Co-creation is an overused term, whose meaning varies in both the minds of customers and our own organizations. Panelists will share perspectives on what "co-creation" really means and discuss the ... read more
The Internet has brought about sweeping changes in products (e.g. RING doorbell), services (e.g. Amazon) and business models (e.g. Uber). Have your SAM skills kept pace to compete in the digital ec... read more
Innovations need to be sold twice: first to the sales community and then to the customer. This session draws a picture of the specific environment of selling new offerings based on scientific resea... read more
SAM teams and their organizations need a roadmap to guide their SAM programs and related internal/external efforts. A SAM playbook is that definitive roadmap that transforms concepts into action. H... 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 SA... read more
In our recent study of executive personalities, we found that 1 in 8 middle to senior managers manifested clinically significant levels of psychopathic personality disorder. Whilst we associate psy... read more
"The more knowledgeable SAMs are about the realities of successful negotiation, the more effective they will be in leading their teams in pursuing the right tactics at the right time to achieve the... read more
"This session will be a facilitated panel discussion featuring two expert panelists representing pharma/life sciences and manufacturing/technology. Steve Andersen will introduce a tool that PMI has... read more
"As SAMs, our roles are important, and to do our jobs, we need to interact effectively with people at all levels in our customer's organization. However, getting to the senior executive level, wher... read more
Digitally enabled buyers are diagnosing their own needs, prescribing their own solutions and are 70 percent through their buying journey before engaging their supplier. Sadly, they also rank their ... read more
Congratulations! You’ve just been given charge to lead your company’s SAM program! Where and how do you begin, show results fast, and sustain change? Explore a next-practice blueprint and roadmap t... read more
Healthy sales teams need capable, experienced resources as well as the ability to provide relevant career growth opportunities for their existing staff. It's no surprise that using SAMs in a ""Play... read more
Strategic account management has historically been seen as a vital part of a company’s long-term success and profitability, but there are external pressures causing companies to scrutinize their SA... read more
"This session will be a facilitated panel discussion featuring expert panelists representing various industries to discuss why, how and when to engage the customer in the account planning process. ... read more
Strategic customer management is a journey, not a destination. Even companies with formal, highly structured, well-funded and well supported SAM programs will admit that they are just scratching th... read more
The role of a strategic account manager is complex, and there are many priorities vying for their time, attention and expertise. They need support and coaching to maximize their effectiveness and i... read more
Mental toughness is the ability to perform towards the upper range of your talent and skills, regardless of the circumstances. But how do you keep your head on straight during an ongoing pandemic? ... read more