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Conference Sessions

Critical Skills for Strategic Account Managers
An enabled, empowered SAM with the right combination of leadership traits and business acumen is an unbeatable combination. Learn what’s in the DNA of an elite account team leader and how the best SAMs and GAMs orchestrate the strategic value creation process and drive business outcomes for their customers. Sessions will cover managing teams with diverse cultural backgrounds, understanding and outwitting procurement, using data to bring new value streams to your customer, how to win bigger (and better) deals through upstream certification and specification, and much, much more.

Session 101

Session 102

Session 103

Session 104

Session 105

Session 106

Session 107

Session 108

Session 109

Session 110

Session 111

Session 112

Session 113

Session 114

Session 115

Session 116

Session 117

Session 118

Session 119

Session 120

Session 121

SAM Program Design, Structure and Management   (↑ top)
Your SAMs don’t work in a vacuum. Without having the right management systems and processes in place to enable them, all the talent in the world won’t make a difference. Learn how the best companies make the business case for SAM, how they structure their SAM program, and how they align the strategic account management initiative with their larger corporate objectives. Sessions will cover issues related to internal alignment, executive sponsorship, account selection and deselection, and many other universal SAM challenges.

Session 201

Session 202

Session 203

Session 204

Session 205

Session 206

Session 207

Session 208

Session 209

 

SAM Talent: Recruiting, Hiring and Retaining Top People   (↑ top)
SAMA research shows that nothing influences the success or failure of a strategic account management initiative more than the leadership capabilities of the SAM. Is your organization screening for the right traits, attracting the best candidates, and then enabling your SAMs with the technology, coaching, and organizational mettle they need to thrive? Enable your SAM teams by implementing efficient global processes and smart digitalization strategies, and learn to screen for tough-to-train traits that correlate with SAM success.

Session 301

Session 302

 

 

 

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