Search Results: 396
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
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
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
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
Quick Takes: Social chemistry: Decoding the elements of human connection
Three types of networkers – expansionists, brokers and conveners – are defined read more
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
Velocity Magazine Spring 2021 Editor's Corner
A preview of articles contained in the issue of Velocity Magazine read more
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
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
It's NOT Optional: Making the Business Case for Diversity, Equity and Inclusion
Among being a moral imperative and politically correct, diversity is also a competitive advantage. read more
Cybersecurity and strategic accounts: An interview with Steve Mustard, president of the International Society of Automation (ISA)
Examples of where hackers have targeted the weakest link in the supply chain, and why suppliers need to constantly review their exposure to cybersecurity risks read more
Got CXM? Why customer experience management isn't just a nice-to-have for strategic account management
CXM (customer experience management) systems trigger workflows on a real-time basis for account teams to take time-critical action to service clients effectively, stay ahead of the competition and ... read more
Back to the future: f2f is coming back, but virtual selling is here to stay
The transition to virtual selling and the creation of a novel hybrid sales model that incorporates both virtual and face-to-face interactions read more
Liquidity and organizational resilience
The results of research into which of four organization forms – hierarchical, matrix, entrepreneurial and liquid – fare best during turbulent times. read more
Quick Takes: The next normal arrives: Trends that will define 2021—and beyond
"Adapted from “The next normal arrives: Trends that will define 2021—and beyond,” by Kevin Sneader, Global Managing Partner, New York, and Shubham Singhal, Healthcare Global Leader, Senior Partner,... read more
Data Watch: Strategic account management: your recession secret weapon
According to SAMA's recent survey of SAMs, SAM program leaders and L&D specialists working in SAM, the value of having a strategic accounts program has never been higher. read more
Editor's corner - Velocity Issue 3, 2020
A preview of articles contained in the issue read more