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Editor's Corner

Author(s): Gloria Naurocki, Associate Editor, SAMA

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: General Business Issues

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Editor's Corner

Author(s): Gloria Naurocki

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

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Editor's Corner

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Publication Date: 5/13/2016

Resource Type: Velocity Magazine

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Editor's Corner

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Publication Date: 2/2/2016

Resource Type: Velocity magazine

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Editor's Corner

Author(s): Nicolas Zimmerman, SAMA

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

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Editor's Corner

Author(s): Nicolas Zimmerman, SAMA

Publication Date: 1/8/2015

Resource Type: Velocity Magazine

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Editor's Corner

Author(s): Nicolas Zimmerman, Editor, SAMA

Publication Date: 10/1/2014

Resource Type: Velocity Magazine

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Editor's Corner

Author(s): Nicolas Zimmerman, Editor, SAMA

Publication Date: 5/23/2014

Resource Type: Velocity Magazine

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Editor's Corner

Author(s): Nicolas Zimmerman, SAMA

Publication Date: 1/9/2014

Resource Type: Velocity Magazine

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Velocity® Issue 3, 2013 (cover: Where will your next great insight come from?)

In this issue: Editor's Corner; Quick Takes; Data Watch; The stick is mightier than the carrot (Strategic Reflections); Presenting a unified voice to your global customers; SAMA's 49th Annual Conference highlights; How customer-centric are you?; A customer-focused approach; Strategic account management's role in the value-modeling process; Progress in supplier relationship management; Strategic account management programs save and restore customer relationships; Strategic account manager compensation: Striking the right plan balance is critical in an increasingly competitive talent war; New information technologies: friends or enemies of today's global executives?; More than the sum of your parts: creating customer value at a global enterprise that has multiple business units--Part 1 of an interview with Chief Commercial Officer William F. Meahl of DHL; Compass Group PLC: tasting the success of co-created customer value--Part 1; Solution Business: Building a Platform for Organic Growth (Book Review); Event Calendar

Author(s):

Publication Date: 9/30/2013

Resource Type: Velocity Magazine

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Editor's Corner Issue 3, 2013

Welcome to this combined third/fourth-quarter issue of Velocity magazine. Inside these pages and online at www.strategicaccounts.org are many feature stories along with all the usual departments.

Author(s): Greg Bartlett, editor, Strategic Account Management Association

Publication Date: 9/30/2013

Resource Type: Velocity Magazine

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Editor's Corner - Issue 2, 2013

If you've picked up this issue upon its publication at the Strategic Account Management Association's 49th Annual Conference, then welcome to Hollywood, Fla. But whether you read it at the event or on a flight, at work or home, online or offline, you're bound to receive conference-related value through articles directly tied to speakers and presentations.

Author(s): Greg Bartlett, editor, Velocity magazine

Publication Date: 5/21/2013

Resource Type: Velocity Magazine

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Velocity® Issue 2, 2013 (cover: Creating unique value)

In this issue: Editor's Corner; Quick Takes; Data Watch; How to recover well in business-to-business (Strategic Reflections); Strategic account managers must measure twice, cut once; Using financial insight to drive value selling; Key vs. strategic account: a strategic orientation issue; Sales and procurement: sharing the spoils or spoiling the share?; The keys to effective strategic account planning: Key 6--align the supplier's objectives with the customer's; Value pricing when you understand your customers: total cost of ownership--past, present and future; Event Calendar

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Publication Date: 5/21/2013

Resource Type: Velocity Magazine

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Velocity® Issue 1, 2013 (cover: What price value?)

In this issue: Editor's Corner; Quick Takes; Data Watch; The importance of strategic account management will not stop growing (Strategic Reflections); Balancing profitable growth and risk management in 2013 through world-class strategic account management--and why strategic accounts are the real future assets of business enterprises; Pan-European Conference preview with Paul Castonguay; The end of solution selling?; Reframing procurement's strategies, priorities and deliverables: the value of value in supplier relationships; Recent innovations in strategic account management; Optimal pricing models at business-to-business organizations; Organizational transformation at Emerson Process Management: Part 2 of an interview on 2012's program of the year; Event Calendar

Author(s):

Publication Date: 1/7/2013

Resource Type: Velocity Magazine

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Editor's Corner (winter 2013 edition)

Greetings to 2013 and readers of the year's first Velocity issue. The Strategic Account Management Association hopes you enjoy the following articles, which also can be found online at www.strategicaccounts.org.

Author(s): Greg Bartlett, editor, Velocity magazine

Publication Date: 1/7/2013

Resource Type: Velocity Magazine

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Editor's Corner - Issue 3 & 4, 2012

Welcome to this combined summer/fall issue of Velocity magazine. Inside these pages and online at www.strategicaccounts.org, you will find a host of feature stories along with all the usual departments.

Author(s): Greg Bartlett, editor, Velocity magazine

Publication Date: 9/9/2012

Resource Type: Velocity Magazine

Subject Tags:

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Velocity ® Issue 3, 2012 (cover: Organizational transformation at Emerson Process Management--SAMA's program of the year)

In this issue: Editor's Corner; Quick Takes; Data Watch; The last competitive advantage (Strategic Reflections); How strategic account managers can help customers grow in China (and: Coaching is key); Highlights from SAMA's 48th Annual Conference; Sustainability at Siemens: a driver of success; Engaging the C-suite; Translating documents and presentations for international audiences; How human resources and sales can work together to forecast organizational needs; Event Calendar; The keys to effective strategic account planning: Key 5--Integrate and balance the account and opportunity planning processes; How the best become better: seven transformative questions for strategic account management--Part 2; Strategic account management's importance; Mature literature for a mature profession; Key account management research: its state and focus areas; Where is global account management headed?; Organizational transformation at Emerson Process Management: Part 1 of an interview on 2012's program of the year; Sales Eats First (Book Review)

Author(s):

Publication Date: 9/9/2012

Resource Type: Velocity Magazine

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Editor's Corner - Issue 2, 2012

We hope to see you in the next year at one or more of our many events: the 49th Annual Conference, the annual Pan-European Conference, a SAMA University in the United States, a SAMA Academy in Europe or another occasion. Velocity provides a regular medium for what attendees and presenters encounter at our meetings.

Author(s): Greg Bartlett, editor, Velocity magazine

Publication Date: 5/6/2012

Resource Type: Velocity Magazine

Subject Tags:

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Velocity® Issue 2, 2012 (cover: How strategic account management can support professional services firms)

In this issue: Editor's Corner; Quick Takes; Data Watch; SAMA's Annual Conference experience: Knowledge sharing is the key to personal and business development (Strategic Reflections); Event Calendar; The fundamental differences among sales, strategic selling and strategic account management; The strategic account manager as a change agent: Converging forces are transforming how SAMs should structure, manage, communicate and lead in a new model of service delivery; Improving performance in corporate negotiation: a benchmarking study of the world's largest organizations; The value road map: Part 4--creating sustainable value; How the best get better: seven transformative questions for strategic account management--Part 1; When your product is a service: making strategic account management possible in the service sector

Author(s):

Publication Date: 5/6/2012

Resource Type: Velocity Magazine

Subject Tags:

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Velocity® Issue 1, 2012 (cover: Rewriting the rules? SAM and procurement)

In this issue: Editor's Corner; Quick Takes; Data Watch; Managing your top customers for retention, growth and profitability (Strategic Reflections); Event Calendar; The purchasing manager is not your enemy; My customer's competitor is my ? ; Launching an executive sponsor program: three critical success factors; The keys to effective strategic account planning: Key 3--assess and strengthen the account's most strategic relationships; The keys to effective strategic account planning: Key 4--position and differentiate the supplier's unique value with the customer; Channeling strategic account management; Nalco: return on investment in negotiation

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Publication Date: 1/2/2012

Resource Type: Velocity Magazine

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Editor's Corner: Issue 1, 2012

The start of the year brings 2012's first Velocity issue. The Strategic Account Management Association is pleased once again to present a variety of rich content to our members and readers.

Author(s): Greg Bartlett, editor, Velocity magazine

Publication Date: 1/2/2012

Resource Type: Velocity Magazine

Subject Tags:

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Editor's Corner - Issue 3, 2011

Welcome to this combined summer/fall issue of Velocity magazine. Inside these pages and online at www.strategicaccounts.org, you'll find a dozen feature stories along with all the usual departments.

Author(s): Greg Bartlett, editor, Velocity magazine

Publication Date: 9/30/2011

Resource Type: Velocity Magazine

Subject Tags:

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Velocity Issue 3, 2011 (cover: Power growth--with account-based marketing)

In this issue: Editor's Corner; Quick Takes; Data Watch; Charles Barkley vs. Phil Mickelson: why you should invest in your best people (Strategic Reflections); The social network's role in strategic accounts: Welcome to SAMA's new website; SAMA's 47th Annual Conference highlights; Customer centricity: Siemens' cultural centerpiece--an interview with Peter L?scher, president and chief executive officer; Strategic thinking: learning to play the other side of the strategy coin; Strategic account manager compensation: Companies are proactively managing uncertainty and planning for growth while job satisfaction is down; Building customer-centric processes in your organization; Career paths and global account management at Xerox: an interview with Cam Hyde, senior vice president of global account operations; Innovate by shaping and trading deal risks; Event Calendar; Steria: why account managers need strategic marketing; The how of account-based marketing; Is the strategic account manager really a single point of contact?; Being globally seamless in serving customers for Molex: an interview with Fred Bell, vice president of distribution; Sales Compensation Made Simple (Book Review)

Author(s):

Publication Date: 9/30/2011

Resource Type: Velocity Magazine

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Editor's Corner

If you're reading this issue upon its publication at the Strategic Account Management Association's 47th Annual Conference, then welcome to Orlando, Fla. However, if you're reading this issue at work, at home or somewhere else besides the event, then you'll still receive a portion of conference-related value through articles directly tied to speakers, sessions and/or workshops.

Author(s): Greg Bartlett, editor, Velocity magazine

Publication Date: 5/15/2011

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Velocity Issue 2, 2011 (cover: Mastering the how--executing on SAM and achieving superior business results)

In this issue:

  • Editor's Corner
  • Quick Takes
  • Data Watch
  • In a multi-divisional environment, how do you preserve appropriate margins on high-growth products while combining them with mature-market products?
  • The strategic imperative: what strategic account management programs can teach us
  • A framework for developing global account management strategies
  • Event Calendar
  • The keys to effective strategic account planning: Key 1--Define ""What is a strategic account?"" and assess the ongoing fit
  • The keys to effective strategic account planning: Key 2--Discover what the customer values most and validate it
  • Two negotiating elements: avoiding old China's risks and seizing new China's opportunities
  • Do you have the right people handling your key accounts?
  • Pricing approaches at industrial companies: cost- versus value-based pricing
  • CoDestiny: Overcome Your Growth Challenges by Helping Your Customers Overcome Theirs, by Atlee Valentine Pope and George F. Brown Jr. (Book Review by John F. Gardner)

Author(s):

Publication Date: 5/15/2011

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

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