In this issue:

• Addressing the “new normal”: Creating liquid strategic account management teams

• Positioning your value for maximum customer impact: An interview with a former CFO on how companies make investment decisions

• AVI-SPL’S digital transformation of its GAM program creates co-value and leads to trusted advisor status

• “Extreme” negotiations with customers”

• Cracking the code on c-suite messaging

• WAJAX’S strategic accounts program provides a platform for sales excellence 

• Ensuring SAM execution excellence through partner enablement 

• AVI-SPL achieves positive results from its young GAM program 

• Elevating a mature SAM program to the next level 

Departments:

• Data Watch: BCG SAMA COVID-19 pulse check survey and best-practice findings

• Quick Takes: How to keep closing B2B deals during the pandemic