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Keynote: Growth is a Thinking Game

Keynote: The Future of SAM - Revisited

Keynote: Create Competitor-Proof Digital Relationships

 

Keynote: Is Your Strategic Account Program Liquid? The Relationship Between Liquidity, Performance and Resilience

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

Keynote: The Three Gears to Power Through Adversity
 

   

TRACK: CRITICAL SKILLS FOR SAMS

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

TRACK: CRITICAL SKILLS FOR SAMS

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

TRACK: CRITICAL SKILLS FOR SAMS

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

TRACK: CRITICAL SKILLS FOR SAMS

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

TRACK: CRITICAL SKILLS FOR SAMS

Session 5 - Best Practices for Creating Competitive Immunity   

TRACK: CRITICAL SKILLS FOR SAMS

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

TRACK: CRITICAL SKILLS FOR SAMS

Session 7 - Leading the Customer-Centricity Revolution   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

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

TRACK: CRITICAL SKILLS FOR SAMS

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: CRITICAL SKILLS FOR SAMS

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

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 TALENT: RECRUITING, HIRING & RETAINING TOP PEOPLE

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

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

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

TRACK: CRITICAL SKILLS FOR SAMS

Session 14 - SAM is a Team Sport   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 15 - SAM Playbook: Defining, Operationalizing and Institutionalizing SAM Best Practices into Right Actions  

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 16 - Operating as One Integrated Cross-Functional Team   

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

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

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 18 - SAM Program Acceleration…SAM Excellence   

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

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

TRACK: CRITICAL SKILLS FOR SAMS

Session 20 - How Can You Harness Your Customer’s Advice to Help You Drive Value and Create a Competitive Advantage in Support of Long-Term Success?  

TRACK: CRITICAL SKILLS FOR SAMS

Session 21 - Internal Alignment from a SAM’s Perspective   

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

Session 22 - Our Journey of SAM Competency Development   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 23 - Reflections on Starting a SAM Program   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

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

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   

TRACK: SAM PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

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

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 PROGRAM DESIGN, STRUCTURE AND MANAGEMENT

Session 29 - Business Alignment: Fortifying and Future-proofing Your Customer’s Business Model   

TRACK: CRITICAL SKILLS FOR SAMS

Session 30 - Thought Leadership & The Art of Differentiation