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2010 SAMA Blog Posts
The Top Three Key Success Factors For a Winning SAM Organization
Friday, October 01, 2010 | By: Bernard Quancard
Tags: Best Practices ,
SAM Theory
Whenever I am at SAMA events or visiting companies to discuss their SAM programs, I am asked about what makes a SAM program thrive. People want to know who has the best program, who has the top business results, or who is doing it “right.” The fact is, there is no one-fit solution for a successful SAM initiative.
We Must Rebuild
Tuesday, June 29, 2010 | By: Greg Bartlett
Tags: SAM Theory
McKinsey Study: B2B Customers Want Strategic Account Management
Monday, May 17, 2010 | By: Matt Micou
Tags: General
IBM: Issues and Challenges in Managing Global Accounts
Wednesday, April 07, 2010 | By: Matt Micou
Tags: Best Practices ,
General
Preview: Organizational Challenges in Managing Large Global Projects
Monday, January 11, 2010 | By: Matt Micou
Tags: Best Practices ,
General ,
SAM Theory
Negotiating a Great Deal: Q&A with Carrie Welles
Friday, January 08, 2010 | By: Matt Micou
Tags: Best Practices ,
General ,
SAM Theory
Carrie Welles SAM-level negotiations are often some of the most complex deals, and therefore some of the most frustrating. How do you demonstrate solutions against price? Whether it is reacting to irrational competitive offers, or addressing demands to lower price, the pressure is on the SAM and his or her team to come back with the best deal for the company and the client.
Resolutions for a Strategic Account Manager
Tuesday, January 05, 2010 | By: Matt Micou
Tags: General
Jack Welch was a Long Term Failure. Welcome to The Age of Customer Capitalism
Monday, January 04, 2010 | By: Tony Monterastelli
Tags: General
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.
