“The Future of SAM – Revisited” a panel discussion

Presenters: Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board (Panel Moderator); Kaj Storbacka, Professor, Hanken School of Economics; Karen Passmore, Partner, McKinsey; Frédéric Kahn, Vice President Global Sales, Wavelength Pharmaceuticals

12:00 pm - 1:00 pm CST   –   Keynote

“Create Competitor-proof Digital Relationships” 

  Ed Wallace, President, AchieveNEXT

“Is Your Strategic Account Program Liquid? The Relationship Between Liquidity, Performance and Resilience” 

  Arun Sharma, Professor of Marketing, Miami Herbert Business School

1:30 pm - 3:00 pm CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 7 - Leading the Customer-Centricity Revolution  

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 11 - Account Management from the Outside In: Placing the Focus on the Customer-Buying Journey  

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 13 - Achieving an Organization Design for High-Impact SAM  

      

3:30 pm - 5:00 pm CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 3 - Driving Account Growth: Building and Leveraging Your Account Value Portfolio   

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 5 - Best Practices for Creating Competitive Immunity   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 18 - SAM Program Acceleration…SAM Excellence   

      

5:00 pm - 5:30 pm CST   –   Networking Event


8:00 am - 9:00 am CST   –   Networking Event

9:00 am - 10:30 am CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 14 - SAM is a Team Sport   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 28 - Taking SAM to the Next Level: A SAM Thought Leader Conversation on Elevating & Sustaining a Customer-Centric, Organization-Wide Cultural Shift   

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE

Session 19 - Applying Best Practices To Build and Optimize Diverse, Multigenerational Teams  

      

11:00 am - 12:30 pm CST   –   Keynote

“The Neuroscience of Decision Making: How Business Buyers Frame Value and Make Choices” 

  Carmen Simon, Chief Science Officer, Corporate Visions

“The Three Gears to Power Through Adversity” 

  Bill Wallace, Executive Vice President, Revenue Storm

1:00 pm - 2:30 pm CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 4 - How to Get to and Sell to the C-Suite   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 16 - Operating as One Integrated Cross-Functional Team   

TRACK: SAM TALENT: RECRUITING, HIRING AND RETAINING TOP PEOPLE

Session 17 - “Put Me in Coach”: Strategic Succession Planning & SAM Readiness   

      

3:00 pm - 4:30 pm CST   –   Concurrent Sessions

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 10 - Selling Insights from the Other Side of the Desk  

TRACK: CRITICAL SKILLS FOR STRATEGIC ACCOUNT MANAGERS

Session 21 - Internal Alignment from a SAM's Perspective   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 24 - Blazing a SAM Trail in a Century-Old Corporation  

      

4:30 pm CST   –   Conference Adjourns

 
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