Workshops for practitioners at all levels and all stages of the SAM journey
Outstanding strategic account managers outperform average ones by a factor of 3X. And our research shows that only 35% of SAMs are performing “above average” or “outstanding.”
You can hire so-so SAMs; it’s actually not that hard. But to achieve distinctive, differentiating value for your company, only tailored, competency-driven training will consistently produce ace SAMs who dramatically outperform their peers. SAMA’s training is:
In-person training: Learn, exchange ideas and network with your peers at an in-person training event. Each year, SAMA hosts events in the United States and Europe.
Online training: These 100% live, 100% online courses bring the knowledge and peer-to-peer networking of live training to the comfort and convenience of your home office. Depending on the course, workshops take place over either two or four consecutive half-days.
Self-led training: Learners will be guided through a mix of self-paced learning modules and a virtual online experience consisting of participant-submitted video assignments reviewed and critiqued by an expert.
Private training: If you have 15+ people interested in SAMA Academy training, we can work with our training partners to schedule either in-person or online training that fit your company’s needs and schedule. Please contact email@example.com for more information.
SAMA’s Certified Strategic Account Manager (CSAM) program provides participants with the skill set, mindset and frameworks to build lasting growth with your company’s most important customers. Learn how.
SAM playbook: Foundational skills for driving superior
customer results - CORE 0
Value co-discovery and strategic account planning - CORE 1
Co-creation and quantification of value - CORE 2
Leading and influencing your strategic account - CORE 3
Managing the customer relationship and value journey - CORE 4
Leading and managing a multifunctional team - E3
Strategic negotiation: Changing the conversation from price
to solutions - E5
Coaching to the behaviors that drive effective SAM execution - E10
Strategic thinking for SAM success: Putting “strategic” back in
“strategic account management" - E12
Winning with internal stakeholders: How to manage internal stakeholders to successfully advance creative customer solutions - E14
Monetization of value - E16
Why Now: Create urgency with business decision-makers and drive them to decide now, not later - E17
Buyer’s perspective: Create, communicate and quantify value for CxO impact - E2
Capture value skills: A negotiations course for the complex, consensus-driven strategic sales cycle - E9
SAM2WIN: The interactive online game where SAMs compete for the business of a strategic account - E11
Training Unit Fee
Classes that require 2 training units: CORE 0, CORE 1 and all Self-led
We can help you map out your (or your team’s) personal journey based on your present-day strengths and your future objectives.
All SAMA Academy workshops connect to SAMA’s strategic account management competency model and renowned value co-creation and relationship management framework. Need help with a specific facet of the process of SAM competency? Click on each course description to see how it connects to the SAMA framework and competency model.
Need more guidance? SAMA’s Individual Competency Assessment will give you a snapshot of an account manager’s current strengths and weaknesses, which can be used to create a personalized learning and development roadmap.
Want to see how SAMA’s Individual Competency Assessment can help chart your path to higher growth, more innovation and deeper, more resilient customer relationships? Click here or email firstname.lastname@example.org.