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

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 the characteristics of the most successful implementations of strategic, key and global account management within the SAMA community of practice. Attendees will walk away with answers to the following questions: • What do the most effective SAMs do that distinguishes them from others, both with their customers and with their account teams? • What do the most effective SAM managers and program heads do to coach and develop high levels of SAM performance? • What is the impact of great strategic account management on the organizations that implement and sustain high-performing SAM programs? • What is the value of great SAM and high-performing account managers and teams to their customers? • What can you do to take your SAM program and account managers to the next level of effectiveness? Specific areas of emphasis will include how value co-discovery, co-creation and realization can drive customer loyalty and competitive advantage, as well as the importance of engaging cross-functional teams in the SAM process for greater alignment and relationship expansion with customer stakeholders. read less

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 7 - Leading the Customer-Centricity Revolution Session 9 - Four Must-Win Conversations to Keep and Grow your Business with Existing Customers: What You Need to Know Now and for the Future Session 12 - SAMs as Leaders: The Challenges and Benefits of Informal Leadership Session 20 - How Can You Harness Your Customer’s Advice to Help You Drive Value and Create a Competitive Advantage in Support of Long-Term Success? Session 30 - Thought Leadership & The Art of Differentiation read less

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 2 - Selling to Existing Customers: How Top Performing SAMs/KAMs Drive Consistent Sales Success Session 4 - How to Get to and Sell to the C-Suite Session 6 - Strategic Influence: From Persuasion to Collaborative Problem-Solving Session 21 - Internal Alignment from a SAM's Perspective read less

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 18 - SAM Program Acceleration…SAM Excellence Session 28 - Taking SAM to the Next Level: A SAM Thought Leader Conversation on Elevating & Sustaining a Customer-Centric, Organization-Wide Cultural Shift Session 29 - Business Alignment: Fortifying and Future-proofing Your Customer’s Business Model Session 11 - Account Management from the Outside In: Placing the Focus on the Customer-Buying Journey Session 13 - Achieving an Organization Design for High-Impact SAM read less

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 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 Startup to Real Impact Session 15 - SAM Playbook: Defining, Operationalizing and Institutionalizing SAM Best Practices into Right Actions read less

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

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. Additionally, it will address common questions about compensation that were captured during the study, and give participants an opportunity to ask additional questions during the webinar. This study is the most comprehensive survey of Strategic Account Management compensation practices available today and was designed to establish benchmarks and track market trends related to: •Profile, responsibilities and job scope •SAM program practices •Market compensation levels and incentive mix •Pay plan type, structure, components and metrics •Performance measurement and sales crediting practices •Frequency of performance measurement and payouts read less

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

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 a fourth element – action – to update and create a practical process for influencing people in any situation. In this engaging session, Jeff will teach participants the four-step process and provide participants with tools and tactics to: •Build credibility quickly, even within purely online communication •Engage the other side’s emotions, which is the most important factor in persuading a person and/or their decisions •Share logic/data/evidence in the most compelling manner possible •Facilitate action to actually compel others to act The end result will be arming SAMs and KAMs with a process to more effectively influence their clients, which in turn will lead to growing wallet share, improving margins, having easier renewals, and building deeper and wider relationships with client organizations. Please note that this is an interactive session that will include the use of breakout rooms and a live simulation. We ask that you give it your undivided attention throughout, as well as having your camera on and microphone available for most of the session! read less

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

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’s book, “Return on Character,” which Harvard Business Review described as “the first major study to show a measurable relationship between character and business success.” Most importantly, Dr. Kiel has shown that character can be changed. Join Dr. Kiel, his colleagues at the KRW Research Institute and their partner, The Summit Group, for the unveiling of a major new research initiative, sponsored by SAMA, that explores the new frontier of character science and its role in SAM and SAM leadership for the future. Attendees will gain an illuminating perspective on Dr. Kiel’s research AND have the opportunity to participate in this exciting new body of research as the first cohort to bring this body of science to the profession of SAM and sales. Attendees will learn the keystones to move from a self-focused mindset to a worldview that stresses unity of purpose, harmony of teamwork, commitment, performance, and contribution to community. This work has brought hard science to what had been previously seen as the domain of soft skills. We hope you will join us on this exciting and generative journey! read less

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

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 conversations with CXOs, you will be able to understand and interpret Clients’ key financial statements to be able to communicate the impact of your proposals on client company financials. This presetnation will cover how to analyze financial statements and key financial ratios to identify client pain points and uncover opportunities. Jacques will also offer insight into how executives prioritize investments so that you can position your proposal higher on the CXO priority list. And finally, you'll learn how to articulate the financial value and calculate the ROI of your proposal. read less

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

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 Proposition: A CFO’s Insider view on how Executives decide on Investments and select vendors read less

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

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 structured format used by Capital Committees in reviewing proposals. You will learn what you MUST include in every value proposition, as well as how to focus your proposal on business outcomes, tell a story and demonstrate impact with before / after scenarios. Finally, you will learn how to develop a complete and compelling value proposition showing operational and financial impact that will convince the CXOs to invest and to invest with you. read less

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

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 will identify five separate roles that senior managers can play; while some roles will have a positive impact on the work of their SAMs/KAMs, others will do the opposite. Webinar participants will leave with these three takeaways: 1.Senior managers can be very effective in supporting strategic/key account managers. 2.Senior management involvement should be well designed. 3.Uncontrolled senior management involvement can have negative consequences. After attending this webinar, we recommend you audit the involvement your senior managers have with strategic/key account customers, and then take appropriate action. read less

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

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 the past. But people are physical creatures, and there will always be an important role for face-to-face engagement between SAMs and their customer counterparts. The winners will be those who can not only do both well but who get the balance right and master seamless integration of virtual and in-person interaction. This webinar will use recent benchmarking data and case studies to explore the challenges of virtual selling and account management and share best practices to overcome those challenges – both now and in the “next normal." Topics will include: • Exploring the similarities and differences between in-person and virtual selling • Avoiding the pitfalls of virtual account management and sales • Establishing rapport and building trust with new customers without the benefit of face-to-face interaction • Engaging in robust, interactive ideation and co-creation with customers in a virtual environment • Taking advantage of new technology read less

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

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? The common goal for improving pricing is to improve profits by either increasing prices or improving your product mix. Where do we look for improvements and how do we test hypotheses? In this webinar, Tim J. Smith, PhD, Founder and CEO of Wiglaf Pricing, will share insights into driving strategic account performance with pricing. Attendees will learn: • How price is the most powerful lever to affect account profitability • How to analyze accounts by price and margin performance to uncover actionable insights • How to increase account performance by managing price better read less

Mental toughness is the ability to perform towards the upper range of your talent and skills, regardless of the circumstances. But how do you keep your head on straight during an ongoing pandemic? ... read more

Mental toughness is the ability to perform towards the upper range of your talent and skills, regardless of the circumstances. But how do you keep your head on straight during an ongoing pandemic? No one wants to read the word “unprecedented” one more time. The world is unrelenting in demanding we focus on the struggle instead of the opportunity. It is time to get some relief and get back to business. So what's the secret of those who thrive in unknown territory like this? What are the practices that allow them to succeed with an unwavering focus? In this session, we will discuss how to mentally thrive during chaotic times and will also cover key concepts to keep you focused on your goals. read less

The B2B customer is on a journey to radically transform its buying approach through the professionalization of its procurement function. This new counterpart in the sales process is more strategic ... read more

The B2B customer is on a journey to radically transform its buying approach through the professionalization of its procurement function. This new counterpart in the sales process is more strategic and has made vast gains in importance within the customer organization. In many cases, procurement is already either THE major influencer or effectively the decision maker on what to buy from whom. This webinar will draw on the experience of the host's procurement background to shed light on what makes procurement tick and how to deal with them effectively. Attendees will learn how buying teams influence your customer’s buying journey and what processes and tools they apply to select and evaluate suppliers. Attendees will learn five simple steps that leading procurement teams recommend their suppliers to follow to create more mutually profitable business relationships with them. read less

We hear a lot about co creation, and it is often overstated and overused. Come to learn and discuss a real co creation that was design with the accounts and implemented in true collaboration. What ... read more

We hear a lot about co creation, and it is often overstated and overused. Come to learn and discuss a real co creation that was design with the accounts and implemented in true collaboration. What worked well and key learnings. read less

"SAMA community members all share at least one common objective: to become more strategic to their most important customers. From the insights gained through a rich history of engagement with SAMA’... read more

"SAMA community members all share at least one common objective: to become more strategic to their most important customers. From the insights gained through a rich history of engagement with SAMA’s best-in-class organizations, PMI has designed and developed a practical and scalable methodology for implementing and sustaining strategic account planning and management best practices: The Keys to Effective Strategic Account Planning. This webinar will unpack and examine how the most successful SAMs and KAMs engage their customers in the account planning process and provide coaching and leadership to their account teams. Participants will be provided “how to” insights and takeaways to help you: • Assess and expand your customer’s level of engagement in your account planning process. • Understand how you can deploy collaborative planning with your key and strategic accounts. • Provide effective coaching to account team members by leveraging the account planning impact zones. • Lead your account team in preparing and conducting effective account reviews by deploying a proven account review process. • Gain tips and insights on how to leverage The Keys to Effective Strategic Account Planning to prepare, plan and launch a successful 2021!" read less

Covid-19 has painfully illuminated the healthcare supply chain’s multiple fissures and failure points. Despite numerous heroic efforts from IDNs, suppliers and distributors, too many organizations ... read more

Covid-19 has painfully illuminated the healthcare supply chain’s multiple fissures and failure points. Despite numerous heroic efforts from IDNs, suppliers and distributors, too many organizations are still struggling to maintain adequate levels of PPE, essential pharmaceuticals and diagnostic testing supplies. The silver lining: Leaders across the healthcare ecosystem recognize that the entire supply chain must evolve to become more agile and resilient. But given health systems’ precarious finances, the supply chain must evolve in ways that do not significantly increase costs. Despite government officials’ talk of increased stockpiles and domestic manufacturing, the sustainable solution requires greater transparency across all parts of the supply chain. To deliver on this promise of increased visibility, suppliers must transform their approach to value messaging, data sharing, collaboration and strategic customer engagement. Join Brandi Greenberg, Vice President of Advisory Board’s life sciences and healthcare ecosystem research team, as she reviews the most salient insights emerging from Advisory Board’s exploration into what it will take to enable a more modern and resilient healthcare supply chain. In this webinar, attendees will learn: How the new supply chain resiliency mandates are impacting health system purchasing priorities, inventory requirements and vendor expectations How health system executives across finance, operations, strategy and purchasing are working together to mitigate supply chain risk How progressive health systems are creating new roles, leveraging data and establishing new partnerships to enhance supply-chain visibility and resilience How SAMs can build trust to enable the kinds of collaborative relationships and service models necessary for long-term success read less

This webinar will expose strategic account management professionals to contemporary thinking and best practices to help them deal with strategic sourcing counterparts who have become increasigly so... read more

This webinar will expose strategic account management professionals to contemporary thinking and best practices to help them deal with strategic sourcing counterparts who have become increasigly sophisticated, demanding and empowered -- all against the backdrop of the global COVID-19 pandemic . We will discuss strategic and tactical buy- and sell-side issues, including: Dealing with strategic sourcing initiatives Adding value when not face-to-face with customers Being strategic when focus is on short-term transactions Addressing cashflow concerns We will also discuss how we sell/do business in a crisis, answering questions like: Where should we place our focus? How do we engage strategic sourcing customers? How should we contact our prospects? How do I close deals? How will we minimize business disruptions? read less