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

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 relationships. You'll learn the different types of internal stakeholders and the expectations of each. We'll also explore the differences between internal and external stakeholder management. You'll walk away with practical tips for effectively gaining internal support for your ideas and accelerating the required approvals. read less

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

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 plans. For marketers, the connection is helping them to implement their strategic ABM work with the customer. In this session, we will review early examples of how this work is being done in practice. read less

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

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 to Value First Then Price. Companies that are able to do this are 36 percent more profitable than ones that take a “make it up in volume approach.” And companies that buy based on best-measured value are 35 percent more profitable. We need to remind and demonstrate to our key accounts that both buyer and seller can be better off focusing on Value not Price. This webinar will focus on practical and implementable methods, tools and processes to get paid for value. read less

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

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 experiences have proven that it has become increasingly more important for strategic accounts and strategic suppliers to establish an even more mutually beneficial relationship. Most, if not all improvement processes, methods and practice innovations are primarily instituted by a one-sided approach through strategic supplier trainings. These trainings are focused on what the strategic supplier needs to do to facilitate a higher-wider-deeper and more mutually beneficial relationship, a one-sided effort to a more complex two-party relationship challenge. It is now recognized that in this next era of relationship management a more willing, transparent and involved (engaged) customer may be the most critical part of the equation. This webinar will share the metrics (data) and science that when analyzed and applied can guide recommended two-party relationship-building practices. Success for all will ultimately depend on the enlistment of a customer’s leadership, supply chain and procurement teams to re-consider how they define and engage with their strategic suppliers. Answering the question of what each party needs to do. Key learnings of this session include: •Top three metrics and supporting science that drive relationship-building/unifying actions •A unification relationship model between strategic accounts and strategic suppliers •Methods and practices that will break down traditional buy/sell paradigms •The need for greater transparency – what does this imply and require? •Importance and role/involvement of each party’s leadership team read less

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

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

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 Energy (DiCE) is the nexus which brought all parties to the table to strategize, unify and work together to make a difference! In the global quest to become a more equitable and clean planet, slow climate change, reach sustainability goals and advance corporate commitments to further diversity, equity and inclusion, four leaders in their respective industries formed an alliance to transform words to action. Historically, diverse suppliers have not received an equitable share of opportunities to provide goods and services. DiCE seeks to raise awareness, open doors for and ultimately amplify the economic opportunities solicited from and awarded to diverse suppliers. The future is inclusive! In these unprecedented times, corporations faced with complex problems must learn to lean in and learn from one another. This coalition is an example of innovative relationships working to foster change. read less

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

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 digital world. This webinar will look at how trends in their growth and investment strategies have changed in the light of adopting a digital (survival) strategy for how they run their company today and into the future. And finally, we will help you develop a winning engagement approach by revealing lessons learned and how many of these companies have leveraged a digital strategy ( digital transformation) as an asset in their business models, enabling better informed decisions that have payed huge dividends once adopted. 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