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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.

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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.

See more information

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.

See more information

SAMA University and CSAM Program

Coming up:
SAMA University Conference
Hollywood, Florida
May 20–22
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