Webinar
On-Demand Webinar: A Systematic Approach to Successful Negotiations
This webinar is based on a real negotiation and requires participant interaction. SNI''s systematic approach to negotiations is made up of 3 Ps: Prepare, Probe, and Propose. This webinar serves as ...
Author(s):Todd Lenhart - President, Shapiro Negotiations; Jeff Cochron - Master Negotiator/Facilitator, Shapiro Negotiations
Publication Date: Feb. 2, 2016
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
Leveraging Your SAMA Corporate Membership
On January 25, 2017, SAMA held a short webinar on how to navigate your corporate membership. Topics covered include, SAMA and our community, what resources are available to you, how to access your...
Author(s):SAMA Membership
Publication Date: Jan. 25, 2017
Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: Why strategic accounts? Making the case for Strategic Account
Flat growth in developed economies, growth in emerging economies, consolidation, globalization, commoditization, and increased competition everywhere. This is, unfortunately, the new normal. Fortun...
Author(s):Bernard Quancard, Rosemary Heneghan
Publication Date: July 22, 2015
Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - None
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Webinar
Systematic approach to successful negotiations: How to find out what the other s
This webinar requires extensive participant interaction, as it includes conducting a live real-time negotiation. SNI''s systematic approach to negotiations is made up of three Ps: Prepare, Probe an...
Author(s):Jeff Cochran, Principal/Master Facilitator, Shapiro Negotiations Institute
Publication Date: Nov. 18, 2016
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: Why strategic accounts? Making the case for Strategic Account
Flat growth in developed economies, growth in emerging economies, consolidation, globalization, commoditization, and increased competition everywhere. This is, unfortunately, the new normal. Fortun...
Author(s):Bernard Quancard, CEO and president, SAMA; Rosemary Heneghan, Director, International Sales Organization, IBM Corporation
Publication Date: June 8, 2015
Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Webinar
A Systematic Approach to Successful Negotiations
This webinar is based on a real negotiation and requires participant interaction. SNI''s systematic approach to negotiations is made up of 3 Ps: Prepare, Probe, and Propose. This webinar serves as ...
Author(s):Todd Lenhart, President, Shapiro Negotiations; Jeff Cochran, Master Negotiator/Facilitator, Shapiro Negotiations
Publication Date: April 12, 2016
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
Systematic approach to successful negotiations: How to find out what the other s
This webinar requires extensive participant interaction, as it includes conducting a live real-time negotiation. SNI''s systematic approach to negotiations is made up of three Ps: Prepare, Probe an...
Author(s):Jeff Cochran, Principal/Master Facilitator, Shapiro Negotiations Institute
Publication Date: April 6, 2017
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: Three ways to Strengthen the "S" in SAM
Strategic thinking is a highly prized leadership attribute of SAM''s - yet one that is rarely defined in a way that supports innovative thought and development. This webinar offers leaders a snapsh...
Author(s):Julia Sloan, Sloan International Inc.,
Publication Date: March 24, 2016
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: management imperatives for planning an effective strategic ac
A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic...
Author(s):Michael Stevens, senior partner, Performance Methods Inc.
Publication Date: Jan. 25, 2011
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: Value Beyond the Sight Line
Discovering your company''s impact upon your customer requires an ability to see beyond the direct usage of your products or services. This session will show how one company discovered, quantified ...
Author(s):Bill Moore, Vice President, SKF
Publication Date: Aug. 30, 2016
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: defining and assessing strategic account manager competencies
There is much discussion and speculation on what characteristics define a successful strategic account manager. This is a complicated question, as a SAM''s role is all encompassing. SAMs are part c...
Author(s):Shakeel Bharmal, president (Canada) and director of consulting services, The Summit Group
Publication Date: Feb. 28, 2011
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: The high cost of discounts: how to reduce and even eliminate
Pricing pressure has never been greater. Strategic accounts wield tremendous leverage, impacting top-line revenue and bottom-line profitability, while strategic account managers are tasked with gro...
Author(s):Ron Hubsher, chief executive officer, Sales Optimization Group LLC
Publication Date: March 21, 2013
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: how social software can help you advance and maintain relatio
The way we communicate is changing. We can benefit from greater transparency, which leads to authenticity online and trust, feedback and recommendations from customers. We may now make ourselves mo...
Author(s):Anna Dreyzin, enablement lead for BlueIQ, a worldwide social software adoption program, and IBM-certified senior learning specialist, IBM Corp.
Publication Date: May 3, 2011
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: communication skills for successful negotiators
Communication with your customers is key. In this webinar, you will learn a systematic communication process that will allow you to drastically improve your execution and ability to establish credi...
Author(s):NULL
Publication Date: July 27, 2011
Price: Non-Member - 199.00 | Individual-Member - 169.00 | Corporate-Member - None
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Webinar
On-Demand Webinar: Conversations that win: Three critical conversations your sal
Webinar attendees will walk away with one big idea for improving each of these three value conversations, including how to identify and sell to "unconsidered needs" to create urgency and uniqueness...
Author(s):Tim Riesterer - Chief Strategy and Marketing Officer of Corporate Visions
Publication Date: Oct. 8, 2015
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - None
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Webinar
On-Demand Webinar: Silo Thinking: Necessary evil?
Silo thinking occurs frequently in strategic account management as a result of the framework of the "home organization" and "inside-out thinking." This webinar will explore the origins of silo thin...
Author(s):Hajo Rapp, SVP, Siemens One Customer Relationship Management, Siemens and Volkhard Bregulla, VP for Global Accounts Eastern and Central Europe, HP
Publication Date: Oct. 21, 2014
Subject Tags: pet peeves, procurement, RFP process, millenials, contracts, partner, relationship, measurement, development, talent, disruption, change, transformation, role, leadership, performance, evaluation, vision, strategy, value proposition, alignment, trust, cost, innovation, efficiency, effectiveness, technology, supplier relationship management
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
Building Competitive Advantage through Creative Thinking
This webinar will provide an overview of the creative thinking process. A number of creative thinking techniques and processes will be explored and applied to Strategic Account Management. Increasi...
Author(s):Dr. Mick Carroll, President and Founder of BetterThink, LLC; A.J. Novak Chief Revenue Officer, OnePlus Systems
Publication Date: Aug. 22, 2017
Subject Tags: pet peeves, procurement, RFP process, millenials, contracts, partner, relationship, measurement, development, talent, disruption, change, transformation, role, leadership, performance, evaluation, vision, strategy, value proposition, alignment, trust, cost, innovation, efficiency, effectiveness, technology, supplier relationship management
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
Execution Management: The Key to Building a Long Term Relationship
This webinar will address the post sales challenges faced by SAMs in executing key opportunities with their accounts. Topics to be covered will include defining what execution management is; the ro...
Author(s):Lee J. Pryor, Principal, Essayons! Consulting, Inc.
Publication Date: Oct. 2, 2017
Subject Tags: best practices, markets, analytics, insight, opportunity, selling, management, role
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: innovation as a differentiator
Having intimate knowledge of your customer''s requirements drives innovation. A free-flowing exchange of information allows you to jointly design, test drive and validate new offerings and improve ...
Author(s):Matt Thielmann, director of CHEP Innovation Center, CHEP; Dennis Raffa, national account sales manager, CHEP; Peggy Besand, principal, Critical Path Strategies
Publication Date: Oct. 19, 2011
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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Webinar
On-Demand Webinar: Using SAM to Help a Small Company Grow Globally
Starting a SAM/GAM/KAM program from scratch is no easy task. As vice president of strategic accounts for MCI, a global meetings, events and engagement-solutions leader, Dev Sharma knows the challen...
Author(s):Dev Sharma, Vice President, Strategic Account Management, MCI
Publication Date: June 8, 2015
Price: Non-Member - 169.00 | Individual-Member - 99.00 | Corporate-Member - 0.00
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