"Much has been said about the challenges and values of building global centers of excellence for key account management and strategic account management as a strategic operational group within orga... read more
A value co-creation mindset is critical when growing successful customer relationships at T.D. Williamson. SAMs not only need to engage in a deep discovery process, but abandon any bias or personal... 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 ... read more
As part of its ongoing work to understand the drivers of success in KAM, ZS has conducted research to look at the talent success profile of key account managers. With account management perceived a... read more
"This facilitated panel discussion will feature organizations currently implementing SAM/KAM. Steve Andersen will introduce a tool that PMI has developed from within the SAMA community that provide... read more
"Need to create or improve your company’s SAM program? Star SAMs and program leaders often have a keen understanding of how to apply product management principles to create or enhance a world-class... read more
In today’s complex world, customers are looking for partners that integrate many aspects of their organization and bring their full and broad value. SAMs are the closest to their customer and that ... read more
"All companies are currently driving, or reacting to, market disruptions. The evolving competitive landscape, along with changing customer expectations, requires new business models in response. So... read more
In March 2019, SAMA honored Air Liquide, a world leader in gases, technologies and services for Industry and Health, as co-winner of the 2019 SAMA Excellence Award for “Implementation of specific c... read more
"When dealing with the C-suite, SAMs and GAMs must be extremely well prepared in their research and preparation to understand their clients’ businesses, challenges and goals. Only one report provid... read more
"Micro Focus is early in its transformation journey and is addressing some key challenges with its enterprise-selling force. Micro Focus has evolved over a number of years through both organic i... read more
"Traditional thinking about account management is killing your business. Instead, shift to thinking about account leadership and focusing on how to increase speed-to-wallet share. Account leadershi... read more
SAM success requires you to be seen as a trusted advisor to customers, and to engage strategically with senior executives. This requires thinking more broadly, creatively and deeply about business ... 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 S... read more
In times of disruption, it’s not just your customer that has been impacted, it is also your own Company. How you show up in your own organization has never mattered more. Attendees will leverage ... read more
Your people are under increasing pressure to quickly establish credibility, build lasting business relationships, and produce results. To address these challenges, they need specific habits and too... read more
Your customers reality has changed. To elevate your strategic impact, a new understanding of the customers’ changing context is critical. Through sharing recent insights and the direct applicatio... read more
Uncertain times require new ways of thinking about, anticipating, and responding to customer needs. Each industry has specific challenges and key business drivers. Build and strengthen your relatio... read more
In this profound keynote, Adrian helps you engage your clients in a more meaningful way to make your value irresistible. He will explain why you must shift your perspective from selling value to he... read more
In times of disruption, it’s not just your customer that has been impacted, it is also your own Company. How you show up in your own organization has never mattered more. Attendees will leverage ... read more