How the brain makes decisions and how SAMs can use this information to improve their communications with customers. read more
A guide to understanding what your customers care about and reaching the right people. read more
Strategies and action steps to gain approval for innovative ideas read more
Reasons for delivering value at every stage of the buyer’s journey read more
Winning platforms require that both leaders and followers work to further the other’s interests. read more
Three approaches to build lasting, trustworthy relationships and stay foremost in the minds of buyers read more
More than 80 percent of SAMs polled spend at least half their time on internal selling, according to SAMA's May 2021 survey. read more
A preview of articles contained in the issue read more
Seven tips for establishing a successful strategic account read more
The winner of the 2021 SAMA Excellence Award™ for “Innovative Value Co-Creation” describes the winning program. read more
The importance of tracking your SAM program’s profitability (and how to do it). read more
Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive accountability within the accou... read more
The art of capturing complex mega-strategic accounts in CRM for better account planning using account planning tools read more
A discussion including the shifting definition of stakeholder value, the impact of digital and the evolving skills required to fulfill the evolving SAM role and customer expectations. read more
How a SAM aligned a large, cross-functional team to create a process for ensuring its customer’s customers receive care at its customer’s facilities. read more
Aramex transformed from a product-oriented approach to a market-shaper approach by totally reorienting its sales program around its customers’ needs. read more
AVI-SPL evolved its SAM program from a scrappy upstart to a core driver of its company's explosive growth. read more