Three collaboration tools for negotiating with people you don’t agree with, like or trust read more

Three collaboration tools for negotiating with people you don’t agree with, like or trust read less

Tips on modifying our sales approach to adapt to the culture of our audience, whether clients or colleagues. read more

Tips on modifying our sales approach to adapt to the culture of our audience, whether clients or colleagues. read less

A case study of how SAMs at National Instruments moved from a mindset based on helping customers achieve technical success to one based on helping them achieve business success. read more

A case study of how SAMs at National Instruments moved from a mindset based on helping customers achieve technical success to one based on helping them achieve business success. read less

Areas of practice that are most likely to accelerate the success of your SAM Program read more

Areas of practice that are most likely to accelerate the success of your SAM Program read less

Insights into moving into the realm of global contracts read more

Insights into moving into the realm of global contracts read less

As important as strategy and process is, without alignment, accountability and execution, the best SAM programs are more likely to fail or at best deliver mediocre results. read more

As important as strategy and process is, without alignment, accountability and execution, the best SAM programs are more likely to fail or at best deliver mediocre results. read less

A case study of how Vallourec,a supplier of tubular solutions for the energy and other industrial markets, incorporated EI into its SAM program. read more

A case study of how Vallourec,a supplier of tubular solutions for the energy and other industrial markets, incorporated EI into its SAM program. read less

Instead of using new digital technologies to run existing SAM programs, firms need to adapt SAM programs to the changes in strategy and business models induced by digital technologies. read more

Instead of using new digital technologies to run existing SAM programs, firms need to adapt SAM programs to the changes in strategy and business models induced by digital technologies. read less

A description of BNY Mellon''s transformation of its SAM model and its business development approach to outperform the competition. read more

A description of BNY Mellon''s transformation of its SAM model and its business development approach to outperform the competition. read less

A true story of one SAM’s journey in gaining internal alignment through the art of Story Gathering, Story Building and Storytelling read more

A true story of one SAM’s journey in gaining internal alignment through the art of Story Gathering, Story Building and Storytelling read less

A transcript of a conversation among veteran Procurement executives at SAMA’s 2017 Annual Conference read more

A transcript of a conversation among veteran Procurement executives at SAMA’s 2017 Annual Conference read less

Reviewed is the book''s 10 chapters and a “bonus” interview concerning best practices in SAM. read more

Reviewed is the book''s 10 chapters and a “bonus” interview concerning best practices in SAM. read less

Guidelines for writers, ideas for topics and the benefits to authors and their organizations read more

Guidelines for writers, ideas for topics and the benefits to authors and their organizations read less

A case study of some of Wacker Chemie AG’s best-practice strategies to global team leadership. read more

A case study of some of Wacker Chemie AG’s best-practice strategies to global team leadership. read less

The author addresses four fundamental changes in the marketplace that often lead to a significant misalignment of pricing or pricing expectations. read more

The author addresses four fundamental changes in the marketplace that often lead to a significant misalignment of pricing or pricing expectations. read less

Highlights from the results of recent research, conducted by ZS and SAMA, on current trends and challenges with incentivizing SAMs across industries read more

Highlights from the results of recent research, conducted by ZS and SAMA, on current trends and challenges with incentivizing SAMs across industries read less

To companies embracing experimentation (fail fast), the authors offer four strategies to choose among options for testing. read more

To companies embracing experimentation (fail fast), the authors offer four strategies to choose among options for testing. read less

The authors contend that to combat anemic growth, many B2B companies have turned to mergers and acquisitions (M&A). They recommend that to drive organic growth, B2B businesses instead need to move... read more

The authors contend that to combat anemic growth, many B2B companies have turned to mergers and acquisitions (M&A). They recommend that to drive organic growth, B2B businesses instead need to move to an analytics-based sales approach, read less

Procurement’s long-term survival is dependent on it developing beyond its traditional “cost-savings enabler” role, which has implications for the sell side. read more

Procurement’s long-term survival is dependent on it developing beyond its traditional “cost-savings enabler” role, which has implications for the sell side. read less

To increase the probability of M&A programs meeting expectations,the author advises a more granular analyses on the individual account level. read more

To increase the probability of M&A programs meeting expectations,the author advises a more granular analyses on the individual account level. read less