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

Co-creation is an overused term, whose meaning varies in both the minds of customers and our own organizations. Panelists will share perspectives on what "co-creation" really means and discuss the ... read more

Co-creation is an overused term, whose meaning varies in both the minds of customers and our own organizations. Panelists will share perspectives on what "co-creation" really means and discuss the reality of what it takes to truly drive it with top customers. Examples will be shared of segmentation, engagement strategies and tactics that have worked and those that have not, along with the critical importance of alignment, deep understanding of each others' capabilities, initiative prioritization and shared commitment to co-creation. We will also share a proven framework for helping ensure the customer and our own organizations are engaged, clear on the business case and willing to create innovative solutions together. read less

The Internet has brought about sweeping changes in products (e.g. RING doorbell), services (e.g. Amazon) and business models (e.g. Uber). Have your SAM skills kept pace to compete in the digital ec... read more

The Internet has brought about sweeping changes in products (e.g. RING doorbell), services (e.g. Amazon) and business models (e.g. Uber). Have your SAM skills kept pace to compete in the digital economy? Sure, you use email and the web every day, but have you built a strong personal brand online? Have you mastered advanced social selling skills? Are you leveraging personal video to differentiate yourself in a noisy marketplace? Digital sales expert Kurt Shaver will explain the top digital sales strategies for 2020 and how you can capitalize on them. read less

Innovations need to be sold twice: first to the sales community and then to the customer. This session draws a picture of the specific environment of selling new offerings based on scientific resea... read more

Innovations need to be sold twice: first to the sales community and then to the customer. This session draws a picture of the specific environment of selling new offerings based on scientific research as well as practical experiences. It will cover complex decision structures and resistance in customer buying centers, fears and resistance within the sales force and the steps that need to be gone. Based on that transparency we will see and discuss measures for success, the SAM role in executive relations and co-creation, and how SAM can bridge the gap from service development to global sales/commercialization of services across all customer segments. read less

SAM teams and their organizations need a roadmap to guide their SAM programs and related internal/external efforts. A SAM playbook is that definitive roadmap that transforms concepts into action. H... read more

SAM teams and their organizations need a roadmap to guide their SAM programs and related internal/external efforts. A SAM playbook is that definitive roadmap that transforms concepts into action. Historically, SAM teams and programs have participated in what might be referred to as spot training: training that addresses a specific need, e.g. planning, getting to the C-suite, delivering value. These trainings often do not institutionalize SAM practices across the organization. How do we align our entire organization with that of our customers on our overall SAM program to enable optimum mutual goal achievement? The SAM playbook is that resource to draw upon to enable an organization to effectively socialize, adopt and execute the right cadence of activities within your SAM system. It serves as the resource for becoming a more customer-centric organization. The playbook begins the journey of becoming best-in-class, separating your SAM program from other like suppliers. Key learning points will include: • The critical components of a SAM playbook • The value and utilization of this resource – how to operationalize your SAM program • Recommendations for socializing your SAM program; gaining executive support and alignment • A SAM charter document • Sample playbooks with case studies of their use within an organization • What to do and not to do when creating and launching a playbook. read less

The concept of a SAM being the “CEO of their own business” is a frequent idea within mature sales organizations. Senior management may be looking to get more business-driven behaviors from their SA... read more

The concept of a SAM being the “CEO of their own business” is a frequent idea within mature sales organizations. Senior management may be looking to get more business-driven behaviors from their SAMs. Other times they hope SAMs will act with more entrepreneurial agility, counteracting slow internal process or decision cycles. The question remains: Can, and should, organizations attempt to shift SAMs towards a CEO mindset? If so, how can you get there successfully? In this session we explore the motivations behind the concept and the behaviors senior management hopes to drive. We will discuss the ability of SAMs to stretch into a CEO mindset, both through necessary skills as well as the personality-type expectations. Additionally, we’ll look at a framework for helping SAMs gain a basic understanding of the way CEOs might view the world and simple tools for communicating more like senior business leaders and less like account managers. Participants will leave with a better understanding of the root causes behind the idea, the desired behaviors and the practical challenges in addressing this type of transformation at an organizational level. read less

In our recent study of executive personalities, we found that 1 in 8 middle to senior managers manifested clinically significant levels of psychopathic personality disorder. Whilst we associate psy... read more

In our recent study of executive personalities, we found that 1 in 8 middle to senior managers manifested clinically significant levels of psychopathic personality disorder. Whilst we associate psychopathy more often with serial killers than serial entrepreneurs, psychopathy is not always associated with antisocial behaviors. Indeed, charismatic, visionary and compelling oratory skills are common amongst “high functioning” psychopaths. The ability to influence others while often serving their own self-interest is a more common way corporate psychopathy represents. The positive attributes of successful psychopaths will be discussed in this session, but one cannot avoid the caveat that psychopaths start from a position of narcissistic self-interest, and that trumps any corporate, strategic or relational objective. For SAMs the question may well be, “If I am interacting with a psychopath, how do I know; and what are the consequences?” This session will review the traits of psychopaths, the diverse ways male and female psychopaths operate, and provide strategies for working productively with high-functioning psychopaths. read less

"The more knowledgeable SAMs are about the realities of successful negotiation, the more effective they will be in leading their teams in pursuing the right tactics at the right time to achieve the... read more

"The more knowledgeable SAMs are about the realities of successful negotiation, the more effective they will be in leading their teams in pursuing the right tactics at the right time to achieve the best possible outcome. This session will address myths and realities of negotiation. We're all operating in a competitive world where customers have options as to which companies to partner with. Strategic account management aims to deliver differentiated solutions and innovation to customers through closer collaboration. SAMs have to navigate among the key stakeholders at a customer, which includes identifying who they are and determining how to access them. The customer decision-making process can be complicated, and the more you know about the players and their motivations, the better equipped you can be to engage and negotiate with them. There's an art and science to creating an effective strategy and tactics, and central to this is understanding how principles of negotiation can work. The panelists in this session will share their experiences and insights on negotiation, lessons learned and best practices to achieve the best outcomes. We'll also share highlights from recent research completed by Vantage on buying and selling behaviors, as well as negotiation lessons from their work with the U.S. Army and Navy SEALs." read less

"This session will be a facilitated panel discussion featuring two expert panelists representing pharma/life sciences and manufacturing/technology. Steve Andersen will introduce a tool that PMI has... read more

"This session will be a facilitated panel discussion featuring two expert panelists representing pharma/life sciences and manufacturing/technology. Steve Andersen will introduce a tool that PMI has developed from within the SAMA community that provides participants with a model of what great account planning looks like. The session will begin with participants conducting a self-assessment of their own implementations of strategic account planning. Following this assessment, a discussion will be facilitated using the ""Great Account Planning"" (GAP) model in which the guest panelists will provide insights regarding: • How their organizations have implemented GAP best practices • Their experiences and lessons learned in implementing GAP best practices • Tips on how to get GAP journeys to be ""best in class"" • Where they've seen the highest returns and the most significant challenges in pursuit of GAP Specific areas of emphasis will include: • Culture and leadership to support SAM • SAM program infrastructure and organization • Internal alignment and team collaboration • Growing and leveraging strategic customer relationships • Value co-discovery and co-creation • SAM metrics, incentives and recognition • SAM sponsorship, coaching and adoption The session will close with participants being challenged to select two GAP categories during which they will proactively seek to drive improvement within their organization and/or account team in 2021." read less

"As SAMs, our roles are important, and to do our jobs, we need to interact effectively with people at all levels in our customer's organization. However, getting to the senior executive level, wher... read more

"As SAMs, our roles are important, and to do our jobs, we need to interact effectively with people at all levels in our customer's organization. However, getting to the senior executive level, where the business impact of our solutions can truly be appreciated, remains challenging. We know that in order to sell the value of our solutions, we have to get to people who can understand that value, but that doesn't make it easy. When we do get to these executives, we have to be so good that we get invited back. In this session, you will learn how to: • Efficiently understand your customer's business direction and leverage that understanding to gain access to senior-level executives • Speak their language and position your solutions in terms of the critical business outcomes they care about • Deliver your message in such a customer-focused way that you are perceived as a credible business resource and not a vendor." read less

Digitally enabled buyers are diagnosing their own needs, prescribing their own solutions and are 70 percent through their buying journey before engaging their supplier. Sadly, they also rank their ... read more

Digitally enabled buyers are diagnosing their own needs, prescribing their own solutions and are 70 percent through their buying journey before engaging their supplier. Sadly, they also rank their supplier representative ninth out of 10 places they go for insight. Customers are moving through their buying process without your SAM. Yet, year after year, we continue to refresh our same, stale, complicated approach to sales enablement that revolves around sales process when we should be redefining it based on our buyer's journey instead. In fact, 90 percent of content produced by marketing is not even being used. This session explores how SAM leaders should think differently about a fresh approach to sales enablement with a focus on the buyer journey. We will share how to develop a roadmap for content and tools that give new buyers a reason to engage with the SAM at every step of their journey. Join us in this practical session to learn a cleaner, more effective and efficient approach to enabling your SAMs. This session's objectives are to share a modern approach to buyer-focused content and tools strategy; to understand how to leverage buyer-focused content and tools as competitive weapons one opportunity at a time; and to provide templates to map relevant content for each stage of the buyer journey. read less

Congratulations! You’ve just been given charge to lead your company’s SAM program! Where and how do you begin, show results fast, and sustain change? Explore a next-practice blueprint and roadmap t... read more

Congratulations! You’ve just been given charge to lead your company’s SAM program! Where and how do you begin, show results fast, and sustain change? Explore a next-practice blueprint and roadmap to accelerate and sustain impact of new (and revitalized) SAM programs - including lessons learned from leading companies (across industries) as they look back on their SAM journey. read less

Healthy sales teams need capable, experienced resources as well as the ability to provide relevant career growth opportunities for their existing staff. It's no surprise that using SAMs in a ""Play... read more

Healthy sales teams need capable, experienced resources as well as the ability to provide relevant career growth opportunities for their existing staff. It's no surprise that using SAMs in a ""Player/Coach"" role is an idea many organizations evaluate. In general, this leverages SAMs beyond their individual account management roles and extends them additional responsibilities across teams, such as business support, deal and opportunity guidance, and peer-coaching duties. The benefits of helping teams scale without added headcount, as well as bringing new professional challenges to experienced SAMs, are obviously attractive. However, there are very real complexities and issues that need to be addressed in order to make these roles successful. In this facilitated session we will review real-world feedback and examples of how Player/Coach SAMs can be effective additions to sales teams. We will also draw upon the audience's experiences and inputs to drive honest conversations about the issues and challenges of executing properly so that SAMs are not put in positions where success is unlikely. Attendees will leave with a better understanding of approaches toward Player/Coach roles that could be applied in their own SAM organizations, best practices for successful alignment and execution, and specific feedback on potential risks and lessons learned to lower risks and improve effectiveness. Ultimately, a better picture will result in creating the right environment for satisfaction and growth for all stakeholders involved in a Player/Coach structured team. read less

Strategic account management has historically been seen as a vital part of a company’s long-term success and profitability, but there are external pressures causing companies to scrutinize their SA... read more

Strategic account management has historically been seen as a vital part of a company’s long-term success and profitability, but there are external pressures causing companies to scrutinize their SAM programs. Short-term thinking coming from the C-suite, central functions of SAM programs dismantled, AI/digital replacing elements of the SAM function, threats of recession…and the list goes on. This keynote panel of seasoned SAM leaders and subject-matter experts will spread ideas on how these factors will impact the future of the program and, ultimately, the customer. read less