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What is SAMA?
Sponsorship & Advertising
SAMA 50th Anniversary
Strategic Account Management as a Growth Engine
A Passage to China (with Less Red Tape)
Viewing Account Strategy through the Lens of the Presidential Election
"Why Sales Process Gets the Shaft (and What You Can Do About It)"
The Future: Innovative Beyond Customer Imagination
No Method to Negotiation Madness
30,000 foot view -- George Yip
Should you "go negative" when talking to customers?
Is Second Life Good for Account Management?
Customer-Focused Approach That Saved Xerox
Rolls-Royce: A Brilliant Blend of Manufacturing and Services
Account ownership issues
Mysteries of account management compensation
Do you know copyright?
The executive's role in the client meeting
Does multitasking help or hinder the strategic account manager?
IBM Study: SAM Skills Survive Recession
Yes, Provoke Your Customers. But It's Not Enough.
Resorts, key customers, and the down economy
Live Blogging The AC09 Keynotes
Ten rules of engagement
Leverage our core competencies in capturing this low-hanging fruit
Q&A: Finding Balance Between Long-Term Relationships and Short-Term Goals
Creating and Communicating Value at the CxO Level: Q&A with Jim Melillo
Q&A: Overcoming the Challenges of Global Customer Management
Predicting the Future: Q&A with Dennis Chapman
Finding Opportunity in the Recession
The Sales Force Will Make or Break Your Merger/Acquisition
A look at Jugaad
Jack Welch was a Long Term Failure. Welcome to The Age of Customer Capitalism
Resolutions for a Strategic Account Manager
Negotiating a Great Deal: Q&A with Carrie Welles
Preview: Organizational Challenges in Managing Large Global Projects
IBM: Issues and Challenges in Managing Global Accounts
McKinsey Study: B2B Customers Want Strategic Account Management
We Must Rebuild
The Top Three Key Success Factors For a Winning SAM Organization
Sales vs.Strategic Selling vs. Strategic Account Management
The Purchasing Manager is Not Your Enemy
Response: The Purchasing Manager is Not Your Enemy
Coaching is Key
Guest Post: Overcome Team Dysfunction, by Patrick Lencioni
How Can SAMs Help Their Strategic Customers Grow in China?
SAMA's New Website: Social Network in Strategic Accounts
Strategic Account Managers Must Measure Twice, Cut Once.
Defining the Value of a Key Account- Q&A video
Examining the Roots of SAM Initiative Failure
Defining the Two Types of Value of a Strategic Account
Presenting a Unified Voice to Your Global Customers
Valuing Large Accounts at B2B Enterprises
Why Do SAM Programs and Initiatives Falter?
What are the most interesting innovations in SAM?
When is it time to move a customer to your SAM program?
Balancing growth and risk in 2013
Looking Forward To ...
February Twitter Chat Highlights: Why SAM programs fail?
Guest Blogger: Your Customers' New Priorities
10 Company Questions to Test Your Strategy
Video Blog: Certification Promotes World-Class Management Practices
Mentoring 2.0: The Developmental Network
Part 1: The demand for SAM will not stop growing
Acquiring trust and distrust
Excellence Award: Compass and Co-Creating Real Client Value
Part 2: The demand for SAM will not stop growing
Donâ€™t Shoot Your SAMs in the Foot!
Preview: 2013 Pan-European Conference-Berlin
Part 3: The demand for SAM will not stop growing
Recap: Pan-European Conference
Command Price Premiums and Reduce or Completely Eliminate Discounting
March Twitter Chat Highlights: "Uncovering and Discovering Value"
Part 4: The demand for SAM will not stop growing
Guest Blogger: How Customer Centric are you?
Guest Blogger: Customer-Focused Approach
Good boss, bad boss
How We Help Our Corporate Members
Eight ways to wring more value from your CRM system
Global Talent Pool
The Role of Account Management in the Value Modeling Process
More than money
Creating a Value Co-Creation System
April Twitter Chat Highlights: What does Customer/Supplier value co-creation look like?
Strategic Account Management Trends and Best Practices 2013
Ensuring productivity after your sales meeting
Key warning signals of commoditization in your business
Part 1: Ten rules of engagement
Part 2: Ten rules of engagement
One Month Until the 49th Annual Conference
Video Blog: Reducing Value Leakage in the Negotiation
The New and Improved SAMA Connect
Twitter Chat: Efficient and Disciplined Executive Sponsorship
Four key negotiation errors
SAMA/ZS Comp Study Reveals Four Key Trends
Preview: 2013 Annual Conference â€“ Hollywood, FL
May Twitter Chat Highlights: Executive Sponsorship
Hilton Worldwide Receives SAM Program of the Year Award
Professionalizing the Industry
2013 Annual Conference -- Hollywood, FL Photos
Recap: 49th Annual Conference
Twitter Chat: SAM Organizational Model
Training the Working Professional
Looking to increase the standard of excellence for SAMs?
June Twitter Chat Highlights: SAM Organizational Model
Supplier Risk Management
Defining the Strategic Account Management Structure
Who Should Enroll in CSAM
Building Successful Corporate Transformations
Models and methods for supply chain risk management
Successful relationships between manufacturers and channel partners
Four categories of supply chain risk management models
Twitter Chat: Internal Alignment to Global Account Needs and Deliverables
Recap: Pan-European Conference 2013
July Twitter Chat Highlights: Internal Alignment to Global Accounts
Financial viability assessment of suppliers
Twitter Chat: Why should you segment accounts?
Hunter and Farmer Sales Roles
Metrics management by customers
August Twitter Chat Highlights: Why should you segment accounts?
How Personal Relationships Matter
Who Owns the Customer?
Does the Pareto Rule Apply to your account selection?
Twitter Chat: Selection Criteria for Strategic Accounts
Strategic coaching points in a SAM organization
September Twitter Chat Highlights: Selection Criteria for Strategic Accounts
Can Win-Win Outcomes Be Achieved With Difficult Buyers?
The Big Bad Bid
Copy of Strategic coaching points in a SAM organization
Executive Sponsorship: Roles and Responsibilities of the Executive and the SAM
A Look Back -- How Account-Focused is Your Organization?
October Twitter Chat Highlights
Why SAMs Need to Engage in Strategic Thinking Now
How to Grow and Fortify Critical Accounts
Twitter Chat: How do you engage a customer who focuses on price only?
November Twitter Chat Highlights
Twitter Chat: Is cost of ownership a relevant way to sell value?
Why have a Strategic Accounts Management Program?
Managing Difficult Conversations
C-Level Support for Strategic Accounts
Welcome to 2014
SAMA 50th Anniversary Celebration
January Twitter Chat Highlights
Tools to Influence: Strategic Listening
How a Global Account Manager deploys an Executive Sponsor…very effectively!
Recap: 2013 Pan-European Conference
SAMA in 2014
SAMA Celebrates 50 years
Recap: 2013 Pan-European
Twitter Chat: Where customer value insights come from
Strategic Listening - Tools to Influence
Twitter Chat: Where customer value insights come from
February Twitter Chat Highlights
The SAM Journey
Effectively deploy an Executive Sponsor
See you at the Pan-European Conference
Are you a strategic listener?
3 weeks until the 2014 Pan-European Conference
3 weeks until the Pan-European Conference
How SAMs can use emotional intelligence as a differentiator
Twitter Chat: How SAMs can use emotional intelligence as a differentiator
Why Join SAMA?
SAMA's Certified Strategic Account Manager (CSAM) | Certification Overview
SAMA's Certified Strategic Account Manager (CSAM) | Why Certifiy?
SAMA's Certified Strategic Account Manager (CSAM) | Steps
SAMA's Certified Strategic Account Manager (CSAM) | Curriculum
SAMA's Certified Strategic Account Manager (CSAM) | Pricing & Enrollment
SAMA's Certified Strategic Account Manager (CSAM) | FAQ
SAMA's Certified Strategic Account Manager (CSAM) | More Info
Mettler Toledo's strategic account program--defining strategic accounts and building a value-based program
Velocity Issue 1, 2014 (cover: Co-creating value: hard work, HUGE upside)
Strategic Reflections: Are you a vitamin or a painkiller?
Strategic Reflections: SAMA at 50: Keep your eyes on the road ahead!
Excellence in SAM execution: The journey from best practice to next practice
Companies spending more to grow strategic account management programs
Time to abolish outdated "hunter" and "farmer" sales roles
The big bad bid
More than the sum of your parts: customer value at a global enterprise that has multiple business units
Compass Group PLC: tasting the success of co-created customer value (Part 2)
Coaching a strategic account management team to success: why one-size-fits-all sales coaching doesn t work (webinar presentation slides only)
Getting internal alignment right (upcoming webinar)
On-demand webinar: getting alignment right
On-demand webinar: coaching a strategic account management team to success--why one-size-fits-all sales coaching doesn t work
On-demand webinar: keys to effective strategic account planning
On-demand webinar: negotiating with strategic customers--critical factors for success
On-demand webinar: supplier relationship management and strategic account management--finding the common ground
On-demand webinar: breaking the rules--dealing with the rise of purchasing
On-demand webinar: delivering and validating return on investment to the customer
On-demand webinar: effective time allocation for strategic account managers
On Demand Webinar - Creating Business Value
On-demand webinar: political savvy for strategic account managers
On-demand webinar: elements of strategic account management
On-demand webinar: the RFP antidote--how to retain strategic accounts in times of adversity
On-demand webinar: financial acumen for strategic account managers
On-demand webinar: engaging customer executives--an insider's view
On-demand webinar: strategies for combating reverse auctions
On-demand webinar: accelerated account planning--driving customer value through high-velocity collaboration
On-demand webinar: co-creation mapping--unleashing strategic account management across the value chain
PolyOne Webinar Introduction to SAMA Resources
On-demand webinar: using Web 2.0 and 3-D to drive strategic account management effectiveness (slides only)
On-demand webinar: breaking through to the next level of value-based selling capability
On-demand webinar: elements of strategic account management (1)
On-demand webinar: pricing strategies for increasing profitability--what every account manager needs to know
On-demand webinar: seven measurable drivers that indicate a high degree of customer loyalty
On-demand webinar: customer discovery--driving growth and innovating with strategic accounts
On-demand webinar: presentation skills for strategic account managers
On-demand webinar: getting to know the purchaser--how understanding emerging procurement practices can help you prosper in a downturn
On-demand webinar: the art of cross-selling for strategic account managers
On-demand webinar: reinventing the account planning process--lessons from the front lines at HP
On-demand webinar: adapting a global SAM approach to growing your business
On-demand webinar: leading and managing global teams
On-demand webinar: winning with customers--how do you know if your customers are making money doing business with you?
On-demand webinar: strategic customer mapping--identifying and gaining access to the real decision makers
On-demand webinar: dealing with external procurement consultants
On-demand webinar: IMPACT without authority--practical strategies for creating customer advocates inside your own organization
On-demand webinar: using knowledge management to align customer communications and global teams
On-demand webinar: the five challenges of managing global projects
On-demand webinar: matching strategic account management talent to customer opportunities
On-demand webinar: developing and leveraging strategic customer knowledge
On-demand webinar: aligning your services strategy with your strategic account management strategy
On-demand webinar: selecting the right strategic customers--a key driver of performance
On-demand webinar: successfully creating and delivering solutions to the customer
On-demand webinar: What makes a SAM a SAM?
On-demand webinar: As key customers change, how are you changing with them? Key factors for successful sales force transformation
On-demand webinar: measuring the customer experience--how strategic customers are assessing their relationship with you as a supplier
On-demand webinar: preparing for a strategic negotiation
On-demand webinar: managing the "mothership"--leveraging and aligning enterprise capabilities
On-demand webinar: how strategic account managers use financial data to engage customer executives
On-demand webinar: creating and presenting customer-specific value propositions--Part 1
On-demand webinar: creating and presenting customer-specific value propositions--Part 2
On-demand webinar: strategies for combating reverse auctions (1)
On-demand webinar: management imperatives for planning an effective strategic accounts program--a blueprint for success (first in a four-part series)
On-demand webinar: management imperatives for planning an effective strategic accounts program--a blueprint for success (second in a four-part series)
On-demand webinar: management imperatives for planning an effective strategic accounts program--a blueprint for success (third in a four-part series)
On-demand webinar: management imperatives for planning an effective strategic accounts program--a blueprint for success (fourth in a four-part series)
On-demand webinar: defining and assessing strategic account manager competencies
On-demand webinar: building trust as a strategy--how to measure and manage trust within your strategic accounts
On-demand webinar: common myths about launching an executive sponsor program
On-demand webinar: how social software can help you advance and maintain relationships with customers
On-demand webinar: communication skills for successful negotiators
On-demand webinar: executive sponsorship--establishing a consistent process for senior management involvement
On-demand webinar: diagnosing your company's barriers and obstacles to strategic/key account execution
Innovation as a Differentiator
On-demand webinar: innovation as a differentiator
Negotiating with procurement
The power of collaborative coaching: developing the skill set and mindset of a strategic account manager
Managing strategic accounts for rapid growth in China
Driving higher organic growth through your strategic account management organization
Selecting and executing a competitive account strategy for expanding wallet share
What Can Marketing Do for Me?
What the strongest, deepest relationships look like
On-demand webinar: The high cost of discounts: how to reduce and even eliminate them at strategic accounts
On-demand webinar: Value quantification in strategic account management
Making the case for a strategic accounts program
Changing the Rules: Selling value in the era of procurement
50 Best Practices
Building a High-Impact Executive Sponsor Program (HP)
Career paths and global account management at Xerox: an interview with Cam Hyde, senior vice president of global account operations
Nalco: return on investment in negotiation
IMPACT Without Authority: A Question of Alignment
The Why and How of Firing an Account
Are You Ready for the High-Performance Supply Chain?
Giant Companies, Small Details: 3M and IBM Co-Creating Value at All Levels
The global account manager at Molex Inc.: decision maker, value creator and strategist
Schneider Electric: Executive Sponsorship
Driving Growth by Transforming from Product Sales to Integrated Solutions
Is Your GAM Program Delivering Results? Evaluating Your GAM Program
The Power of Cross-Functional Teams
Practical Six Sigma: Flexible Tools to Improve Customer Relationships
Transforming Your SAM Program
Real solutions don't have part numbers: time to move the needle
Re-engineering strategic account planning at Hewlett-Packard: five lessons from the front line
Nalco key account manager using presentations to build trust with customers
Mettler Toledo's strategic account program--defining strategic accounts and building a value-based program
Procter & Gamble: Allocating Resources | Special Excerpt from Unlocking Profits
How aligned is your organization on the needs and methods for creating value?
On-demand webinar: driving higher organic growth through your strategic account management organization
Zurich: Implementation Program for SAM Cross–Selling and Business Unit Alignment
Solectron: Building Customer Teams to Deliver on Your Company’s Value Proposition (Velocity, Winter ’02)
Coping with unprecedented growth at Bradley Corp.: a small company's strategy
The CEO’s Agenda on Strategic Customers: How to Make Your Company Customer-Driven
Genuity’s Customer Satisfaction Process: Systematic Escalation and Ultimate Remediation of Problems
Customer centricity: Siemens' cultural centerpiece--an interview with Peter Loscher, president and chief executive officer
2001 SAMA Organizational Performance Award™ Winner: Williams Company Alliance Development Group
Guinness United Distillers and Vintners’ Strategic Accounts Program: Success Is a Marathon, Not a Sprint!
Trust creates true collaboration between Cisco and IBM account teams
Vital Velocity: sprouting a strategic account management program--how to build one from the ground up
SAMA Best Practice - Techniques for successful distributor relationships
Reynolds & Reynolds / Southeast Toyota Distributors
Siemens: account management at an integrated technology company
Value pricing when you understand your customers
Account Performance - Nalco Chemical
Current Trends and Practices