Starting a SAM/GAM/KAM program from scratch is no easy task. As vice president of strategic accounts for MCI, a global meetings, events and engagement-solutions leader, Dev Sharma knows the challen... read more
Many SAMA members have pointed out that their ability to sell is increasingly conditioned by their ability to orchestrate a problem-solving process at the intersection of their company and the cust... read more
In a world where risk and complexity are growing faster than the global economy, and in an industry where for over 300 years everything has been centered around products, Zurich Insurance is transf... read more
Join FirstRain''s Daniela Barbosa and Cisco''s Alvin Lowery for an instructive discussion around customer co-discovery and getting to deep insights that will delight your strategic accounts on a da... read more
Have you ever felt like you''ve been successful, that you''ve done what you needed to do with your accounts, but that you''ve hit a plateau that will require you to expend extra effort to get to th... read more
Silo thinking occurs frequently in strategic account management as a result of the framework of the "home organization" and "inside-out thinking." This webinar will explore the origins of silo thin... read more
The rise of Procurement has changed the landscape for SAMs and has led to a new level of commoditization. This webinar reviews these unprecedented challenges, as well as strategies and tactics inte... read more
This is unfortunately the new normal: flat growth in developed economies, growth in emerging economies, consolidation/globalization, commoditization, and increased competition everywhere. Fortunate... read more
Ask someone, "What is the key to your success with strategic accounts?" and you''ll often hear, "It''s the strength of my relationships with clients." But are those relationships as strong as they ... read more
In 400 B.C., Sun Tzu wrote in The Art of War that the key to victory was not in defeating the enemy but in defeating the enemy''s strategy. Today victory in the marketplace means taking market or w... read more
Phil Bounsall and Jeff Marr with Bernard Quancard will discuss what should be the top corporate priorities for achieving higher organic growth through SAM. Based on findings from the newly released... read more
Shakeel Bharmal, president (Canada) and director of consulting services at The Summit Group, will discuss strategic account manager competencies and a framework to evaluate skill set and mindset an... read more
Business results through efficient strategic account execution require talent, organizational enablers and the maximum removal of barriers and obstacles. In this session, based on a session deliver... read more
One of the keys to a successful strategic account management program is communication between executives on both sides – supplier and client – as well as internal collaboration on the... read more
The way we communicate is changing. We can benefit from greater transparency, which leads to authenticity online and trust, feedback and recommendations from customers. We may now make ourselves mo... read more
A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic... read more
A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic... read more
A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic... read more
A successful strategic account management program provides a coherent structure and processes for an aligned implementation of an enterprise strategy for managing and growing a company''s strategic... read more
Have you ever been in a reverse auction where the sole decision guideline is price? Have you been threatened with disqualification if you talk to the client outside the formal procurement process? ... read more