RESOURCE LIBRARY

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Search Results: 385

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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Velocity Magazine Article

Want to accelerate your SAM journey? Start by creating a Center of Excellence

Why Centers of Excellence are key to the SAM initiative and how to tackle the challenge of building one. read more

Author(s):Dominque Cote, Owner and Founder, CoSawi in/Sprl and Principal, The Summit Group 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

Selling to psychos

What is psychopathy, why is it so prevalent in the upper ranks of the business world, and what can you as a supplier do about it? read more

Author(s):Simon Croom, Professor of Supply Chain Management, University of San Diego 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

Building a strategic accounts program at a rapidly growing technology company: An interview with Palo Alto Networks' Chris Pennington

How a company transformed from one built around product excellence to one selling enterprise to global customers. read more

Author(s):Chris Pennington, Palo Alto Networks 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

Sustainable SAM: Are you ready for the new reality?

Customers are increasingly demanding that their suppliers demonstrate tangible progress toward their sustainability goals. read more

Author(s):Edmund Bradford, Managing Director, Market2Win Ltd. 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

Quick Takes: Social chemistry: Decoding the elements of human connection

Three types of networkers – expansionists, brokers and conveners – are defined read more

Author(s):Adapted from “Social Chemistry: Decoding The Elements Of Human Connection” by Theodore Kinni, Strategy + Business, March 31, 2021. 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

Velocity Magazine Spring 2021 Data Watch

According to SAMA research, the top attribute for great SAMs remains unchanged from five years ago but its importance has increased read more

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

Velocity Magazine Spring 2021 Editor's Corner

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

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

The 10-K filing: The most important document that GAMs and SAMs never read

Concrete instructions for how SAMs can leverage an obscure financial filing to unlock insights on how to become strategic to their customer executives read more

Author(s):Jacques Sciammas, President, Selling to Executives Publication Date: Feb. 1, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Organizational resilience

How Premier rapidly assembled a coalition to address the most critical supply shortages early in the pandemic, highlighting four issues the U.S. must address to better prepare for the next “black s... read more

Author(s):Mike Alkire, President, Premier Publication Date: Feb. 1, 2021 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Search Results: 385