Fall 2020 Issue read more

Fall 2020 Issue read less

A preview of articles contained in the issue read more

A preview of articles contained in the issue read less

Research has demonstrated that four issues have reduced the liquidity of strategic account management teams: non-usage of teams, function specialization, lack of strategic scaling of the sales func... read more

Research has demonstrated that four issues have reduced the liquidity of strategic account management teams: non-usage of teams, function specialization, lack of strategic scaling of the sales function and lack of technology adoption. read less

An interview with a former CFO on how companies make investment decisions. read more

An interview with a former CFO on how companies make investment decisions. read less

Lessons from the U.S. military in effective negotiation under extreme pressure that also apply in the business world. read more

Lessons from the U.S. military in effective negotiation under extreme pressure that also apply in the business world. read less

Several very important (and generally misunderstood) ways that the meeting and the message change in the C-suite environment. read more

Several very important (and generally misunderstood) ways that the meeting and the message change in the C-suite environment. read less

The SAM needs to be recognized as a thought leader in developing partnerships not only with the client but also with talent in their supply chain. read more

The SAM needs to be recognized as a thought leader in developing partnerships not only with the client but also with talent in their supply chain. read less

How AVI-SPL re-engineered its customers' experience by leveraging digital technologies to enable its customers to make agile decisions in the short term and trust in the value of its partnership in... read more

How AVI-SPL re-engineered its customers' experience by leveraging digital technologies to enable its customers to make agile decisions in the short term and trust in the value of its partnership in the long term. read less

How AVI/SPL launched a GAM program through considering “the Amazon effect” on buying expectations, regardless of where in the world or what type of services are being purchased. read more

How AVI/SPL launched a GAM program through considering “the Amazon effect” on buying expectations, regardless of where in the world or what type of services are being purchased. read less

How Wajax built a SAM program that leverages all its capabilities and offers the customer a single-source solution, a unified value proposition and a consistent customer experience. read more

How Wajax built a SAM program that leverages all its capabilities and offers the customer a single-source solution, a unified value proposition and a consistent customer experience. read less

How Schneider Electric elevated its SAM program through creating roadmaps of its customer organizations’ underlying power structures to build meshed relationships at all levels of both organizations. read more

How Schneider Electric elevated its SAM program through creating roadmaps of its customer organizations’ underlying power structures to build meshed relationships at all levels of both organizations. read less

Adapted from an article on hbr.org that offers several pieces of advice to keep closing deals in an unprecedented time. read more

Adapted from an article on hbr.org that offers several pieces of advice to keep closing deals in an unprecedented time. read less

Key findings from a recent study of B2B suppliers and the effects of the pandemic on their business and the changing expectations of customers. read more

Key findings from a recent study of B2B suppliers and the effects of the pandemic on their business and the changing expectations of customers. read less

A preview of articles contained in the Velocity issue. read more

A preview of articles contained in the Velocity issue. read less

Lessons learned as a sector head at global logistics company DHL on the morning of Sept. 11, 2001 are shared by SAMA's Director of Customer Solutions Chris Jensen in an interview with SAMA's Edit... read more

Lessons learned as a sector head at global logistics company DHL on the morning of Sept. 11, 2001 are shared by SAMA's Director of Customer Solutions Chris Jensen in an interview with SAMA's Editor-in-Chief Nicolas Zimmerman. read less

A conversation between Whetstone’s Adrian Davis and SAMA’s Harvey Dunham about engaging customers and prospects through their perception of value, through helping them "tell themselves a strong sto... read more

A conversation between Whetstone’s Adrian Davis and SAMA’s Harvey Dunham about engaging customers and prospects through their perception of value, through helping them "tell themselves a strong story, a heroic story, where they're then pulling us in as resources to help them achieve the possible." read less

SAMs who have the ability to truly “connect” beyond their knowledge and create authentic alignment with all of their key stakeholders will lead their organizations and their customers’ organization... read more

SAMs who have the ability to truly “connect” beyond their knowledge and create authentic alignment with all of their key stakeholders will lead their organizations and their customers’ organizations to new levels of unprecedented performance. The new SAM CO is a term for a SAM who has mastered the five basic “Co”s for COnnection, COnsciousness, COherence, COllaboration, and COmmitment. read less

CEOs and SAMs frequently face the same challenges of greater innovation and maximizing the synergies of the larger organization, so there may be opportunity to leverage some of the behaviors and m... read more

CEOs and SAMs frequently face the same challenges of greater innovation and maximizing the synergies of the larger organization, so there may be opportunity to leverage some of the behaviors and mindsets of CEOs within the world of the SAM. This article includes a framework that helps SAMs view account challenges in a more business-centric manner. read less

Insights to help SAMs ask smarter questions, have more productive conversations with administrators of integrated delivery networks (IDNs) and position themselves as trusted partners in improving h... read more

Insights to help SAMs ask smarter questions, have more productive conversations with administrators of integrated delivery networks (IDNs) and position themselves as trusted partners in improving health care delivery. read less

An exploration of five practical disciplines to ensure that SAMs, and SAM programs, retain their strategic focus and effectiveness. read more

An exploration of five practical disciplines to ensure that SAMs, and SAM programs, retain their strategic focus and effectiveness. read less