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 Article
International sales: Knowing your customer through the lens of culture
Tips on modifying our sales approach to adapt to the culture of our audience, whether clients or colleagues.
Author(s):Ray Cavanagh, Global Accounts Senior Program Manager, Kronos, and Jesse Rowell, Managing Director of Global Mobility and Market Development, Aperian Global
Publication Date: May 20, 2018
Subject Tags: communication, culture, global, style, technology, influence,
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Velocity Magazine Article
Accelerating customer decision making through rigorous business assessments
A case study of how SAMs at National Instruments moved from a mindset based on helping customers achieve technical success to one based on helping them achieve business success.
Author(s):Nicolas Zimmerman, Editor-in-Chief, SAMA
Publication Date: May 20, 2018
Subject Tags: change, data, technology, assessments, consensus, total cost of ownership, TCO, cost, return on investment, ROI,
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Velocity Magazine Article
From beginning to winning: Getting off to a fast start with SAM
Areas of practice that are most likely to accelerate the success of your SAM Program
Author(s):Steve Andersen, President and Founder, Performance Methods, Inc.
Publication Date: May 20, 2018
Subject Tags: strategy, co-discovery, co-creation, relationships, plan, team, alignment, value, leverage, metrics
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Velocity Magazine Article
Pitfalls of global key account contracts
Insights into moving into the realm of global contracts
Author(s):Paul Lynch, Global Key Account Director, International Key Accounts Group ERIKS NV, and Bill Moore, Vice President Business Development, ERIKS North America
Publication Date: May 20, 2018
Subject Tags: contracts, agreements, global, logistics,capabilities, currency, pricing, enforcement, adherence, metrics, value proposition, support, value chain, positioning, value, price, negotiation, procurement
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Velocity Magazine Article
SAM program transformation: moving from strategy to results
As important as strategy and process is, without alignment, accountability and execution, the best SAM programs are more likely to fail or at best deliver mediocre results.
Author(s):James Flood, Director of Corporate Business Division & Government Sales, John Deere
Publication Date: May 20, 2018
Subject Tags: alignment, accountability, execution, metrics, training, coaching, leadership
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Velocity Magazine Article
What is emotional intelligence and why is it highly relevant for SAMs?
A case study of how Vallourec,a supplier of tubular solutions for the energy and other industrial markets, incorporated EI into its SAM program.
Author(s):Jessica Worny Janicki, owner, JWJ Consulting, and Bo Golovan, owner, Strategic Solutions Associates
Publication Date: May 20, 2018
Subject Tags: skills, roles, competencies, leadership, training, coaching, development, listening
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Velocity Magazine Article
Elevating strategic account management
Instead of using new digital technologies to run existing SAM programs, firms need to adapt SAM programs to the changes in strategy and business models induced by digital technologies.
Author(s):Kaj Storbacka, Professor Graduate School of Management, University of Auckland, and Elisabeth Cornell, Senior Content Developer, SAMA
Publication Date: May 20, 2018
Subject Tags: digitalization, aligning, orhestrating, ecosystem, leadership
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Velocity Magazine Article
Transformation: It’s a team sport
A description of BNY Mellon''s transformation of its SAM model and its business development approach to outperform the competition.
Author(s):Jean Wynn, Head of Corporate Banking & Public Finance, BNY Mellon
Publication Date: May 20, 2018
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
Internal misalignment hurts your GAM/SAM team’s performance, sabotages efforts and wastes time
A true story of one SAM’s journey in gaining internal alignment through the art of Story Gathering, Story Building and Storytelling
Author(s):John Geraci, Co-Founder and President of CI Squared
Publication Date: May 20, 2018
Subject Tags: digitalization, millennial, transformation, alignment, communication, stories, team, influence, style, collaboration, facilitation
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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
Velocity Issue 1 , 2018 - Call for Velocity submissions for 2018 and beyond
Guidelines for writers, ideas for topics and the benefits to authors and their organizations
Author(s):Velocity editors
Publication Date: Jan. 24, 2018
Subject Tags: abilities, attributes, development
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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
Is price conflict disrupting your strategic account relationships?
The author addresses four fundamental changes in the marketplace that often lead to a significant misalignment of pricing or pricing expectations.
Author(s):Axel Leichum, partner, Blue Canyon Partners
Publication Date: Jan. 24, 2018
Subject Tags: price, pricing, marketplace, markets, channels, disruption, concessions, margins, profit, ecommerce, transparency, entrants, business model, cost structure, competitors, consolidation, roles, communication, differentiation value-added, mitigation, strategy, contingency
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Velocity Magazine Article
The state of SAM compensation
Highlights from the results of recent research, conducted by ZS and SAMA, on current trends and challenges with incentivizing SAMs across industries
Author(s):Chad Albrecht, sales compensation practice leader, ZS
Publication Date: Jan. 24, 2018
Subject Tags: compensation, research, incentives, pay, salary, roles, performance, tenure, experience, results, rewards, MBOs, mangement by objectives, evaluation
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Velocity Magazine Article
Quick Takes: Crazy Idea or Game Changer?
To companies embracing experimentation (fail fast), the authors offer four strategies to choose among options for testing.
Author(s):Chris Brahm and Elizabeth Spaulding, Bain Brief, Nov. 1, 2017, Bain & Company, bain.com
Publication Date: Jan. 24, 2018
Subject Tags: change, experiment, fail fast, test, learn, strategy, culture, process, hypotheses, options, technology, beta testing, iteration, collaboration
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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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