This 2014 SAMA Excellence Award-winning business case details one company''s initiative to upskill its strategic account leaders to achieve best-in-class status in the realms of customer experience... read more
business-model transformations and By Stephan Liozu Founder Value Innoruption Advisors STRATEGIC REFLECTIONS BUSINESS-MODEL TRANSFORMATION: WHAT DOES IT MEAN FOR STRATEGIC ACCOUNT MANAGEMENT? 1 8 V... read more
Insight into how global industry leaders achieve SAM excellence through effective implementation of best practices read more
it’s critical that a company It''s critical to focus on the set of customers who are most important to your organization’s success and that you manage them differently at an enterprise-wide level. ... read more
Customers need their suppliers to be more active in helping them to achieve their business outcomes. They look for suppliers to be trusted business partners. Suppliers, on the other hand, are willi... read more
A checklist to determine if your CEO is doing everything he or she can to promote and strengthen your strategic accounts and your SAM organization read more
SAMA President & CEO Bernard Quancard interviews SKF CEO & President Tom Johnstone about SKF''s about the company''s philosophy on innovation, value selling and more. read more
Employing emotional intelligence assessment and coaching in developing star performing SAMS managers. a package of emotional intelligence assessment and coaching for strategic account managers. read more
This regular column includes synopses of timely, relevant articles in the strategic account management arena: Robert S. Kaplan, "Top executives need feedback--here''s how they can get it," McKinse... read more
A SAM shares what he learned about starting a SAM/GAM program at a “small” company company. share some of what I’ve learned about starting a SAM/GAM program at a “small” company read more
The founder and CEO of Valkre Solutions talks about the need for an end-to-end technology platform that enagles the every step of the strategic value co-creation process. read more
This is the complete spring 2014 edition of Velocity magazine. read more
This article is excerpted from the authors'' new book, Managing B2B customers you can’t afford to lose: How to create joint value with your strategic accounts, out May 5 from Bennelong Publishing. read more
The following article is based on hours of conversations, over the course of several weeks, between the author and a strategic account manager and his boss at a large global technology company. read more
This is part 7 in the article series, "The Keys to Effective Strategic Account Planning." read more
This archival story includes recollections of SAMA''s early days from Edward K. Walsh, an American Can Co. executive who served as SAMA (then the National Account Marketing Association) board presi... read more
SAMA President & CEO Bernard Quancard highlights the critical differences between The Challenger Sale and SAMA''s strategic value co-creation process. read more
This edition of Quick Takes features short pieces on work/life balance and the perils of having a bad sense of humor. read more
This is part three of an interview with DHL Chief Commercial Officer William F. Meahl read more
Compensation for strategic account management professionals is evolving to better align with business objectives and strategic account goals. read more