Measuring up: DEI scorecards and reports can help track progress. read more

Measuring up: DEI scorecards and reports can help track progress. read less

2023 Report on Strategic Account Management Compensation Practices read more

2023 Report on Strategic Account Management Compensation Practices read less

A key solution is to take a close look at your offerings to ensure they’re aligned to the value your customers are receiving, and more importantly, the value they’re looking for. The process of pri... read more

A key solution is to take a close look at your offerings to ensure they’re aligned to the value your customers are receiving, and more importantly, the value they’re looking for. The process of price setting and price getting become far easier when you achieve price-value alignment. read less

The company’s center of excellence — JAMx — is a critical success factor and accelerator of SAM effectiveness. Janssen took home a 2023 SAMA Excellence Award for Systematic Enablement of the SAM Pr... read more

The company’s center of excellence — JAMx — is a critical success factor and accelerator of SAM effectiveness. Janssen took home a 2023 SAMA Excellence Award for Systematic Enablement of the SAM Program: Learning & Development. read less

Winner of SAMA's 2023 Excellence Award for Innovative Value Co-creation, Medtronic demonstrates how their SAM program thinks outside the box to solve complex problems by engaging their company’s en... read more

Winner of SAMA's 2023 Excellence Award for Innovative Value Co-creation, Medtronic demonstrates how their SAM program thinks outside the box to solve complex problems by engaging their company’s entire ecosystem in value co-creation. By applying novel, innovative mechanisms, Medtronic solved their customer’s problems, as well as their customer’s customer’s problems. read less

How CAS empowered Dow researchers to analyze large data sets of scientific information to influence value-driven decisions. read more

How CAS empowered Dow researchers to analyze large data sets of scientific information to influence value-driven decisions. read less

LP Building Solutions, winner of SAMA's 2023 Excellence Award for Outstanding Young Program of the Year, continues to build upon success with SAM framework. Learn how LP transformed from a commodit... read more

LP Building Solutions, winner of SAMA's 2023 Excellence Award for Outstanding Young Program of the Year, continues to build upon success with SAM framework. Learn how LP transformed from a commodity-driven mindset to who they are now: a value-added building solutions company. read less

From initiating their program through its maturation, learn how AVI-SPL's executive team provided significant stewardship, mentorship, and support to both their program and their customers, as a te... read more

From initiating their program through its maturation, learn how AVI-SPL's executive team provided significant stewardship, mentorship, and support to both their program and their customers, as a testament to their 2023 SAMA Excellence Award for C-Suite Support and Engagement for the SAM Program and Strategic Customers. read less

Artificial intelligence (AI) is fundamentally changing some of the practices of managing strategic customers. Following previous articles on high-performing strategic account managers (SAMs), the a... read more

Artificial intelligence (AI) is fundamentally changing some of the practices of managing strategic customers. Following previous articles on high-performing strategic account managers (SAMs), the authors provide an overview of how SAMs can use AI, outlining the benefits and risks. read less

Full issue of Velocity Issue 3, 2023 read more

Full issue of Velocity Issue 3, 2023 read less

Defying sales stereotypes to deliver authenticity and transformation. read more

Defying sales stereotypes to deliver authenticity and transformation. read less

Executive mindset: an outside-in assessment on customer discovery, solution development, and communication relevant to executives read more

Executive mindset: an outside-in assessment on customer discovery, solution development, and communication relevant to executives read less

SAMA's partnership with The Congruity Group offers SAMA members a new solution for identifying and overcoming the gaps that lead to misalignment, ineffective use of time, and competitive pressure. read more

SAMA's partnership with The Congruity Group offers SAMA members a new solution for identifying and overcoming the gaps that lead to misalignment, ineffective use of time, and competitive pressure. read less

To stay relevant amid an ever-shifting marketplace, SAMs must consider the driving factors of such change. read more

To stay relevant amid an ever-shifting marketplace, SAMs must consider the driving factors of such change. read less

How sales leaders can go beyond being just another vendor to build trust and grow revenue. read more

How sales leaders can go beyond being just another vendor to build trust and grow revenue. read less

Airbus Defence and Space adapted the training of its key account managers (KAMs) to develop a three-stage program which utilizes external experts and a simulation-based online game. read more

Airbus Defence and Space adapted the training of its key account managers (KAMs) to develop a three-stage program which utilizes external experts and a simulation-based online game. read less

Digital sales rooms offer a one-stop shop for seller and buyers to interact, to help sellers adapt to their customer’s interests and address their needs more quickly. Are they here to stay? read more

Digital sales rooms offer a one-stop shop for seller and buyers to interact, to help sellers adapt to their customer’s interests and address their needs more quickly. Are they here to stay? read less

Current and future application of AI for strategic account managers offers huge potential...if used correctly. read more

Current and future application of AI for strategic account managers offers huge potential...if used correctly. read less

Research shows that sales team members are among the most stressed and unsatisfied corporate workers. The following steps offer solutions to fix that, and make mental health more of a priority. read more

Research shows that sales team members are among the most stressed and unsatisfied corporate workers. The following steps offer solutions to fix that, and make mental health more of a priority. read less

The High-Performing SAM Series: Developing approaches to create and deliver customer value. read more

The High-Performing SAM Series: Developing approaches to create and deliver customer value. read less