Nalco Co.''s John Helge attended the writers'' seminar "Powerful presentation skills for strategic account managers" at his first SAMA conference. This launched him from merely a vendor to a valued... read more

Nalco Co.''s John Helge attended the writers'' seminar "Powerful presentation skills for strategic account managers" at his first SAMA conference. This launched him from merely a vendor to a valued strategic resource in the eyes of customers and prospects. read less

Changing the conversation from product features to business performance is not easy. In this excerpt from a Velocity magazine article by James Melillo, he says that to succeed with the strategic ac... read more

Changing the conversation from product features to business performance is not easy. In this excerpt from a Velocity magazine article by James Melillo, he says that to succeed with the strategic account, you must have access, trust and impact. read less

Resistance to changing sales channels usually boils down to the four C''s: control, competency, cost and constructs. In this excerpt from a Velocity article by Mark Donnolo and John DeSarbo, they d... read more

Resistance to changing sales channels usually boils down to the four C''s: control, competency, cost and constructs. In this excerpt from a Velocity article by Mark Donnolo and John DeSarbo, they discuss principles to improve strategic account coverage. read less

In the past two decades, there has been an explosion in the market for outsourced goods and services. While this has offered significant opportunities for account managers, it has also led to devel... read more

In the past two decades, there has been an explosion in the market for outsourced goods and services. While this has offered significant opportunities for account managers, it has also led to developments in procurement practices that pose new challenges for salespeople across the globe. read less

Recently I spoke with Franz Speer, corporate director international sales unit at Henkel AG & Co. KGaA, about current and future requirements, especially in talent development, to achieve an integr... read more

Recently I spoke with Franz Speer, corporate director international sales unit at Henkel AG & Co. KGaA, about current and future requirements, especially in talent development, to achieve an integrated approach to active key and global account management. He has been with the company since 1985, and after serving in various roles around the world in sales and product management he took on his current job in 2003 with the responsibility for GAM efforts. read less

This regular column includes reviews of timely, relevant articles in the strategic account management arena: "Make the most of your executive in a sales call," Miller Heiman Inc., 2008, www.miller... read more

This regular column includes reviews of timely, relevant articles in the strategic account management arena: "Make the most of your executive in a sales call," Miller Heiman Inc., 2008, www.millerheiman.com. "Gadgets at work: the blurring boundary between consumer and corporate technologies," Knowledge@Wharton, April 16, 2008, http://knowledge.wharton.upenn.edu. read less

Nalco Co.''s John Helge attended the writers'' seminar "Powerful presentation skills for strategic account managers" at his first SAMA conference. This launched him from merely a vendor to a valued... read more

Nalco Co.''s John Helge attended the writers'' seminar "Powerful presentation skills for strategic account managers" at his first SAMA conference. This launched him from merely a vendor to a valued strategic resource in the eyes of customers and prospects. read less

In 2005, STMicroelectronics N.V. and Global Partners Inc. began a coaching and consulting program with ST''s global account teams. Called "Capture market share," it was initiated to enable ST to su... read more

In 2005, STMicroelectronics N.V. and Global Partners Inc. began a coaching and consulting program with ST''s global account teams. Called "Capture market share," it was initiated to enable ST to substantially and quickly increase its share of key global accounts by creating and executing strategic global account plans. read less

This article that addresses defining strategic accounts and building a value-based program first appeared in SAMA''s Velocity magazine in winter 2001. To celebrate Velocity''s 10-year anniversary, ... read more

This article that addresses defining strategic accounts and building a value-based program first appeared in SAMA''s Velocity magazine in winter 2001. To celebrate Velocity''s 10-year anniversary, each 2009 issue highlights a previously published story containing continued relevance and lessons for the profession of strategic account management. read less

Customer trust must be earned by the supplier, and I believe that today, perhaps more than ever, the strategic account manager is in an ideal position to be his customer''s first line of trust. In ... read more

Customer trust must be earned by the supplier, and I believe that today, perhaps more than ever, the strategic account manager is in an ideal position to be his customer''s first line of trust. In stark contrast to an uncomfortable comment I overheard years ago, the SAM must be trusted by his customer lest the relationship become inauthentic and certainly not strategic in nature. read less

In the first article of this series, we explored techniques for self-control and diagnosis when handling a difficult customer. After you neutralize your emotions and identify your customer as situa... read more

In the first article of this series, we explored techniques for self-control and diagnosis when handling a difficult customer. After you neutralize your emotions and identify your customer as situationally, strategically or simply difficult, you need to control each type of customer and explore options to find a way to end the negotiation without escalating it. read less

In this issue: IBM study: SAMs are needed to beat recession (Editor''s Corner) Trust builder or buster? (Strategic Reflections) Quick Takes Data Watch Dealing with difficult customers: Part II... read more

In this issue: IBM study: SAMs are needed to beat recession (Editor''s Corner) Trust builder or buster? (Strategic Reflections) Quick Takes Data Watch Dealing with difficult customers: Part II--controlling and exploring Nalco key account manager using presentations to build trust with customers SKF: transforming your organization to sell value Dealing with external procurement consultants: sleeping with the enemy? Vital Velocity Mettler Toledo''s strategic account program--defining strategic accounts and building a value-based program Global account management at Henkel: an interview with Franz Speer, corporate director international sales unit Royal Mail: managing customers in a new procurement-led world Rethinking Sales Management: A Strategic Guide for Practitioners, by Beth Rogers (Book Review by Peter Bartlett) Event Calendar read less

Every great team must suffer a little, sometimes a lot, to achieve greatness. A team must confront, experience and struggle with uncomfortable and relationship-threatening moments of conflict and c... read more

Every great team must suffer a little, sometimes a lot, to achieve greatness. A team must confront, experience and struggle with uncomfortable and relationship-threatening moments of conflict and confusion, then work through those moments by demonstrating interpersonal courage, persistence and forgiveness. read less

This regular column includes reviews of timely, relevant articles in the strategic account management arena: Karen Stephenson, "The community network solution," strategy+business, Feb. 28, 2008, w... read more

This regular column includes reviews of timely, relevant articles in the strategic account management arena: Karen Stephenson, "The community network solution," strategy+business, Feb. 28, 2008, www.strategy-business.com. Josh Hyatt, "A surprising truth about geographically dispersed teams," MIT Sloan Management Review, Vol. 49, No. 4, Summer 2008, http://sloanreview.mit.edu. read less

After Thomas J. Dolan, president of global accounts operations at Xerox Corp., received the 2008 SAMA Executive of the Year Award, he spoke with Bernard Quancard, SAMA''s president and chief execut... read more

After Thomas J. Dolan, president of global accounts operations at Xerox Corp., received the 2008 SAMA Executive of the Year Award, he spoke with Bernard Quancard, SAMA''s president and chief executive officer. As part of a larger discussion of Xerox''s successful approach to global account management, Dolan shared details of his time spent with the company. read less

Focus: Teams is published biannually and features case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic account management population.... read more

Focus: Teams is published biannually and features case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic account management population. FT serves as a supplementary newsletter to Velocity magazine. This issue features "Global strategic account planning transforms account relationships into true partnerships: the STMicroelectronics ''Capture market share'' experience, a partnership between the corporate university of ST and Global Partners," "Teamwork, leadership and suffering" and research data and statistics about the best predictors of compensation package satisfaction and account managers on/managing account teams, as well as other content specific to SAM. read less

Focus: Account Manager is published biannually and features case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic account management p... read more

Focus: Account Manager is published biannually and features case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic account management population. FAM serves as a supplementary newsletter to Velocity magazine. This issue features "Nalco key account manager using presentations to build trust with customers," "From sales representative to president of global accounts operations: a conversation with Xerox''s Thomas J. Dolan" and "The top changes that account managers would make to their compensation arrangement to improve it," as well as other content specific to SAM. read less

Rather than blaming the external consultant for inadequate selling, successful individuals have changed their approach. What follows is an overview of success factors and real-world strategies that... read more

Rather than blaming the external consultant for inadequate selling, successful individuals have changed their approach. What follows is an overview of success factors and real-world strategies that will help you win business in this new environment. read less

AB SKF is a global supplier of products, solutions and services involved in rolling bearings, seals, mechatronics and lubrication systems. In this article we''ll discuss four key aspects of migrati... read more

AB SKF is a global supplier of products, solutions and services involved in rolling bearings, seals, mechatronics and lubrication systems. In this article we''ll discuss four key aspects of migrating an organization from price to value. read less

In this issue: Ten years later, ''strategic'' and ''global'' do not necessarily go hand in hand (Editor''s Corner) Is global account management really necessary? (Strategic Reflections) Event Ca... read more

In this issue: Ten years later, ''strategic'' and ''global'' do not necessarily go hand in hand (Editor''s Corner) Is global account management really necessary? (Strategic Reflections) Event Calendar At the 10-year mark, looking to the future Quick Takes Data Watch Customer-driven innovation at Qualcomm: an interview with Daniel Obodovski, director of business development Siemens: account management at an integrated technology company The sales force as an engine of organic growth Inside SAMA Leading through uncertainty Vital Velocity how a $70 billion company instituted change to become more customer-centric--the power of intercultural communication and teamwork How inside sales can maximize your return on outside sales investment Dealing with difficult customers: Part 1--neutralizing your emotions and identifying the customer type Compass Group: revitalizing and relaunching a healthy strategic account management program in an unhealthy economy Re-engineering strategic account planning at Hewlett-Packard: five lessons from the front line Managing the Dragon: How I''m Building a Billion-Dollar Business in China, by Jack Perkowski (Book Review by Lee J. Pryor) read less