RESOURCE LIBRARY

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

Our resource library is currently being updated. If you have not found what you are looking for or if we can save you some time and search for you, please submit request or contact your account manager. You can also contact SAMA via phone at +1 312 251 3131.

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Search Results: 95

Velocity Magazine Article

Velocity Issue 1, 2023

Strategic Account Management: Solutions-driven, Not Sales-driven read more

Author(s):SAMA Publication Date: Jan. 20, 2023 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Quick Takes: Strategic Account Manager training: begin with the end in mind and ask the right questions

Helpful questions, tips, and advice to facilitate the training and development of strategic account managers. read more

Author(s):SAMA Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

DATA Watch - Velocity Issue 1, 2023

Leaders understand the DEI imperative but face challenges in developing robust programs. read more

Author(s):SAMA Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Five questions to improve a manufacturing SAM's performance

Applying customer studies, 80/20 analysis, and custom CX strategies. read more

Author(s):Kay Cruse, VP of Customer Experience, Strategex Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Account-based growth: unlocking sustainable value through extraordinary customer focus

Drawing on their practical experience and original research, the authors explain the concept, feature insights, and introduce a framework for account-based growth. read more

Author(s):Bev Burgess, Cofounder, Inflexion Group; Tim Shercliff, Cofounder, Inflexion Group Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

How to drive results and make an impact: a toolkit for strategic account managers

The authors deliver a dependable, battle-tested framework for all levels of the strategic account manager skillset that can provide broader perspective for immediate opportunity. read more

Author(s):Tom Kurt, Strategic Account Manager, CSAM Sonoco; Aaron Erbe, Director Film Segment, CSAM Sonoco Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

What to do when an account is no longer strategic

To better serve the modern SAM, we offer an updated perspective that views strained relationships and difficult conversations as opportunities to realign and grow. read more

Author(s):SAMA Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

The SAM as a team builder: fostering alignment across boundaries

How high-performing strategic account managers can best build account teams and align complex processes across the supplier and customer boundaries. read more

Author(s):Javier Marcos, Professor of Strategic Management and Negotiation, Cranfield School of Management, and Director of Key Account Management Forum Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

From difficult conversations to high-value dialogue

Triggers abound for difficult conversations with strategic partners. Here's how to transform even the toughest ones into productive discussions. read more

Author(s):Jonathan Hughes, Partner, Vantage Partners; David Chapnick, Partner, Vantage Partners; Ben Siddall, Partner, Vantage Partners Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

The SAM as a strategist: Defining the approach to transform your key customer’s business

How the SAM's role as a ’strategist’ helps develop their account strategy and align it to the corporate strategy of their firms. read more

Author(s):Javier Marcos, PhD, Associate Professor of Strategic Sales Management and Negotiation, Cranfield School of Management (UK), Director, Key Account Management Forum Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 2 , 2022

Innovating Through Disruption read more

Author(s):SAMA Publication Date: May 8, 2022 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Data Watch - Velocity Issue 2, 2022

Research results on KPIs for Driving Account Performance read more

Author(s):SAMA Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

SUCCESSFUL KAM LEADERSHIP: INSIGHT INTO CUSTOMER NEEDS

Tania Lennon's interview with Renae Leary read more

Author(s):Renae Leary, Chief Commercial Officer, Americas, Ansell, and Tania Lennon, Global Space Lead, Talent Assessment and Leadership, ZS Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Building account plans with account-based marketing

With account-based marketing, SAMs and marketers are coming together to form a new, powerful customer engagement model. read more

Author(s):By Jerry Alderman, CEO, Valkre, and Sara Theis, Program Manager, Owens Corning Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

The future of KAM in life sciences

A majority of both pharmaceutical and medtech organizations intend to develop advanced solutions beyond basic products to address organized customers’ broader needs and priorities. read more

Author(s):Mike Moorman, Managing Principal, Sales Solutions, ZS, and Namita Powers, Principal, ZS, and Joe Stevens Principal ZS, and Rohan Agni, Associate Principal, ZS Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

People & problems: The core of strategic account planning

A guide to understanding what your customers care about and reaching the right people. read more

Author(s):Richard Scheig Richard Scheig, Chief Revenue Officer, Upland Software Publication Date: Jan. 25, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 2, 2021

Full edition of Spring 2021 Velocity Magazine read more

Author(s):SAMA Publication Date: May 14, 2021 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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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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Search Results: 95