Velocity Magazine Article
Quick Takes: How to collaborate when you don’t have consensus
Three collaboration tools for negotiating with people you don’t agree with, like or trust
Author(s):Adam Kahane, strategy+business.com, April 3, 2018
Publication Date: May 20, 2018
Subject Tags: collaboration, negotiation
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Velocity Magazine
Data Watch
Sample findings from SAMA Research’s 89-page Top-Line Report on Metrics to Help Calibrate the Right Investments for a Strategic Account Organization (SAO)
Author(s):SAMA
Publication Date: May 20, 2018
Subject Tags: metrics, investment
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Velocity Magazine Article
Procurement: What are they thinking?
A transcript of a conversation among veteran Procurement executives at SAMA’s 2017 Annual Conference
Author(s):Panel moderated by Martin Finkle, CEO, AscendU LLC; transcript edited by Nicolas Zimmerman, editor-in-chief, SAMA
Publication Date: Jan. 24, 2018
Subject Tags: pet peeves, procurement, RFP process, millenials, contracts, partner, relationship, measurement, development, talent, disruption, change, transformation, role, leadership, performance, evaluation, vision, strategy, value proposition, alignment, trust, cost, innovation, efficiency, effectiveness, technology, supplier relationship management
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Velocity Magazine Article
Book review: On Sales: HBR’S 10 Must Reads Series
Reviewed is the book''s 10 chapters and a “bonus” interview concerning best practices in SAM.
Author(s):Reviewer: Harvey Dunham, Managing Director, Business Development, SAMA
Publication Date: Jan. 24, 2018
Subject Tags: best practices, markets, analytics, insight, opportunity, selling, management, role
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Velocity Magazine Article
Mobilizing and Leading Multifunctional Teams
A case study of some of Wacker Chemie AG’s best-practice strategies to global team leadership.
Author(s):Robert F. Box, partner, global account director, consultant and workshop leader at Mercuri International
Publication Date: Jan. 24, 2018
Subject Tags: co-value creation, communication, team, leadership, interpersonal skills, mindset, global perspective, culture, planning, development, relationships, value proposition, high context, low context, golden rules, metrics, performance reviews, feedback, best practices
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Velocity Magazine Article
B2B sales growth: Anemic
The authors contend that to combat anemic growth, many B2B companies have turned to mergers and acquisitions (M&A). They recommend that to drive organic growth, B2B businesses instead need to move...
Author(s):David Leonard, Partner and Head of Advanced Analytics, Gallup; Jeff Durr, Partner, Analytics & Strategy, Gallup
Publication Date: Sept. 13, 2017
Subject Tags: SAM Program
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Velocity Magazine Article
Procurement''s transformational journey: A view from the other side
Procurement’s long-term survival is dependent on it developing beyond its traditional “cost-savings enabler” role, which has implications for the sell side.
Author(s):Pat Mitchell, president, P. D. Mitchell, Inc. and sr. advisor, McKinsey & Company
Publication Date: Sept. 13, 2017
Subject Tags: strategy, co-discovery, co-creation, relationships, plan, team, alignment, value, leverage, metrics
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Velocity Magazine Article
How to assess the impact of corporate M&A initiatives on key accounts and SAM programs
To increase the probability of M&A programs meeting expectations,the author advises a more granular analyses on the individual account level.
Author(s):Christian Maurer, principal, Ultimate Sales Executive Resource
Publication Date: Sept. 13, 2017
Subject Tags: communication, culture, global, style, technology, influence,
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Velocity Magazine Article
Financial smarts for $ams: From painful to powerful
The authors note that “financial smarts means being able to have a business conversation, not prepare financial statements.” They present a model that makes it easier to understand and use financi...
Author(s):Mark Robilliard, co-founder & CEO Americas, Color Accounting International and Gary Peacock and Stephen Kozicki of Gordian Business
Publication Date: Sept. 13, 2017
Subject Tags: change, development, culture, model, transformation, training, competencies, structure, roles, talent, team, roadmap, playbook, champions, communication, workshop,
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Velocity Magazine Article
When challenging the customer backfires
The authors'' research on determining the best messaging approach to communicate a price increase is described and a practical messaging framework to use in renewal and price increase conversation...
Author(s):Nick Lee, professor of marketing at the Warwick Business School, and Tim Riesterer, chief strategy and research officer, Corporate Visions
Publication Date: Sept. 13, 2017
Subject Tags: data, CRM, metrics, analytics, software, metadata, performance, research, network, pipeline, behavior, coaching, mentorship, training
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Velocity Magazine Article
Quick Takes: Two simple concepts for thinking about the future
The author of the book 63 Innovation Nuggets describes two easily understandable innovation ideas.
Author(s):George E.L. Barbee, strategy+ business, June 6, 2017
Publication Date: Sept. 13, 2017
Subject Tags: timeline, case examples, launching, progression, building a SAM program
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Velocity Magazine Article
Velocity Issue 3 , 2017
This is the full issue of the winter 2017 issue of Velocity magazine.
Author(s):SAMA
Publication Date: Sept. 13, 2017
Subject Tags: skills, roles, competencies, leadership, training, coaching, development, listening
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Velocity Magazine Article
Building an effective leadership structure to drive a successful customer-centric SAM program: A DHL success story
The article highlights the Excellence Award-winning strategic realignment of CSI’s leadership structure which led to better internal and external communication and a significantly improved, consist...
Author(s):Matthias Heutger, SVP strategy, marketing & innovation, DHL Customer Solutions & Innovation;
Ralf Nowak, senior expert performance management, DHL Customer Solutions & Innovation
Publication Date: Sept. 13, 2017
Subject Tags: strategy, co-discovery, co-creation, relationships, plan, team, alignment, value, leverage, metrics
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Velocity Magazine Article
Rebalance buyer/supplier negotiations
When suppliers follow a prescribed deal-readiness process that mimics buyers’ strategic sourcing process involving months of planning, analysis and coordination, they can increase win rates, add t...
Author(s):Brad Zechman, partner and co-founder, Chapel Row Partners
Publication Date: Sept. 13, 2017
Subject Tags: buyer behavior, meeting, buyer''s remorse
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Velocity Magazine Article
Quick Takes: Execution Is a People Problem, Not a Strategy Problem
While it’s difficult to come up with a smart strategy, it''s exponentially harder to get people to execute on that strategy. The main problem is not a lack of strategic thinking but a lack of strat...
Author(s):Peter Bregman - hbr.org Jan. 4, 2017
Publication Date: June 1, 2017
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Velocity Magazine Article
Nalco Water’s Execution of a Successful Value Negotiation Plan
The author shares Nalco Water''s experience in co-creating, with Microsoft, digital platforms for water management, resulting in more than $7 million in reduced annual operating costs and business ...
Author(s):By James Mattson
Associate Vice President,
Corporate Accounts
Nalco Water, an Ecolab Company
Publication Date: June 1, 2017
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Velocity Magazine Article
Quick Takes: What So Many Strategists Get Wrong About Digital Disruption
The author cautions on four common misconceptions about how digital disruption will happen.
Author(s):Freek Vermeulen, hbr.org, Jan. 3, 2017
Publication Date: June 1, 2017
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Velocity Magazine Article
Value Innovation within the Supply Chain: A Rousing Success Story
The authors share their Excellence Award-winning journey in creating an ecosystem that more than doubled overall revenue in three years and consolidated and extended a key customer relationship.
Author(s):By Pascal Kemps
, Global Sales Director Passenger Vehicles
, DHL Customer Solutions & Innovation
and
Ralf Nowak
Senior Expert, Performance Management
DHL Customer Solutions & Innovation
Publication Date: June 1, 2017
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Velocity Magazine Article
Building a Successful SAM Program from Scratch at Adobe
Excellence Award winner Adobe shares its journey in transitioning to a SAM program that has consistently posted record annual sales, account expansion and customer satisfaction scores.
Author(s):Robin Tobin, Head of Strategic Accounts Marketing, North America
Adobe
Publication Date: June 1, 2017
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Velocity Magazine Article
The Digitalization Drive Part 1 - The impact of digital technologies on SAM strategy and business models
This first article in a five-part series covers the impact of digital technologies on SAM strategy and business models.
Author(s):Kaj Storbacka
Professor, Markets and Strategy
Graduate School of
Management
University of Auckland
and
Elisabeth Cornell
Senior Knowledge Content
Developer
Strategic Account Management
Association
Publication Date: June 1, 2017
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