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Strategic Account Management Blog
Hilton Worldwide Receives SAM Program of the Year Award
Wednesday, May 22, 2013 | By: Denise Lodrige-Kover
Tags: Best Practices ,
Announcements
Hilton Worldwide has successfully proven that their strategic accounts organization has integrated many of the key elements of a world-class SAM organization.
Professionalizing the Industry
Tuesday, May 21, 2013 | By: Brett Middendorf
Tags: General ,
Announcements ,
Best Practices
Introduction to CSAM (Certified Strategic Account Manager) Program.
Preview: 2013 Annual Conference – Hollywood, FL
Thursday, May 16, 2013 | By: Bernard Quancard
Tags: Announcements ,
General
A sneak peek at next week's Annual Conference
May Twitter Chat Highlights: Efficient and Disciplined Executive Sponsorship
Wednesday, May 15, 2013 | By: Sasha McClendon
Tags: General ,
Best Practices
Highlights from the May Twitter Chat
Preview: 2013 Annual Conference – Hollywood, FL
Tuesday, May 14, 2013 | By: Bernard Quancard
Tags: Announcements ,
General
A sneak peek at next week's Annual Conference
SAMA/ZS Comp Study Reveals Four Key Trends
Thursday, May 09, 2013 | By: Jonathan Ezer
Tags: Announcements ,
General ,
SAM Theory
Four key trends affect strategic account compensation.
Four key negotiation errors
Wednesday, May 08, 2013 | By: Greg Bartlett
Tags: General ,
Best Practices ,
SAM Theory
Menu-driven negotiation enables sellers of goods and services to shift the customer's negotiation agenda away from concentrating on price and toward trading value and risks.
Twitter Chat: Efficient and Disciplined Executive Sponsorship
Tuesday, May 07, 2013 | By: Bernard Quancard
Tags: Announcements ,
General
A preview of the Twitter Chat on Tuesday, May 14th at 10 am Central.
The New and Improved SAMA Connect
Thursday, May 02, 2013 | By: Sasha McClendon
Tags: General ,
Announcements
Welcome to SAMA Connect, 2013 Annual Conference Edition.
Video Blog: Reducing Value Leakage in the Negotiation
Wednesday, May 01, 2013 | By: Jeff Weiss
Tags: Announcements ,
General
2013 Annual Conference Preview by Vantage Partners
One Month Until the 49th Annual Conference
Tuesday, April 30, 2013 | By: Bernard Quancard
Tags: Announcements ,
General
Are you registered for this year's Annual Conference? Check out why this is the must-attend conference of the year.
Part 2: Ten rules of engagement
Thursday, April 25, 2013 | By: Greg Bartlett
Tags: Best Practices ,
General
Selling with confidence: how to keep revenue and prices up at strategic accounts. Part 2 of 2.
Part 1: Ten rules of engagement
Wednesday, April 24, 2013 | By: Greg Bartlett
Tags: Best Practices ,
General
Selling with confidence: how to keep revenue and prices up at strategic accounts. Part 1 of 2.
Key warning signals of commoditization in your business
Tuesday, April 23, 2013 | By: Greg Bartlett
Tags: Best Practices ,
General
The slope into commoditization is slippery and treacherous
Ensuring productivity after your sales meeting
Thursday, April 18, 2013 | By: Greg Bartlett
Tags: Best Practices ,
General
How to ensure sales productivity after your sales meeting.
Featured Resource
Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
Featured Event
May 20 – 23, 2013 | 2013 SAMA Annual Conference
This year's theme – Bringing Mutual Measured Strategic Value – is directly tied to bringing growth and profitability to your customer and becoming a trusted advisor. To bring growth and profitability to your company, you must first bring them to your strategic customers. But the question of how to strategically impact your strategic customers' metrics with your value solutions still remains.
