RESOURCE LIBRARY

SAMA'S Resource Library has just what you need, when you need it.

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Search Results: 343

Velocity Magazine Article

Rewarding extraordinary customer relationships: Utilizing More Than a Score to Drive Organic Growth

Suggestions on tying customer feedback/Voice of the Customer metrics to compensation Suggestions to leaders on moving forward in integrating VOC and compensation planning read more

Author(s):Dennis J. Chapman Sr. President/CEO The Chapman Group and Steve Grossman President/CEO Steve Grossman & Associates Publication Date: Jan. 16, 2020 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Once you’re in…you’re in: Expediting human interactions to acquire invaluable inside knowledge

A tactical approach for success in human interactions at a strategic account. read more

Author(s):Saleh Al-BenSaleh, Strategic Account Manager - Saudi Aramco Midstream & Downstream. Emerson Automation Solutions Publication Date: Jan. 16, 2020 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Do strategic account managers require superpowers? Time for account-based marketing to come to the rescue

Account-based marketing is the art of integrating digital marketing and the customer-buying journey as part of solution creation with the SAM and the SAM team. read more

Author(s):Dominique Cote & Kate Burda, Principals, The Summit Group Publication Date: Jan. 16, 2020 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Technology Special Issue , 2019

Author(s):SAMA Publication Date: Dec. 17, 2019 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Revegy Powers Customer-Centric SAM Programs

Revegy enables companies to visualize what's going on inside their largest accounts by mapping people, priorities and progress. read more

Author(s):Mark Kopcha, CEO, Revegy Publication Date: Dec. 17, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Technology and enabling SAM as a corporate strategy

The perspective of five SAMA community companies currently using Valkre tools to address five areas critical to success and requiring better technology enablement to support customer value creation... read more

Author(s):Jerry Alderman, CEO, Valkre Solutions, Inc. Publication Date: Dec. 17, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

ARPEDIO: Leading the way to success

Arpedio offers two primary products: Arpedio Sales & Arpedio Matrix, two complementary tools designed to work independently or together that can assist SAMs in identifying and evaluating their valu... read more

Author(s):Paula Coimbra, Matrix Project Manager, ARPEDIO Publication Date: Dec. 17, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Fintech Giant Diebold Nixdorf takes Strategic Account Management digital

Four steps Diebold Nixdorf used in transforming its account planning process, working with DemandFarm to build an account planning tool on top of Salesforce CRM. read more

Author(s):Compiled Milind Katti CEO, DemandFarm Inc. based on Kai Klatt's round table presentation at SAMA 2019 Annual Conference, Orlando Publication Date: Dec. 17, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Enabling technology for strategic account management: The SAMA view

A discussion of the development of technology tools that enable the work of the SAM and the entire strategic customer-centric organization. read more

Author(s):Denise Freier, President & CEO, SAMA; Harvey Dunham, Managing Director of Business Development, SAMA; LibSouder, Director of Knowledge, Training and Certification, SAMA; and Nicolas Zimmerman, Editor-in-Chief, SAMA. Publication Date: Dec. 17, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 3 , 2019

Author(s):SAMA Publication Date: Sept. 30, 2019 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Collaboration in strategic co-developed solutions aimed at improving population health

A description of the steps Premier and a strategic supplier took to move from alignment to co-creation. read more

Author(s):"Denise Juliano Group Vice President of Life Sciences Premier, Inc. Denise Juliano Group Vice President of Life Sciences Premier, Inc. Denise Juliano, Group Vice President of Life Sciences, Premier, Inc." Publication Date: Sept. 30, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Shareholder value measurement is essential for the future of SAM

Why Shareholder Value Added (SVA) is becoming essential to the measurement of SAM effectiveness. read more

Author(s):Professor Malcolm McDonald Publication Date: Sept. 30, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Strengthening existing competitive advantages through global account management

How AVI-SPL initiated a GAM program as a key catalyst to achieving its goals as a global business read more

Author(s):Danielle Matteson, Director, Global Accounts, AVI-SPL Publication Date: Sept. 30, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Data Watch: 2019 Report on Strategic Account Management Compensation Practices

Sample findings from the 2019 survey of SAM compensation practices, designed to establish benchmarks and track market trends read more

Author(s):Joel Schaafsma, General Manager SAMA Research, SAMA with ZS Associates Publication Date: Sept. 30, 2019 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Total enterprise alignment: How Johnson Controls enhanced its Excellence Award-winning strategic account management program

A description of a global account management program that, since its inception, has delivered double-digit growth year-over-year, outperforming the industry by a wide margin read more

Author(s):Peter Redfern, Director, Global Strategic Accounts, Johnson Controls Publication Date: Sept. 30, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Introducing strategic account management in organized retail

The author offers 10 steps for SAM in organized retail, which is in the midst of major changes and has become about the ecosystem. read more

Author(s):Georg Krentzel, PhD, Strategic Advisor, Insight Strategy Advisors Publication Date: Sept. 30, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

How the best companies equip salespeople to sell innovation: An interview with Darden School of Business' Thomas Steenburgh

A further exploration of a study on how companies could engineer their sales processes to maximize success with innovative new products and services read more

Author(s):SAMA editors Publication Date: Sept. 30, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Implementation of a disciplined process at AVI-SPL to quantify and monetize specific customer value solutions

A case study of how AVI-SPL's GAM program benefited both its financial services customer and itself read more

Author(s):Danielle Matteson, Director, Global Accounts, AVI-SPL Publication Date: Sept. 30, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 2 , 2019

Author(s):SAMA Publication Date: May 10, 2019 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

An "Innovation & Cooperation Expedition" with a Strategic Account: The Case of Air Liquide and STmicroelectronics

A case study of alignment leading to a virtuous circle of value co-creation read more

Author(s):"Lorenzo Castrogiovanni, Strategic Accounts Director, Air Liquide, and Mustapha Bouraoui, Vice President, Strategic Marketing, STMicroelectronics, and SAMA Editors" Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Search Results: 343