WEBINARS

SAMA WEBINARS

Deep learning on demand

  

Building Account Plans Using Account-Based Marketing

January 25, 2022 10:00 AM - 11:00 AM   CENTRAL TIME (US AND CANADA)    

Account-based marketing is finding its way into the account planning process. Thanks to this connection, account managers now have a powerful new partner to help them build more effective account plans. For marketers, the connection is helping them to implement their strategic ABM work with the customer. In this session, we will review early examples of how this work is being done in practice.

Speaker:  Jerry Alderman, CEO, Valkre

Corporate Members can register by logging in and selecting "Webinar Registration" from the profile page. Individual Members can register by emailing membership@strategicaccounts.org


Customer-Centric Supply Chains: Innovation Beyond Potential

February 8, 2022 10:00 AM - 11:00 AM   CENTRAL TIME (US AND CANADA)    

Welcome to the era of logistics! The major megatrends of our time – globalization, digitization, e-commerce and sustainability – simultaneous provide challenges and opportunities. Today, consumer – and, as a consequence, business – demand is based on a multi-dimensional set of requirements where cost and quality are no longer the sole decision criteria.
In this environment, supply chains are becoming major drivers of profitable growth, fueling long-term and sustainable business success, while providing competitive advantages and delivering the customer experience – literally. Hence, logistics and supply chain management is transforming into a strategic asset and value driver for businesses.
The webinar will outline DHL's view on supply chains of the future, including the most relevant trends, the DHL approach on customer-centric innovation and specific examples of logistics innovation.

Speaker:  Dr. Klaus Dohrmann, Vice President Innovation Europe & Trend Research, DHL Customer Solutions

Corporate Members can register by logging in and selecting "Webinar Registration" from the profile page. Individual Members can register by emailing membership@strategicaccounts.org


Selling Internally: Managing Internal Stakeholders to Successfully Advance Creative Customer Solutions

March 9, 2022 9:30 AM - 10:30 AM   CENTRAL TIME (US AND CANADA)    

Most SAMs readily acknowledge that selling internally is a greater challenge than selling to customers. In this webinar, we will explore the keys to successfully managing internal stakeholder relationships. You'll learn the different types of internal stakeholders and the expectations of each. We'll also explore the differences between internal and external stakeholder management. You'll walk away with practical tips for effectively gaining internal support for your ideas and accelerating the required approvals.

Speaker:   Adrian Davis, President, Whetstone Inc.

Corporate Members can register by logging in and selecting "Webinar Registration" from the profile page. Individual Members can register by emailing membership@strategicaccounts.org

 

Recent Webinars

 

Value First Then Price: How to Engage Your Customer in a Discussion of Value

November 17, 2021 10:00 AM - 11:00 AM   CENTRAL TIME (US AND CANADA)    

Price will be always part of the discussion, especially in today’s economy. However, there are sales, marketing, pricing and negotiation strategies and programs than can help drive the discussion to Value First Then Price. Companies that are able to do this are 36 percent more profitable than ones that take a “make it up in volume approach.” And companies that buy based on best-measured value are 35 percent more profitable. We need to remind and demonstrate to our key accounts that both buyer and seller can be better off focusing on Value not Price. This webinar will focus on practical and implementable methods, tools and processes to get paid for value.

Speakers:  Andreas Hinterhuber, Associate Professor of Marketing, Università Ca Foscari; Todd Snelgrove, former Global Vice President of Value and Commercial Excellence, SKF                                  

Corporate Members can register by logging in and selecting "Webinar Registration" from the profile page. Individual Members can register by emailing membership@strategicaccounts.org

NO PLAN, NO WIN! Part 1 | A Pragmatic Thought Leadership Discussion on Strategic Account Planning

October 13, 2021 10:00 AM - 11:00 AM   CENTRAL TIME (US AND CANADA)    

A two-part webinar series delivering powerful insight into strategic account planning and sales acceleration trends.

Join SAMA's Managing Director Harvey Dunham and Upland's Chief Revenue Officer Richard Scheig as they engage in a pragmatic thought-leadership discussion that will uncover the current demands for always-on strategic account planning, and demonstrate how to leverage technology to ensure your sales teams are prepared to align strategy with buyer motivation.

Speakers:  Richard Scheig, Chief Revenue Officer, Upland Software and Harvey Dunham, Managing Director, Strategy and Marketing, SAMA

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NO PLAN, NO WIN Part 2 | Discover Proven Solutions for Successful Strategic Account Planning

OCTOBER 21, 2021 10:00 AM - 11:00 AM   CENTRAL TIME (US AND CANADA)     

A two-part webinar series delivering powerful insight into strategic account planning and sales acceleration trends.

Get practical advice from leading enterprises on how to empower your sales force to build the right relationships with your customers while focusing on how to solve their problems. Our guest speakers will reveal how to select the right tech tools to give your revenue team the best chance to increase pipeline, unlock new opportunities and plan for success.

Speaker:  Richard Scheig, Chief Revenue Officer, Upland Software and Harvey Dunham, Managing Director, Strategy and Marketing, SAMA

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List of Past Webinars