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Webinars
Live, hour-long presentations delivered by subject-matter experts and strategic account management practitioners on core SAM topics and proven best practices. Participants get the opportunity to participate, ask questions and will receive a copy of presentation materials as well as links to live streaming and downloadable on-demand playback of all sessions.
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Check out some of our recent and popular Webinars on-demand:
- Reduce or eliminate discounting
- Expand relationships and create more value at strategic accounts
- Command price premiums and insulate yourself from pricing and profitability pressure
- Profitably grow strategic accounts
- Selecting the right competitive strategy per competitor
- Formulating counter-tactics to nullify the efforts of a competitor's strategy
- Knowing where you are the most vulnerable to a competitor and what to do about it
- Chief aspects of building the highest-level essential relationships with strategic accounts
- Four degrees of relationship strength and a relationship strength meter so you can plot where your relationships rank with clients
- Where most relationships fall on the relationship strength meter, why and what you should do about it
- What the best people do to learn about their clients' perceptions of their relationships
- Keys to success in climbing the relationship ladder's rungs in five crucial categories
On-demand webinar: the power of collaborative coaching--developing the skill set and mindset of a strategic account manager
Shakeel Bharmal, president (Canada) and director of consulting services at The Summit Group, discusses strategic account manager competencies and a framework to evaluate skill set and mindset--and how each set differs. He also addresses coaching SAMs with various developmental needs and follow-up coaching. Rod Ribeiro, manager of national accounts at Purolator Inc. who has seven SAMs reporting to him, shares his perspective on coaching's importance, how he coaches "in the moment" in addition to formal coaching sessions and how to use questions to gain a SAM's buy-in. Bharmal and Ribeiro encourage webinar attendees to share their own questions and experiences.
On-demand webinar: the high cost of discounts--how to reduce and even eliminate them at strategic accounts
Pricing pressure has never been greater. Strategic accounts wield tremendous leverage, impacting top-line revenue and bottom-line profitability, while strategic account managers are tasked with growing these accounts as opportunistic competitors wait in the wings. This competition and internal and external pressure can lead to profit-killing discounting. Attendees of this webinar will hear ideas that immediately can be put into action to reduce or eliminate discounting and create greater value for both the supplier and customer.
You will learn how to:On-demand webinar: selecting and executing a competitive account strategy for expanding wallet share
In 400 B.C., Sun Tzu wrote in The Art of War that the key to victory was not in defeating the enemy but in defeating the enemy's strategy. Today victory in the marketplace means taking market or wallet share from the competition, and it requires laser-focused strategy and counter-tactics specific to each competitor. Victory is more than winning the account; it means assisting the competition in losing. Many strategic account managers fail to accept this responsibility, resulting in a sub-optimized share of their account's "spend."
Attendees of this webinar will emerge with a specific competitive account strategy to engage and defeat the competition at their accounts. Advanced account management techniques will enable SAMs to outsmart and out-execute competitors without ever disparaging a competitor and/or engaging in negative selling. A good SAM would boldly execute a strategy and tactics to out-value the competition.
Joining LaVon Koerner on the webinar, A.J. Novak will share how Waste Management Inc. accepted responsibility to assist competitors in losing by using competitive intelligence (setting blocks and traps for the competition), examples of how Waste Management executed several of the five competitive strategies and its utilization of the competitive tools in opportunity coaching.
Other topics will include:
Free on-demand webinar: driving higher organic growth through your strategic account management organization
Phil Bounsall, Jeff Marr and Bernard Quancard will discuss what should be the top corporate priorities for achieving higher organic growth through strategic account management. Based on findings from the newly released 2012 Report on Current Trends and Practices in Strategic Account Management conducted in partnership by the Strategic Account Management Association and Walker Information Inc., key subjects will be SAM program elements considered to have the highest correlation to growth and SAM performance as well as elements clearly preventing companies from fulfilling their potential. Other topics will include:
Having the right strategic account managers
Dealing with challenges to strategic account growth
Who deserves strategic account status?
On-demand webinar: what the strongest, deepest relationships look like--becoming essential to your client's success
Ask someone, "What is the key to your success with strategic accounts?" and you'll often hear, "It's the strength of my relationships with clients." But are those relationships as strong as they could be? What does it look like when a client views its relationship with you as "essential" vs. "important but not essential" or simply "worthwhile"? This webinar will cover the major components of relationships from the client's perspective.
Topics include:
This webinar is for company leaders, account leaders and strategic sellers who believe improving the strength of client relationships is central to success.
Find the perfect tools for you!
Course categories are based on SAMA's Knowledge Architecture and designed to help you make a more informed choice based interests and career path.
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Focus on core strategic account manager skills for new/developing SAM professionals. |
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Builds upon core SAM skills for intermediate to advanced strategic/global account managers with at least 3-5 years' experience. |
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For SAM program directors/managers as well as senior sales and marketing executives sponsoring or leading a SAM initiative. |
For information on webinars, please contact Frankie Cusimano, SAMA's Membership & Operations Manager at 312-251-3131 ext. 28.
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.
