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Sunday, May 22, 2022

4:00 p.m.-8:00 p.m.

Registration & Check-in

5:00 p.m.-6:00 p.m.

Session 120 — Benchmarking Your Account, Plan and Planning Process: Leveraging Lessons Learned from the SAMA Community  

6:00 p.m.-7:30 p.m.

SAMA Happy Hour

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Can't make the conference? A post-event, on-demand option WILL be available. Stay tuned!

Monday, May 23, 2022

7:00 a.m.-6:00 p.m.

Registration & Check-in

7:00 a.m.-8:00 a.m.

Breakfast

8:00 a.m.-9:15 a.m.

Opening Remarks & Keynote: Strategic Selling in an Omnichannel World

9:45 a.m.-11:00 a.m.

Concurrent Sessions

Session 101 — Timing Is Everything! Global Service Account Management's Role Early in the Product Life Cycle  

Session 102 — The Neuroscience of Your Customers’ Attention  

Session 104 — Executive Presence for Strategic Account Managers  

Session 107 — Mastering Communications in the Post-COVID World (Double Session)  

Session 111 — Do Not Give Up Your Value in the Last Mile (Double Session)  

Session 113 — Planning to Grow: The Critical Elements of an Effective Account Growth Strategy  

Session 120 — Benchmarking Your Account, Plan and Planning Process: Leveraging Lessons Learned from the SAMA Community  

Session 212 — Evolving a Mature Accounts Program in Alignment with Shifting Business Dynamics  

Session 215 — Value Propositions Under Attack: The Future of Working with Outsourced Procurement  

Session 304 — Women Leaders in SAM: Driving Success with Diverse SAM Organizations  

11:45 a.m.-1:00 p.m.

Concurrent Sessions

Session 103 — Bringing Value: Using Insight-Led Selling  

Session 105 — Creating Competitive Immunity Through Deep Customer Discovery  

Session 107 — Mastering Communications in the Post-COVID World (Session continued)  

Session 111 — Do Not Give Up Your Value in the Last Mile (Session continued)  

Session 123 — Managing the Hidden Buying Journey  

Session 202 — Introduction of a New SAM Organization in the Healthcare Distributor Environment in Africa  

Session 204 — Third Box Strategy Alignment: Design Thinking to Co-Create Your Customers’ Future  

Session 210 — How Do You Fly the Friendly Skies … Greener? How United’s Sales Team Is Helping Customers Make Air Travel More Sustainable  

Session 306 — The Three Key Trends that All Leaders Must Consider When Attracting, Developing and Retaining Top Talent  

1:00 p.m.-2:15 p.m.

Lunch

2:15 p.m.-3:30 p.m.

Concurrent Sessions

Session 109 — Using a Coach Approach With Your Customer to Deepen the Relationship  

Session 114 — Aligning Your Cross-Functional Account Team to Co-Create Customer Value  

Session 119 — How to Operationalize the SAMA Seven-Step Process for Value Co-Creation  

Session 201 — Building a SAM Program From the Ground Up  

Session 208 — Metrics that Predict If Your SAM Program Will Succeed  

Session 211 — Building Account Plans with Account-Based Marketing  

Session 213 — Positive Intelligence for SAMs: Going From Good to Great!  

Session 214 — SAM Center of Excellence: How To Inspire and Establish a Global SAM Journey, a Boehringer Ingelheim Animal Health Story  

Session 217 — Growing a Customer-Centric Organization: Lessons Learned  

4:15 p.m.-4:45 p.m.

Keynote: Return on Character

5:00 p.m.-6:00 p.m.

“SAMA Unplugged”

6:00 p.m.-7:00 p.m.

Networking Reception

Tuesday, May 24, 2022

7:00 a.m.-6:00 p.m.

Registration & Check-in

7:00 a.m.-8:00 a.m.

Breakfast

8:00 a.m.-9:15 a.m.

Excellence Awards™ & Keynote: The Only SAM Metric that Matters: Business Value

9:45 a.m.-11:00 a.m.

Concurrent Sessions

Session 101 — Timing Is Everything! Global Service Account Management's Role Early in the Product Life Cycle  

Session 107 — Mastering Communications in the Post-COVID World (Double Session)  

Session 111 — Do Not Give Up Your Value in the Last Mile (Double Session)  

Session 118 — Dealing with Difficult People and Conversations  

Session 123 — Managing the Hidden Buying Journey  

Session 209 — When Art Meets Science: How Creating a Formal SAM Program Drives Customer Value Creation with Speed and Scale  

Session 214 — SAM Center of Excellence: How To Inspire and Establish a Global SAM Journey, a Boehringer Ingelheim Animal Health Story  

Session 217 — Growing a Customer-Centric Organization: Lessons Learned  

Session 305 — KAM Metrics Panel: A Balanced Scorecard Approach - From Design to Operationalization  

11:45 a.m.-1:00 p.m.

Concurrent Sessions

Session 107 — Mastering Communications in the Post-COVID World (Session continued)  

Session 108 — Five Game Changers for Virtual Strategic Account Management  

Session 111 — Do Not Give Up Your Value in the Last Mile (Session continued)  

Session 116 — Develop Competitor Proof Relationships: Make Every Sales Interaction Matter  

Session 121 — Creating Competitive Advantage Through Co-Innovation With Customers  

Session 205 — Enabling, Accelerating and Sustaining Leading-Practice SAM  

Session 210 — How Do You Fly the Friendly Skies … Greener? How United’s Sales Team Is Helping Customers Make Air Travel More Sustainable  

Session 215 — Value Propositions Under Attack: The Future of Working with Outsourced Procurement  

Session 301 — Defining Keystone Character Habits That Will Define and Distinguish the Highest-Performing Salespeople of the Future  

1:00 p.m.-2:15 p.m.

Lunch

2:15 p.m.-3:30 p.m.

Concurrent Sessions

Session 109 — Using a Coach Approach With Your Customer to Deepen the Relationship  

Session 110 — Understand Your Customer’s Financials to Avoid Commoditization  

Session 112 — Recipe for Co-Creation  

Session 118 — Dealing with Difficult People and Conversations  

Session 206 — Future Markets: Find the Growth in Strategic Account Management  

Session 208 — Metrics that Predict If Your SAM Program Will Succeed  

Session 213 — Positive Intelligence for SAMs: Going From Good to Great!  

Session 216 — The Rarest Advantage: How a Strategic Customer Advisory Board Co-Creates Value  

Session 218 — The Challenge of Selling Expertise, Not Product: Transforming SAMs Into High-Value Advisors Supported by Engaging Digital Content  

4:15 p.m.-5:30 p.m.

Concurrent Sessions

Session 103 — Bringing Value: Using Insight-Led Selling  

Session 104 — Executive Presence for Strategic Account Managers  

Session 105 — Creating Competitive Immunity Through Deep Customer Discovery  

Session 113 — Planning to Grow: The Critical Elements of an Effective Account Growth Strategy  

Session 116 — Develop Competitor Proof Relationships: Make Every Sales Interaction Matter  

Session 121 — Creating Competitive Advantage Through Co-Innovation With Customers  

Session 203 — How to Build a Strategic Account Management Program from a Practitioner’s Perspective  

Session 207 — A SAM Transformation Journey in Medical Products and Services  

Session 211 — Building Account Plans with Account-Based Marketing  

Session 306 — The Three Key Trends that All Leaders Must Consider When Attracting, Developing and Retaining Top Talent  

6:00 p.m.-6:30 p.m.

Transportation to Mardi Gras World

6:30 p.m.-9:30 p.m.

Reception & Dinner at Mardi Gras World

Wednesday, May 25, 2022

7:00 a.m.-1:00 p.m.

Registration & Check-in

7:00 a.m.-8:00 a.m.

Breakfast

8:00 a.m.-9:15 a.m.

Closing Remarks & Keynote: StoryMythos: Your Movie Guide to Better Business Stories

9:45 a.m.-11:00 a.m.

Concurrent Sessions

Session 108 — Five Game Changers for Virtual Strategic Account Management  

Session 112 — Recipe for Co-Creation  

Session 115 — StoryMythos: Your Movie Guide to Better Business Stories   

Session 205 — Enabling, Accelerating and Sustaining Leading-Practice SAM  

Session 206 — Future Markets: Find the Growth in Strategic Account Management  

Session 212 — Evolving a Mature Accounts Program in Alignment with Shifting Business Dynamics  

Session 216 — The Rarest Advantage: How a Strategic Customer Advisory Board Co-Creates Value  

Session 218 — The Challenge of Selling Expertise, Not Product: Transforming SAMs Into High-Value Advisors Supported by Engaging Digital Content  

Session 303 — Data Doesn’t Lie! Today's Three Must-Have Strategic Account Management Traits for Success  

11:45 a.m.-1:00 p.m.

Concurrent Sessions

Session 114 — Aligning Your Cross-Functional Account Team to Co-Create Customer Value  

Session 119 — How to Operationalize the SAMA Seven-Step Process for Value Co-Creation  

Session 122 — Non-Traditional Strategic Value Creation: ESG, Supplier Diversity and Digital Platforms  

Session 125 — How COVID Changed an Entire Industry’s Movement From Backstage to Center Stage  

Session 203 — How to Build a Strategic Account Management Program from a Practitioner’s Perspective  

Session 207 — A SAM Transformation Journey in Medical Products and Services  

1:00 p.m.

Conference Adjourns


Thank you to our sponsors:

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