Measuring up: DEI scorecards and reports can help track progress. read more
2023 Report on Strategic Account Management Compensation Practices 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 pri... 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 Pr... 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 en... read more
How CAS empowered Dow researchers to analyze large data sets of scientific information to influence value-driven decisions. 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 commodit... 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 te... 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 a... read more
Defying sales stereotypes to deliver authenticity and transformation. read more
Executive mindset: an outside-in assessment on customer discovery, solution development, and communication relevant to executives 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 more
To stay relevant amid an ever-shifting marketplace, SAMs must consider the driving factors of such change. read more
How sales leaders can go beyond being just another vendor to build trust and grow revenue. 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 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 more
Current and future application of AI for strategic account managers offers huge potential...if used correctly. 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 more
The High-Performing SAM Series: Developing approaches to create and deliver customer value. read more