A preview of articles contained in the Velocity issue. read more
A case study of how AVI-SPL's GAM program benefited both its financial services customer and itself read more
How SAMs and account management in utilities are transforming along with transitions in the electric power industry read more
Insights into the capabilities and tools that help to win large deals profitably read more
Selected results of a survey on the pricing capabilities of top performing firms read more
Tips from a time management coach on creativity read more
An explanation of the thought processes underlying creativity and tips for brainstorming. read more
An examination of the role of artificial intelligence in SAM read more
How the top performing B2B firms set and get the right price. read more
Sample findings from SAMA Research's 49-page Top-Line Report on factors that may affect the efforts and performance of a SAM with strategic customers. read more
Review of a book exploring the role of the front line sales manager in sales success read more
Pfizer established online and face-to-face "Center of Excellence" hubs to provide leadership, expertise, guidance and internal support for the SAM initiative. read more
3M revamped its established SAM program with a focus on four vital areas: business planning, vertical coverage engagement, horizontal coverage engagement, and service level. read more
How 3M prioritized transforming its relationship with a strategic customer, growing its business with them by a factor of more than 20, and moving the relationship from purely transactional to trul... read more
Arcadis transformed its SAM program from a small but successful initiative serving a limited number of multinational customers into a true SAM program servicing more than 200 customers at a regiona... read more
Deploying a four-day co-creation sprint that brought together account teams, technical experts and digital innovators, Arcadis used a data-driven approach to reduce congestion at one its customer s... read more