RESOURCE LIBRARY

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

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Search Results: 79

Velocity Magazine Article

Editor's corner - Velocity Issue 2, 2020

A preview of articles contained in the Velocity issue. read more

Author(s):SAMA Publication Date: May 22, 2020 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 2 , 2020

Full issue of Spring 2020 Velocity read more

Author(s):SAMA Publication Date: May 22, 2020 Price: Non-Member - 25.00 | 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

Driving global energy transition through SAM: Supporting power utilities customers in their international growth strategy

How SAMs and account management in utilities are transforming along with transitions in the electric power industry read more

Author(s):Alexander Kotschi, Vice President Key Account Management, Power Utilities, Siemens Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 1 , 2019

Author(s):SAMA Publication Date: Dec. 14, 2018 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Pricing large deals

Insights into the capabilities and tools that help to win large deals profitably read more

Author(s):"Andreas Hinterhuber, Partner, Hinterhuber & Partners" Publication Date: Dec. 14, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Data Watch: Dialing in perfect B2B pricing

Selected results of a survey on the pricing capabilities of top performing firms read more

Author(s):"Bain and Company" Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Quick Takes: How to be creative when you're feeling stressed

Tips from a time management coach on creativity read more

Author(s):Elizabeth Grace Saunders, hbr.org, Nov. 29, 2018 Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Creative thinking

An explanation of the thought processes underlying creativity and tips for brainstorming. read more

Author(s):"Mick Carroll, PhD, Founder, BetterThink" Publication Date: Dec. 14, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

How to survive and thrive in the age of artificial intelligence

An examination of the role of artificial intelligence in SAM read more

Author(s):" Jennifer Stanley, Partner, McKinsey & Company" Publication Date: Dec. 14, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Is pricing killing your profits?

How the top performing B2B firms set and get the right price. read more

Author(s):"Ron Kermisch, Partner, Bain and Company and David Burns, Partner, Bain and Company" Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Data Watch: Factors influencing alignment of SAM talent for strategic account performance

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

Author(s):Joel Schaafsma, General Manager SAMA Research, SAMA Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Book Review: The front-line sales manager - Field general

Review of a book exploring the role of the front line sales manager in sales success read more

Author(s):Noel Capon, Gary Tubridy, Florin Mihoc; Reviewed Hajo Rapp Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 3 , 2018

Author(s):SAMA Publication Date: Sept. 10, 2018 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Driving cultural change through outstanding internal branding

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

Author(s):Geoff Quinn, Director, Key Account Management Centre of Excellence, Pfizer Publication Date: Sept. 10, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

"Elevating an established SAM program to the next level at 3M"

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

Author(s):Nicolas Zimmerman, editor-in-chief, SAMA Publication Date: Sept. 10, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Outstanding customer account team design, management and performance with a strategic customer

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

Author(s):Evelyn Baldwin, Global Assembly Sales Manager, and Zine Moufakir, Global Sales Talent Development, 3M Publication Date: Sept. 10, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Arcadis drives growth with help fom SAMA's key success factors

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

Author(s):Brian Riddick, Global Client Development Program Manager, and Marie Oliver, Global Academies Director, Arcadis Publication Date: Sept. 10, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Fostering ecosystem co-creation around digitally enabled innovations

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

Author(s):Carmel Woods, Global Internal Communications and Engagement Manager, Arcadis Publication Date: Sept. 10, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Search Results: 79