"SAMA community members all share at least one common objective: to become more strategic to their most important customers. From the insights gained through a rich history of engagement with SAMA’... read more

"SAMA community members all share at least one common objective: to become more strategic to their most important customers. From the insights gained through a rich history of engagement with SAMA’s best-in-class organizations, PMI has designed and developed a practical and scalable methodology for implementing and sustaining strategic account planning and management best practices: The Keys to Effective Strategic Account Planning. This webinar will unpack and examine how the most successful SAMs and KAMs engage their customers in the account planning process and provide coaching and leadership to their account teams. Participants will be provided “how to” insights and takeaways to help you: • Assess and expand your customer’s level of engagement in your account planning process. • Understand how you can deploy collaborative planning with your key and strategic accounts. • Provide effective coaching to account team members by leveraging the account planning impact zones. • Lead your account team in preparing and conducting effective account reviews by deploying a proven account review process. • Gain tips and insights on how to leverage The Keys to Effective Strategic Account Planning to prepare, plan and launch a successful 2021!" read less

Covid-19 has painfully illuminated the healthcare supply chain’s multiple fissures and failure points. Despite numerous heroic efforts from IDNs, suppliers and distributors, too many organizations ... read more

Covid-19 has painfully illuminated the healthcare supply chain’s multiple fissures and failure points. Despite numerous heroic efforts from IDNs, suppliers and distributors, too many organizations are still struggling to maintain adequate levels of PPE, essential pharmaceuticals and diagnostic testing supplies. The silver lining: Leaders across the healthcare ecosystem recognize that the entire supply chain must evolve to become more agile and resilient. But given health systems’ precarious finances, the supply chain must evolve in ways that do not significantly increase costs. Despite government officials’ talk of increased stockpiles and domestic manufacturing, the sustainable solution requires greater transparency across all parts of the supply chain. To deliver on this promise of increased visibility, suppliers must transform their approach to value messaging, data sharing, collaboration and strategic customer engagement. Join Brandi Greenberg, Vice President of Advisory Board’s life sciences and healthcare ecosystem research team, as she reviews the most salient insights emerging from Advisory Board’s exploration into what it will take to enable a more modern and resilient healthcare supply chain. In this webinar, attendees will learn: How the new supply chain resiliency mandates are impacting health system purchasing priorities, inventory requirements and vendor expectations How health system executives across finance, operations, strategy and purchasing are working together to mitigate supply chain risk How progressive health systems are creating new roles, leveraging data and establishing new partnerships to enhance supply-chain visibility and resilience How SAMs can build trust to enable the kinds of collaborative relationships and service models necessary for long-term success read less

This webinar will expose strategic account management professionals to contemporary thinking and best practices to help them deal with strategic sourcing counterparts who have become increasigly so... read more

This webinar will expose strategic account management professionals to contemporary thinking and best practices to help them deal with strategic sourcing counterparts who have become increasigly sophisticated, demanding and empowered -- all against the backdrop of the global COVID-19 pandemic . We will discuss strategic and tactical buy- and sell-side issues, including: Dealing with strategic sourcing initiatives Adding value when not face-to-face with customers Being strategic when focus is on short-term transactions Addressing cashflow concerns We will also discuss how we sell/do business in a crisis, answering questions like: [remove bullet here and make a left-aligned paragraph; Outlook won't let me do it] Where should we place our focus? How do we engage strategic sourcing customers? How should we contact our prospects? How do I close deals? How will we minimize business disruptions? read less

"SAMA community members all share at least one common objective: to become more strategic to their most important customers. This webinar will unpack and examine how the most successful SAMs and KA... read more

"SAMA community members all share at least one common objective: to become more strategic to their most important customers. This webinar will unpack and examine how the most successful SAMs and KAMs drive proactive growth within their accounts through the development and implementation of effective growth strategies. Participants will be provided “how to” insights and takeaways to help you: ● Leverage your past proven value to identify targets for account growth and expansion. ● Develop account growth strategies that are aligned with customer objectives and success. ● Measure account planning impact with metrics that matter to you and your customer. ● Pressure test your account plan to ensure it is focused, achievable, realistic and balanced. From the insights gained through a rich history of engagement with SAMA’s best-in-class organizations, PMI has designed and developed a practical and scalable methodology for implementing and sustaining strategic account planning and management best practices: The Keys to Effective Strategic Account Planning. This webinar is part four in the SAMA-PMI webinar series on our SAM planning and management methodology. Register for this webinar and not only will you get access to parts 1 through 3 but we will send you a complimentary copy of the e-book “The Keys to Effective Strategic Account Planning (2nd Ed.)." read less

"It’s important to know how to beat out your competition, but your rivals aren’t the most common reason you lose deals. What do you do when your customer Just. Won’t. Make. A. Decision? In this... read more

"It’s important to know how to beat out your competition, but your rivals aren’t the most common reason you lose deals. What do you do when your customer Just. Won’t. Make. A. Decision? In this webinar, Brian Doyle, president of Holden Advisors, explores the three essential techniques top-performing strategic account managers employ to close deals that would otherwise be lost to customer indecision. You’ll learn how to: -Utilize divergent thinking to create a shared vision with your customer that solves their business problems -Perfect the role of learner vs. teacher, earning you trusted advisor status while overcoming the fear of looking uninformed in front of your customer -Increase your “Curiosity Quotient” to build an in-depth understanding of how your value improves your customer’s business performance Overcome your customer’s no-decision inertia to close more deals and build a sustainable sales pipeline." read less

SAMA community members all share at least one common objective: to become more strategic to their most important customers. From the insights gained through a rich history of engagement with SAMA’s... read more

SAMA community members all share at least one common objective: to become more strategic to their most important customers. From the insights gained through a rich history of engagement with SAMA’s best-in-class organizations, PMI has designed and developed a practical and scalable methodology for implementing and sustaining strategic account planning and management best practices: The Keys to Effective Strategic Account Planning. This webinar will unpack the core components of effective account planning and management and examine how the most successful SAMs and KAMs co-create mutual value, develop customer sponsors and supporters, and build momentum for growth through past proven value realization. Participants will be provided “how to” insights and takeaways to help you: • Communicate and articulate value with strategic and key accounts • Position your solutions and differentiate your unique business value • Develop and leverage your network of customer sponsors and supporters • Build momentum for growth based on customer success and past proven value. read less

"SAMA community members all share at least one common objective: to become more strategic to your most important customers. From the insights gained through a rich history of engagement with SAMA’s... read more

"SAMA community members all share at least one common objective: to become more strategic to your most important customers. From the insights gained through a rich history of engagement with SAMA’s best-in-class organizations, PMI has designed and developed a practical and scalable methodology for implementing and sustaining strategic account planning and management best practices: The Keys to Effective Strategic Account Planning. This will be the second in a series of five webinars focused on The Keys to Effective Strategic Account Planning (2nd Edition). In this webinar, we will be focusing on the art and science of value co-discovery. Understanding what matters most to your customer and aligning with the customer’s objectives is critical in developing new opportunities within your account. You will hear best practices from two individuals, Lisa Maggiore of Hilton Worldwide, and Mike Holbrow of Honeywell, in a panel discussion facilitated by PMI’s Managing Director, Craig Jones. As a participant you will receive insights into: • Equipping account team members with the skills to enable value co-creation • Aligning your companies’ objectives with the customers objectives • Engaging in new opportunities focused on value, as your customer defines value In addition, you will receive complementary access to The Keys to Effective Strategic Account Planning (2nd Edition) eBook." read less

"Coopetition – i.e., collaboration with another company while simultaneously competing with them – is increasingly pervasive with many business partners, including strategic customers. Unfortunate... read more

"Coopetition – i.e., collaboration with another company while simultaneously competing with them – is increasingly pervasive with many business partners, including strategic customers. Unfortunately, many organizations fail to capitalize on opportunities and/or incur unnecessary risk because they don’t employ effective strategies for managing coopetition. According to our research, 30% of respondents say their companies are “very effective” at managing coopetition, 49% say they’re “somewhat effective,” and 10% say they are “not effective.” Another 10% report that their companies do not engage in coopetition. How do sales professionals stack up? For a start, they are almost twice as likely as their buy-side counterparts to say their companies compete with business partners “a great deal.” Join Vantage Partners’ Jessica Wadd and Ben Siddall on July 16 to learn more about how sales professionals experience coopetition, strategies for managing it, and its impact on performance." read less

SAMA community members all share at least one common objective: to become more strategic to your most important customers. From the insights gained through a rich history of engagement with SAMA’s ... read more

SAMA community members all share at least one common objective: to become more strategic to your most important customers. From the insights gained through a rich history of engagement with SAMA’s best-in-class organizations, PMI has designed and developed a practical and scalable methodology for implementing and sustaining strategic account planning and management best practices: The Keys to Effective Strategic Account Planning. This webinar will unpack the core components of effective account planning and management and examine how the most successful SAMs and KAMs ensure they’ve established a strong foundation for driving account growth. Participants will be provided “how to” insights and takeaways to help you: • Navigate the four impact zones of contemporary account planning • Benchmark and assess your account • Engage and align your cross-functional account team • Assess and develop trust-based customer relationships Participant Takeaways: • The Keys to Effective Strategic Account Planning (2nd Edition) eBook • Account Benchmark Tool • Customer Relationship Assessment Tool read less

In times of disruption, it’s not just your customer that has been impacted, it is also your own Company. How you show up in your own organization has never mattered more. Attendees will leverage ... read more

In times of disruption, it’s not just your customer that has been impacted, it is also your own Company. How you show up in your own organization has never mattered more. Attendees will leverage practical SAM principles/tools that are highly effective when engaging key internal stakeholders and driving awareness and organizational alignment. Through interactive activities they will apply principles to real-life scenarios they face, then engage in a facilitated discussion and debrief with the broader cohort. •Priority Focus Areas: •Importance of gaining internal mindshare and sponsorship, in driving mutual value for our Customers and Company •Challenges associated with effectively communicating the Case for Change – to key internal functions + stakeholders. •Unique opportunity to distinguish ourselves as SAMs, in the way we prepare for and engage with leaders within our own organization •Specifically, The Summit Group will provide a framework to: Uncover the Internal Stakeholders “Who Matter Most” Develop engagement strategies to ensure internal alignment and sponsorship for key Customer initiatives Effectively deliver compelling stories/business cases – that reflect the Customer’s priorities and voice, which link directly to Company priorities + objectives In summary, this 60-minute session is the final of a three-part series -- focused on the critical importance of effectively engaging Internal Stakeholders within our organization, by applying adapted core SAM principles. We will share insights of how SAMs have aligned Customer and Company priorities to garner the internal support required to help drive business continuity within both our Customers’ and own organizations. read less

Your customers reality has changed. To elevate your strategic impact, a new understanding of the customers’ changing context is critical. Through sharing recent insights and the direct applicatio... read more

Your customers reality has changed. To elevate your strategic impact, a new understanding of the customers’ changing context is critical. Through sharing recent insights and the direct application of practical principles and tools, attendees will rapidly: •Gain awareness of the disruption taking place within your customer’s business and develop near-term to support •Develop a plan and apply a pragmatic framework to collaboratively engage the relevant stakeholders that matter now •Understand how to be real-time relevant in identifying and clarifying the Customer most important Issues (Careabouts) •Understand how to have clear, crisp and concise dialogue with customers •Align with key stakeholders (internal and customer) and prioritize “Big Fit” areas of focus right now, where you and the customer can collaborate to create the greatest mutual value •Use “Third-Box Thinking” to communicate and align around what your company can bring now, and in the near future, to fortify your customers' ability to serve and deliver relevant value to their customers now. •Develop a one-page roadmap that accelerates planning and execution to fortify their business model thereby fortifying your own company's business In summary, this session is a high-impact, pragmatic 60-minute immersion that enables a distinguishing approach to create immediate business relevance, distinguish how you and your company show up and most importantly, protect and fortify your customers business. read less

Uncertain times require new ways of thinking about, anticipating, and responding to customer needs. Each industry has specific challenges and key business drivers. Build and strengthen your relatio... read more

Uncertain times require new ways of thinking about, anticipating, and responding to customer needs. Each industry has specific challenges and key business drivers. Build and strengthen your relationship with your customers by learning an actionable, repeatable, industry-specific analysis and approach. In this webinar we’ll look at the Industrial industry. Specifically, participants are provided insights into: • Impact of COVID-19 on the industry • The types of solution investments Industrial customers will be making during uncertain times and thereafter • Identifying common Industrial customers’ goals, the business units that aligned with these goals, their initiatives, operational KPIs • Assessing financial performance focusing on areas that are most important for Industrial customers • Aligning your solutions with a customer’s goals, strategies, initiatives, and financial performance • Quantifying the value of your solutions read less

In times of disruption, it’s not just your customer that has been impacted, it is also your own Company. How you show up in your own organization has never mattered more. Attendees will leverage ... read more

In times of disruption, it’s not just your customer that has been impacted, it is also your own Company. How you show up in your own organization has never mattered more. Attendees will leverage practical SAM principles/tools that are highly effective when engaging key internal stakeholders and driving awareness and organizational alignment. Through interactive activities they will apply principles to real-life scenarios they face, then engage in a facilitated discussion and debrief with the broader cohort. •Priority Focus Areas: •Importance of gaining internal mindshare and sponsorship, in driving mutual value for our Customers and Company •Challenges associated with effectively communicating the Case for Change – to key internal functions + stakeholders. •Unique opportunity to distinguish ourselves as SAMs, in the way we prepare for and engage with leaders within our own organization •Specifically, The Summit Group will provide a framework to: Uncover the Internal Stakeholders “Who Matter Most” Develop engagement strategies to ensure internal alignment and sponsorship for key Customer initiatives Effectively deliver compelling stories/business cases – that reflect the Customer’s priorities and voice, which link directly to Company priorities + objectives In summary, this 60-minute session is the final of a three-part series -- focused on the critical importance of effectively engaging Internal Stakeholders within our organization, by applying adapted core SAM principles. We will share insights of how SAMs have aligned Customer and Company priorities to garner the internal support required to help drive business continuity within both our Customers’ and own organizations. read less

"The concept of a SAM being the “CEO of their own business” is a frequent idea within mature sales organizations. Senior management may be looking to get more business-driven behaviors from their ... read more

"The concept of a SAM being the “CEO of their own business” is a frequent idea within mature sales organizations. Senior management may be looking to get more business-driven behaviors from their SAMs. Other times they hope SAMs will act with more entrepreneurial agility, counteracting slow internal process or decision cycles. The question remains – can, and should, organizations attempt to shift SAMs towards a CEO mindset? If so, how can you get there successfully? In this virtual session we explore the motivations behind the phrase and the behaviors they hope to drive. We will discuss the ability of SAMs to stretch into a CEO mindset, both through necessary skills as well as the personality type expectations. Additionally, we’ll briefly review some specific approaches to help SAMs gain basic understanding of the way CEOs view the world and better tools for communicating more like senior business leaders." read less

The "new normal" brought on by COVID-19 is changing everything about how we serve our customers – from how we deliver value to how we adjust to accommodate short-term needs and protect long-term po... read more

The "new normal" brought on by COVID-19 is changing everything about how we serve our customers – from how we deliver value to how we adjust to accommodate short-term needs and protect long-term potential . SAMA partnered with Boston Consulting Group to learn how companies have been affected, how they're responding, and how they’re building resilience for a recovery. This Webinar will highlight the findings from this research and give an opportunity to compare best practices. read less

In this webinar we’ll look at the Hospitals industry. Specifically, participants are provided insights into: • The impact of COVID-19 on hospitals’ financials • The types of solution investments ... read more

In this webinar we’ll look at the Hospitals industry. Specifically, participants are provided insights into: • The impact of COVID-19 on hospitals’ financials • The types of solution investments Hospitals customers will be making during uncertain times and thereafter • Identifying a customer’s goals and strategies, the business units that are aligned and their related initiatives – examples are provided for Hospitals • Assessing financial performance and focusing on areas that are most important for Hospitals • Aligning your solutions with a customer’s goals, strategies, initiatives, and financial performance • Quantifying the value of your solutions read less

The current COVID-19 crisis and associated economic dislocation raise the stakes in many of our negotiations, confronting us with new challenges, and just maybe, offering opportunities if we are ab... read more

The current COVID-19 crisis and associated economic dislocation raise the stakes in many of our negotiations, confronting us with new challenges, and just maybe, offering opportunities if we are able to spot them. In Part 1 of this two-part webinar series, Jonathan Hughes explored negotiation strategies to help strategic account managers navigate risks and uncertainties. In Part 2, Jon will be joined by Vantage Principal David Chapnick. They will answer your questions about how to negotiate strategically in this high stress environment, share case study examples of various strategies in action, and provide specific advice for SAMA member-submitted negotiation and strategic account management challenges. read less

Uncertain times require new ways of thinking about, anticipating, and responding to customer needs. Each industry has specific challenges and key business drivers. Build and strengthen your relatio... read more

Uncertain times require new ways of thinking about, anticipating, and responding to customer needs. Each industry has specific challenges and key business drivers. Build and strengthen your relationship with your customers by learning an actionable, repeatable, industry-specific analysis and approach to help navigate the impacts of these uncertain times. In this webinar we’ll look at the Life Sciences industry. Specifically, participants are provided insights into: • The types of solution investments Life Sciences customers will be making during uncertain times and thereafter • Identifying a customer’s goals and strategies, the business units that are aligned and their related initiatives – examples are provided for Life Sciences • Assessing financial performance and focusing on areas that are most important for Life Sciences • Aligning your solutions with a customer’s goals, strategies, initiatives, and financial performance • Quantifying the value of your solutions read less

Strategic Account Managers must have a diverse set of skills, including strong financial acumen. The ability to translate, communicate and position financial value throughout the customer buying j... read more

Strategic Account Managers must have a diverse set of skills, including strong financial acumen. The ability to translate, communicate and position financial value throughout the customer buying journey is a key success factor. This webinar will highlight how to improve SAMs financial acumen and start the journey to better confidence in dealing with financial levers. Key topics include: • How to analyze & identify points of mutual financial value using internal and external financial levers • What is driving the customer’s success • Ways to improve your confidence to have financially focused conversations as a SAM • Tailoring, communicating and positioning financial value throughout the customer buying journey read less

Uncertain times require new ways of thinking about, anticipating, and responding to customer needs. Each industry has specific challenges and key business drivers. Build and strengthen your relatio... read more

Uncertain times require new ways of thinking about, anticipating, and responding to customer needs. Each industry has specific challenges and key business drivers. Build and strengthen your relationship with your customers by learning an actionable, repeatable, industry-specific analysis and approach to help navigate the impacts of these uncertain times. In this webinar we’ll take a look at the Consumer Packaged Goods (CPG) industry. Specifically, participants are provided insights into: • The types of solution investments CPG customers will be making during uncertain times and thereafter • Identifying a customer’s goals and strategies, the business units that are aligned and their related initiatives – examples are provided for CPG • Assessing financial performance and focusing on areas that are most important for CPG • Aligning your solutions with a customer’s goals, strategies, initiatives, and financial performance • Quantifying the value of your solutions Participant Takeaways • A financial performance assessment for one of your customers, the FinListics Executive Summary Report. The report identifies key trends, top areas of opportunity, potential buyers, and cash flow benefits from improvement to business functions. • Complimentary access to FinListics Financial Acumen eLearning – this course explores basic financial statements to help you use insights gained to think more like an executive and identify areas of opportunity. read less