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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.
Up next!
Negotiating with procurement
February 23, 2012
This interactive webinar will introduce negotiation advice for dealing with the many challenges sales professionals face when negotiating with procurement. An overview of a systematic framework for improving customer negotiation results and building better customer relationships will be shared.
The power of collaborative coaching: developing the skill set and mindset of a strategic account manager
March 29, 2012
Shakeel Bharmal, president (Canada) and director of consulting services at The Summit Group, will discuss strategic account manager competencies and a framework to evaluate skill set and mindset—and how each set differs. He will also address 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, will share 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.
Check out some of our recent and popular Webinars on-demand:
- What trust is
- How trust impacts revenue and profit
- Power and influence
- Measuring trust
- Managing trust to drive revenue
On-demand webinar: innovation as a differentiator
Having intimate knowledge of your customer's requirements drives innovation. A free-flowing exchange of information allows you to jointly design, test drive and validate new offerings and improve existing ones. Collaborating on continuous improvement is a competitive advantage for you and your customer and a method to transform from a commodity supplier to strategic partner.
Topics include:
• Driving innovation and investment toward common goals with your customer
• Leveraging customer give and take to generate product/service ideas
• Mitigating risk through collaborative problem-solving
• Scaling innovative solutions around the globe
On-demand webinar: building trust as a strategy--how to measure and manage trust within your strategic accounts
Many measurements strategic account managers use rely on lagging indicators to determine how an account progresses--e.g., revenue, pipeline and contacts. In this interactive webinar you will look at how sales organizations can use trust as a strategy to develop leading indicators to manage strategic accounts. By determining desired trust levels with people of power and influence at strategic accounts, then measuring the levels on an ongoing basis, a SAM can cultivate strategies to maximize future trust and revenue.
This webinar will flow into a session scheduled for SAMA's 47th Annual Conference in Orlando, Fla., May 15 to 18: "Building trust as a strategy--how to improve your trust levels." The session will focus on the skills needed to quickly improve trust. This webinar will focus on how to measure and manage trust.
Topics addressed in the webinar include:
On-demand webinar: how social software can help you advance and maintain relationships with customers
The way we communicate is changing. We can benefit from greater transparency, which leads to authenticity online and trust, feedback and recommendations from customers. We may now make ourselves more visible, find experts faster and share material more collaboratively to improve business and build global relationships on a much larger scale. Are you taking advantage of social software to help with all these tasks? This webinar will cover how social software can do just that and ultimately assist with strategic account management.
Free on-demand webinar: diagnosing your company's barriers and obstacles to strategic/key account execution
Annual complimentary webinar led by Bernard Quancard, President & CEO, SAMA
Featured panelists include: Ron Davis, EVP, Head of Customer Management and Cross-Sell Director, Zurich Financial Services Group; Hajo Rapp, SVP Account Management & Market Development, Siemens AG, Dietmar Steinbach, VP Key Accounts, Nexans, and Phil Styrlund, CEO, The Summit Group
Business results through efficient strategic account execution require talent, organizational enablers and the maximum removal of barriers and obstacles. In this session, based on a session delivered at the 2011 Pan European Conference in March 2011, SAMA CEO Bernard Quancard will provide a holistic view of the critical enablers of successful strategic/global account organizations and moderate a discussion of four enablers where companies may stumble due to common organizational barriers and obstacles. The featured panelists will tackle these barriers and share concrete examples of how their company and/or others have been able to address them.
The four SAM/GAM organizational enablers include:
· C-level engagement
· Account selection and de-selection
· Internal alignment and complexity of the organization
· Selecting and developing strategic account manager talent
On-demand webinar: common myths about launching an executive sponsor program
Thinking of launching an executive sponsor program? Not sure where to start? Learn common myths about launching an executive sponsor program and why 63 percent of companies attempting to launch their program have failed two or more times. Senior Consultant Karen Posey of the Geehan Group will discuss the myths and leverage Julie Tung, vice president of global customer programs at Oracle Corp., and Virginia Chambers, director of the AT&T client executive partners program at AT&T Business Solutions, to share personal experiences of why something that looks so easy is not and what you can do to drive success in your organization.
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
Velocity Magazine, Q3/4 2011
COVER STORY "Power Growth - With Account Based Marketing". Also included - Customer-Centricity: Siemens' Cultural Centerpiece, SAM Compensation, Reflecting on Strategic Thinking
Featured Event
January 30-February 2, 2012 | SAMA University Atlanta
This SAMA U includes classes on Critical Skills for the SAM, Account Planning, Co-Creating Joint Solutions with your Customer, Using Presentations to Drive SAM and Managing Overall Business Outcomes.
