This session details how Emerson embarked on a successful strategic site-planning journey in close collaboration with Sales Performance International (SPI) and, by doing so, formed a sustaining fou... read more
Reading to the ""small print,"" understanding culture and values, and responding in the moment can transform business prospects. This session will demonstrate how a seemingly transactional relation... 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’... 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 ... 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 so... read more
"This is a real-life case study of the SAM journey of the German company Herrmann Ultraschall (HU), a worldwide leading specialist for ultrasound welding technology. The session will take you from ... 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 KA... 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... 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... 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... read more
With many economists predicting an oncoming global recession, it has never been more important to know your program’s profitability – so you can protect it when your company looks to cut costs. Th... read more
The vast majority of sales and marketing resources are spent on demand generation and customer acquisition. But winning the sale is only the beginning of what could be a long and lucrative customer... read more
"In order for today’s businesses to stay in the performance game, they need to bring the digital “connection” world to their structures, processes and systems. Ironically, the more “connected” an o... read more
"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
"Effective communication is critical for large organizations globally for everything from engaging and managing people to leading cultural change and growth. When we finally get that elusive execut... read more
"In this interactive workshop, Adrian shows how telling better stories is the most effective way to engage key stakeholders and motivate them to approve bold ideas. He will demonstrate why storytel... read more
Developing a provocative perspective for priority accounts that can be impacted by the supplier’s unique capabilities means ensuring internal resources are aligned, coordinated and committed to dee... read more
A relationship-based approach improves your negotiation abilities—a critical skill for SAMs in any industry. This highly interactive session gives participants the opportunity to hone their probing... read more