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CONFERENCE AGENDA

Monday, May 22

4:00 PM - 7:30 PM

REGISTRATION & CHECK-IN

5:00 PM - 6:00 PM

BONUS SESSION!    Session 213: Pursuit of KAM Excellence: Evolving your people, process and program

6:00 PM - 7:30 PM

OPENING SAMA CONFERENCE HAPPY HOUR

Tuesday, May 23

7:00 AM - 6:00 PM

REGISTRATION & CHECK-IN

8:00 AM - 9:15 PM

OPENING REMARKS AND KEYNOTE – SAMA's President & CEO, Denise Freier and Sierra Towers, Vice President, Go to Market & Operations, Boehringer Ingelheim Pharmaceuticals, Inc.

9:45 AM - 11:00 AM

Critical Skills for
Strategic Account Managers
SAM Program Design, Structure, and Management
SAM Talent: Recruiting, Hiring, and Retaining Top People
Session 103: Dealing with Procurement: How you can turn purchasing adversaries into devoted allies   2.5 hr session
Session 122: Deep Sales in Strategic Accounts: Adopting top-performer habits powered by LinkedIn
Session 202: Enhancing the Impact of SAM Programs
 
Session 301: SAM Performance — Next Level!
 
Session 108: Telling Your Account Story Through Effective Executive Briefings
Session 123: Trends in B2B Commercial Excellence: How to win with account planning
Session 207: Third Box Reframing: Design Thinking to Help Your Customer Reframe Their Game   2.5 hr session
 
Session 112: Strategic Account Management & Sales: How to synergize the sometimes contradictory
Session 126: How AI is Already — And Will Continue — Reinventing SAM
 
 
Session 114: Selling Complex Solutions to Global Buyers: a Neuroscience Approach
 
 
 
11:45 AM - 1:00 PM
Session 103: Dealing with Procurement: How you can turn purchasing adversaries into devoted allies   (session continued)
Session 113: Protect Revenue, Protect Relationships: Become a 14%er
Session 203: Building a ONE VOICE SAM business transformation: A BI Canada journey
 
Session 104: How to Drive Results and Make an Impact: A toolkit for strategic account managers
Session 120: “Customer First” Strategic Account Management
Session 207: Third Box Reframing: Design Thinking to Help Your Customer Reframe Their Game   (session continued)
 
Session 107: Gaining and Leveraging Customer Momentum from Your Portfolio of Account Value
Session 124: US Health Systems: Priorities and partnership opportunities
Session 208: The Future of Strategic Account Management: Building a world-class organization in an omnichannel world
 
Session 110: Winning Internal Support for Your Accounts
 
 
 
1:00 PM - 2:15 PM

NETWORKING LUNCH

2:15 PM - 3:30 PM
Session 101: A Crash Course in Negotiations: The Power of Nice
Session 115: Engaging the C-Suite: Be so good that you get invited back
Session 201: Practices for Engaging Senior Leadership: Motivating senior leaders to be part of the SAM team
Session 302: Be Here, Now
Session 105: Speaking the Language of Procurement
Session 118: Making Customer-Centricity Matter
Session 204: It’s Not Copy & Paste: How to scale an award-winning KAM program across regions and business segments
 
Session 106: Value Realization: The Next Competitive Advantage
Session 125: Achieving Success in Today’s Evolving Business Environment: Hot topics panel discussion
Session 209: Matching Strategic Account Management Programs to Today’s Buyers
 
4:00 PM - 5:00 PM

DISCUSSION TABLES

5:00 PM - 6:30 PM

NETWORKING RECEPTION

Wednesday, May 24

7:00 AM - 6:00 PM

REGISTRATION & CHECK-IN

8:00 AM - 9:15 PM

EXCELLENCE AWARDS AND KEYNOTE – Dave Berke, Chief Officer of Development and Curriculum, Echelon Front

9:45 AM - 11:00 AM

Critical Skills for
Strategic Account Managers
SAM Program Design, Structure, and Management
SAM Talent: Recruiting, Hiring, and Retaining Top People
Session 103: Dealing with Procurement: How you can turn purchasing adversaries into devoted allies   2.5 hr session
Session 117: Getting Credit for Value with Customers
Session 201: Practices for Engaging Senior Leadership: Motivating senior leaders to be part of the SAM team
Session 304: Session information coming soon.
 
Session 107: Gaining and Leveraging Customer Momentum from Your Portfolio of Account Value
Session 123: Trends in B2B Commercial Excellence: How to win with account planning
Session 208: The Future of Strategic Account Management: Building a world-class organization in an omnichannel world
Session 305: Establishing a Framework for a Strong Coaching Culture Within Your Organization
Session 113: Protect Revenue, Protect Relationships: Become a 14%er
 
Session 214: The ROI of SAM
 
11:45 AM - 1:00 PM
Session 103: Dealing with Procurement: How you can turn purchasing adversaries into devoted allies   (session continued)
Session 119: Not Just Another Vendor: How sales leaders use account planning to build trust and grow revenue
Session 203: Building a ONE VOICE SAM business transformation: A BI Canada journey
Session 303: SAM Incentives, Benchmarks, and Best Practices
 
Session 110: Winning Internal Support for Your Accounts
Session 121: How To Price For and Sell Innovative Ideas
Session 209: Matching Strategic Account Management Programs to Today’s Buyers
 
Session 114: Selling complex solutions to global buyers: a neuroscience approach
Session 127: Seven Years of Partnership: From concept to value
Session 212: The Road from Transactional Vendor to Strategic Business Advisor
 
Session 116: Account Feedback Metrics to Guide Transformation: From transactional supplier to strategic account-centric trusted advisor
 
 
 
1:00 PM - 2:15 PM

NETWORKING LUNCH

2:15 PM - 3:30 PM
Session 102: Strategic Account Management in a Post-Sale Capital Equipment Ecosystem
Session 112: Strategic Account Management & Sales: How to synergize the sometimes contradictory
Session 204: It’s Not Copy & Paste: How to scale an award-winning KAM program across regions and business segments
Session 301: SAM Performance — Next Level!
Session 105: Speaking the Language of Procurement
Session 118: Making Customer-Centricity Matter
Session 210: Improving a Strategic Account Management Program: Action research in strategy implementation
 
Session 109: Opportunity Management for a Modern Strategic Account Manager
Session 122: Deep Sales in Strategic Accounts: Adopting top-performer habits powered by LinkedIn
 
 
Session 111: Structured Storytelling   
2.5 hr session
Session 126: How AI is Already — And Will Continue — Reinventing SAM
 
 
4:15 PM - 5:30 PM
Session 101: A Crash Course in Negotiations: The Power of Nice
Session 115: Engaging the C-Suite: Be so good that you get invited back
Session 202: Enhancing the Impact of SAM Programs
 
 
Session 104: How to Drive Results and Make an Impact: A toolkit for strategic account managers
Session 125: Achieving Success in Today’s Evolving Business Environment: Hot topics panel discussion
Session 205: Creating a Successful Strategic Account Team
 
Session 111: Structured Storytelling   (session continued)
 
Session 211: SAM Implementation: How to kick-start the process
 
 
 
Session 214: The ROI of SAM
 
6:00 PM - 9:30 PM

NETWORKING RECEPTION ABOARD THE USS MIDWAY

Thursday, May 25

7:00 AM - 1:00 PM

REGISTRATION & CHECK-IN

8:00 AM - 9:15 PM

CLOSING REMARKS AND KEYNOTE – SAMA President & CEO, Denise Freier and Tiffani Bova, Global Customer Growth and Innovation Evangelist, Salesforce

9:45 AM - 11:00 AM

Critical Skills for
Strategic Account Managers
SAM Program Design, Structure, and Management
SAM Talent: Recruiting, Hiring, and Retaining Top People
Session 102: Strategic Account Management in a Post-Sale Capital Equipment Ecosystem 
Session 111: Structured Storytelling   
2.5 hr session
Session 207: Third Box Reframing: Design Thinking to Help Your Customer Reframe Their Game   
2.5 hr session
Session 302: Be Here, Now
 
Session 106: Value Realization: The Next Competitive Advantage
Session 120: “Customer First” Strategic Account Management
Session 210: Improving a Strategic Account Management Program: Action research in strategy implementation
 
Session 109: Opportunity Management for a Modern Strategic Account Manager
 
Session 211: SAM Implementation: How to kick-start the process
 
 
 
Session 212: The Road from Transactional Vendor to Strategic Business Advisor
 
11:45 AM - 1:00 PM
Session 111: Structured Storytelling   (session continued)
Session 116: Account Feedback Metrics to Guide Transformation: From transactional supplier to strategic account-centric trusted advisor
Session 205: Creating a Successful Strategic Account Team
Session 303: SAM Incentives, Benchmarks, and Best Practices
 
Session 117: Getting Credit for Value with Customers
 
Session 207: Third Box Reframing: Design Thinking to Help Your Customer Reframe Their Game   (session continued)
 
1:00 PM

CONFERENCE ADJOURNS

 

REGISTER

 

Thank you to our sponsors:

 
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For information on sponsorship opportunities, contact Harvey Dunham, Managing Director, Strategy and Marketing
at +1 312-662-2971 or dunham@strategicaccounts.org.