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

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: [remove bullet here and make a left-aligned paragraph; Outlook won't let me do it] 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

"This is a real-life case study of the SAM journey of the German company Herrmann Ultraschall (HU), a worldwide leading specialist for ultrasound welding technology. The session will take you from ... read more

"This is a real-life case study of the SAM journey of the German company Herrmann Ultraschall (HU), a worldwide leading specialist for ultrasound welding technology. The session will take you from the beginning of HU’s SAM journey in 2014 until today. It will demonstrate how a comprehensive SAM program, consisting of six sequential phases, allowed HU to drive growth through organizational change and position HU as a relevant strategic partner for significantly larger customers. However, the subsequent exponential rise in expectations from its strategic accounts put significant pressure on the whole HU organization, forcing it not only to redesign its go-to-market approach, but the way all company functions support the value creation process, ultimately leading to a new organization of HU’s business units. The session will answer the following questions: Is there a way of measuring customer-centricity and how does the type of business model influence the level of required customer-centricity? Should the SAM be part of the Sales organization or should a parallel Go-To-Market organization for Strategic Accounts be established? Is it worth the effort and complexity to build specific customer teams as line organizations, or would a voluntary and informal team and cooperation across regions and departments suffice? How much power and authority should the SAMs have? What should the Business Unit organization look like three years from now? What is the best path from today to that future organization? Beyond the formal SAM organization, how can one secure the participation of all members of a world-wide SAM-Team? Which intrinsic and extrinsic motivators can be combined? " read less

"SAMA community members all share at least one common objective: to become more strategic to their most important customers. This webinar will unpack and examine how the most successful SAMs and KA... read more

"SAMA community members all share at least one common objective: to become more strategic to their most important customers. This webinar will unpack and examine how the most successful SAMs and KAMs drive proactive growth within their accounts through the development and implementation of effective growth strategies. Participants will be provided “how to” insights and takeaways to help you: ● Leverage your past proven value to identify targets for account growth and expansion. ● Develop account growth strategies that are aligned with customer objectives and success. ● Measure account planning impact with metrics that matter to you and your customer. ● Pressure test your account plan to ensure it is focused, achievable, realistic and balanced. 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 is part four in the SAMA-PMI webinar series on our SAM planning and management methodology. Register for this webinar and not only will you get access to parts 1 through 3 but we will send you a complimentary copy of the e-book “The Keys to Effective Strategic Account Planning (2nd Ed.)." read less

"It’s important to know how to beat out your competition, but your rivals aren’t the most common reason you lose deals. What do you do when your customer Just. Won’t. Make. A. Decision? In this... read more

"It’s important to know how to beat out your competition, but your rivals aren’t the most common reason you lose deals. What do you do when your customer Just. Won’t. Make. A. Decision? In this webinar, Brian Doyle, president of Holden Advisors, explores the three essential techniques top-performing strategic account managers employ to close deals that would otherwise be lost to customer indecision. You’ll learn how to: -Utilize divergent thinking to create a shared vision with your customer that solves their business problems -Perfect the role of learner vs. teacher, earning you trusted advisor status while overcoming the fear of looking uninformed in front of your customer -Increase your “Curiosity Quotient” to build an in-depth understanding of how your value improves your customer’s business performance Overcome your customer’s no-decision inertia to close more deals and build a sustainable sales pipeline." 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’s... 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 the core components of effective account planning and management and examine how the most successful SAMs and KAMs co-create mutual value, develop customer sponsors and supporters, and build momentum for growth through past proven value realization. Participants will be provided “how to” insights and takeaways to help you: • Communicate and articulate value with strategic and key accounts • Position your solutions and differentiate your unique business value • Develop and leverage your network of customer sponsors and supporters • Build momentum for growth based on customer success and past proven value. read less

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

"SAMA community members all share at least one common objective: to become more strategic to your 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 will be the second in a series of five webinars focused on The Keys to Effective Strategic Account Planning (2nd Edition). In this webinar, we will be focusing on the art and science of value co-discovery. Understanding what matters most to your customer and aligning with the customer’s objectives is critical in developing new opportunities within your account. You will hear best practices from two individuals, Lisa Maggiore of Hilton Worldwide, and Mike Holbrow of Honeywell, in a panel discussion facilitated by PMI’s Managing Director, Craig Jones. As a participant you will receive insights into: • Equipping account team members with the skills to enable value co-creation • Aligning your companies’ objectives with the customers objectives • Engaging in new opportunities focused on value, as your customer defines value In addition, you will receive complementary access to The Keys to Effective Strategic Account Planning (2nd Edition) eBook." read less

With many economists predicting an oncoming global recession, it has never been more important to know your program’s profitability – so you can protect it when your company looks to cut costs. Th... read more

With many economists predicting an oncoming global recession, it has never been more important to know your program’s profitability – so you can protect it when your company looks to cut costs. This executive panel will highlight their approaches to measuring the results of their strategic accounts programs. read less

The vast majority of sales and marketing resources are spent on demand generation and customer acquisition. But winning the sale is only the beginning of what could be a long and lucrative customer... read more

The vast majority of sales and marketing resources are spent on demand generation and customer acquisition. But winning the sale is only the beginning of what could be a long and lucrative customer relationship. In fact, analysts estimate that existing customers represent 70-80 percent of company revenue and profits. Yet, less than half of B2B companies develop tailored messages for selling situations like renewing your customers, communicating price increases, convincing your customers to expand and regaining trust after a service failure. Tim Riesterer, Chief Strategy Officer at Corporate Visions, will share new, original research into what motivates your existing customers to buy. He will also reveal rigorously tested messaging techniques that are proven to win more renewals and upsells, strengthen customer loyalty and ensure you consistently crush your quota. read less

"In order for today’s businesses to stay in the performance game, they need to bring the digital “connection” world to their structures, processes and systems. Ironically, the more “connected” an o... read more

"In order for today’s businesses to stay in the performance game, they need to bring the digital “connection” world to their structures, processes and systems. Ironically, the more “connected” an organization is, the more “disconnected” human beings are. More than ever, the organization’s SAMs, who by nature are connected inside and outside the business, will be at the heart of endeavors to achieve extraordinary levels of performance. We believe that the SAMs who have the ability to truly “connect” beyond their knowledge and create authentic alignment with their key stakeholders will lead their organizations and their customers’ organizations to new levels of unprecedented performance. But how do you know if you are truly “connecting” with your key stakeholders? How do you create authentic alignment? If you are interested in experiencing and demystifying for yourself a ground-breaking approach at the source of producing breakthrough business results, you won’t want to miss this workshop, in which you will: Understand the PerformanceCO™ model: thinking in new ways for producing Breakthrough business results Understand the importance of elevating the stakes and finding a common stake for all stakeholders in order to cause authentic alignment with all Experience the power of increasing your level of connection with anyone Apply the concepts to a concrete situation you have, giving you new ways to be and act Practice coaching skills, including giving and receiving feedback and feed-forward Have loads of fun in the process" read less