RESOURCE LIBRARY

SAMA'S Resource Library has just what you need, when you need it.

Our resource library is currently being updated. If you have not found what you are looking for or if we can save you some time and search for you, please submit request or contact your account manager. You can also contact SAMA via phone at +1 312 251 3131.

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Search Results: 396

Velocity Magazine Article

Velocity Issue 1, 2022

The full first 2022 edition of SAMA's Velocity Magazine read more

Author(s):SAMA Publication Date: Jan. 25, 2022 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

The neuroscience of decision making

How the brain makes decisions and how SAMs can use this information to improve their communications with customers. read more

Author(s):Carmen Simon, PhD, Chief Science Officer, Corporate Visions Publication Date: Jan. 25, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

People & problems: The core of strategic account planning

A guide to understanding what your customers care about and reaching the right people. read more

Author(s):Richard Scheig Richard Scheig, Chief Revenue Officer, Upland Software Publication Date: Jan. 25, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Creating buy-in for innovative ideas

Strategies and action steps to gain approval for innovative ideas read more

Author(s):Brian Doyle, President, Holden Advisors Publication Date: Jan. 25, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Three strategies for delivering “Value First”

Reasons for delivering value at every stage of the buyer’s journey read more

Author(s):Ed Wallace, Managing Director, AchieveNEXT Publication Date: Jan. 25, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Quick Takes: Sharing Value for Ecosystem Success

Winning platforms require that both leaders and followers work to further the other’s interests. read more

Author(s):SAMA Publication Date: Jan. 25, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Quick Takes How to strengthen and sustain buyer relationships through the great reshuffle

Three approaches to build lasting, trustworthy relationships and stay foremost in the minds of buyers read more

Author(s):SAMA Publication Date: Jan. 25, 2022 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 1, 2022 Data Watch

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

Author(s):SAMA Research Publication Date: Jan. 25, 2022 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 1, 2022 Editor's Corner

A preview of articles contained in the issue read more

Author(s):Nicolas Zimmerman, Editor-in-Chief, SAMA Publication Date: Jan. 25, 2022 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 3 , 2021

The full Fall 2021 edition of SAMA's Velocity Magazine read more

Author(s):SAMA Publication Date: Oct. 1, 2021 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

From the trenches: Experiences of a seasoned strategic account manager

Seven tips for establishing a successful strategic account read more

Author(s):Adrian Davis, President of Whetstone and Principal Partner of The Summit Group, interviewing Vito Cafagna, Corporate Account Manager, Sonoco Publication Date: Oct. 1, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Aligning a multifunctional team to solve a healthcare customer's long-standing pain point

The winner of the 2021 SAMA Excellence Award™ for “Innovative Value Co-Creation” describes the winning program. read more

Author(s):Emily Williams, Strategic Account Manager, Pfizer Publication Date: Oct. 1, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Sustaining profitability: Measuring and quantifying the ROI of an account management program

The importance of tracking your SAM program’s profitability (and how to do it). read more

Author(s):Frederic Kahn, Vice President Marketing and Sales, Hovione, now Vice President Global Sales, Wavelength Pharmaceuticals; Alessio Arcando, Professor, Bologna Business School; Harvey Dunham, Managing Director, Business Development, SAMA Publication Date: Oct. 1, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

From executive sponsorship to executive engagement: Having the right sponsor can accelerate impact in your strategic account management journey

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

Author(s):Dominque Cote, Owner and Founder, CoSawi in/Sprl and Principal, The Summit Group, and Kirk Dittmar, Principal, The Summit Group Publication Date: Oct. 1, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Break & glue: The art of capturing complex mega-strategic accounts in CRM for better account planning using account planning tools

The art of capturing complex mega-strategic accounts in CRM for better account planning using account planning tools read more

Author(s):Saleh Al-Ben Saleh, Strategic Account Manager - Saudi Aramco Midstream & Downstream, Emerson Publication Date: Oct. 1, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

The Future of SAM (Revisited)

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

Author(s):Jim Ford, Chief Commercial Officer, Solecta, Inc. and Chairman, SAMA Board of Directors; Karen Passmore, Partner, McKinsey and Company; Frederick Kahn, Global Vice President of Sales, Wavelength Pharmaceuticals; and Kaj Storbacka, a professor at the  Hanken School of Economics in Helsinki and Founder Market Shaping Lab. Publication Date: Oct. 1, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 2, 2021

Full edition of Spring 2021 Velocity Magazine read more

Author(s):SAMA Publication Date: May 14, 2021 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Delivering customer value by reducing costs and creating a centralized, unified solution at Royal Ambulance

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

Author(s):Roshni Patel, Customer Success Manager, Royal Ambulance Publication Date: May 14, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Aramex's “young” SAM program provides strategic value and impact

Aramex transformed from a product-oriented approach to a market-shaper approach by totally reorienting its sales program around its customers’ needs. read more

Author(s):By Shahaboddin Wahdatehagh Sr, Director Global Account Management, Aramex Intl. Publication Date: May 14, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Evolving a mature GAM program at a rapidly growing tech company

AVI-SPL evolved its SAM program from a scrappy upstart to a core driver of its company's explosive growth. read more

Author(s):Danielle Matteson, Director Global Accounts, AVI-SPL Publication Date: May 14, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Search Results: 396