Current Issue - Vol. 10, Issue 2, Spring 2008 - 2nd Quarter

Keep current on the issues that affect the strategic account management profession by reading Velocity®, SAMA’s quarterly magazine. Each issue contains exclusive, in-depth articles on topics such as negotiation, customer management, internal alignment and effective team communications. Featured are best practices and case studies, research highlights and peer perspectives.
Annual subscription price = $65, individual issues = $25, individual articles = $10 each (free to members).

• VelocityŽ Q2 2008: complete issue (cover -- Breakaway strategic account management: lessons from SAMA's 44th Annual Conference)
• The sales transformation process: how to optimize growth across economic cycles
• A SAM's guide to working with group purchasing organizations: increasing your strategic account relevance
• Playing the game: effective strategies for combating reverse auctions
• Team selling: getting incentive compensation right
• Say goodbye to commoditization
• Innovate to differentiate: how top-performing SAMs achieve competitive advantage through innovation
• Funnel management of corporate accounts at Smith & Nephew
• Editor's Corner: These speakers can write, too(free)
• Strategic Reflections: Does your SAM program foster customer-driven innovation?(free)
• Data Watch(free)
• Quick Takes(free)
• Trust creates true collaboration between Cisco and IBM account teams(free)
• The five bid response strategies(free)