Most SAMs readily acknowledge that selling internally is a greater challenge than selling to customers. In this webinar, we will explore the keys to successfully managing internal stakeholder relat... read more
Account-based marketing is finding its way into the account planning process. Thanks to this connection, account managers now have a powerful new partner to help them build more effective account p... read more
Price will be always part of the discussion, especially in today’s economy. However, there are sales, marketing, pricing and negotiation strategies and programs than can help drive the discussion t... read more
There is a difference between being integrated into a customer’s world as an integrated cross-functional account team and being unified with a customer as one cohesive/cooperative team. Facts and e... read more
How are leading companies driving significant value co-creation through the implementation of account planning and management best practices across their organizations? This symposium will focus on... read more
What prompted Kroger, Microsoft, T-Mobile and Duke Energy to form a cross-industry coalition? An important initiative that drives corporate synergies, alliances and brings value, Diversity in Clean... read more
Most all companies today are facing extinction and if able to stay in business, feel the pressure of falling behind their competition if they do not keep up with the trends of technology and the di... read more
This resource bundle includes the following sessions from SAMA's 2021 Annual Conference: Session 7 - Leading the Customer-Centricity Revolution Session 9 - Four Must-Win Conversations to Keep and... read more
This resource bundle includes the following sessions from SAMA's 2021 Annual Conference: Session 2 - Selling to Existing Customers: How Top Performing SAMs/KAMs Drive Consistent Sales Success Ses... read more
This resource bundle includes the following sessions from SAMA's 2021 Annual Conference: Session 18 - SAM Program Acceleration…SAM Excellence Session 28 - Taking SAM to the Next Level: A SAM Thou... read more
This resource bundle includes the following sessions from SAMA's 2021 Annual Conference: Session 13 - Achieving an Organization Design for High-Impact SAM Session 8 - Our SAM Journey: From Startu... read more
This webinar will highlight some of the findings from the 2021 study on SAM compensation, and will offer additional perspective on the results from compensation specialist, Chad Albrecht. Additiona... read more
Aristotle taught in 350 B.C. that there are three elements to influencing – ethos (credibility), pathos (emotion), and logos (logic). Based on research from the last 2,000-plus years, SNI has added... read more
Character matters. And not only that, but specific character habits have been shown by Dr. Fred Kiel to deliver higher and better financial returns. This is one of the major takeaways from Dr. Kiel... read more
Understanding your customer's finances in key to having effective conversations at the executive level. After this presentation you will have gained confidence and competency in having financial co... read more
This bundle includes the following resources: The 10k: By far, the most important document that SAMs/GAMs never read Financial Acumen to Master CXO Financial Conversations The Perfect Value Prop... read more
Knowing how to construct an effective value proposition is an important skill for any SAM. In this presentation Jacques will explain the key components of a value proposition and provide a structur... read more
Senior management can play a major role in in supporting strategic/key account managers as they seek to grow business with the firm’s most important current and potential customers. The presenters ... read more
While the advent of COVID-19 vaccines promises an eventual end to lockdowns and travel restrictions, the future (of selling, of buying – of business generally) is certain to be more virtual than in... read more
It’s Day One. You have been hired to manage strategic accounts, and your CEO believes there is an opportunity to improve pricing. What should your action- and results-oriented agenda look like? Th... read more