Deep learning on demand
Selling value is tougher than it’s ever been. If we sell value, it’s not enough to just understand our customer’s needs, we have to have a much broader understanding. This is especially true today when Procurement is trying to commoditize everything we do. Although this skill can seem “basic”, there is almost nothing more important in the role of a SAM than having a “deep” understanding of our prospects and customers. The “right” knowledge can help us win more often while differentiating ourselves form competition.
Speaker: Dan Kosch, Co-CEO, IMPAX Sales Performance
In this webinar, Professor Son K. Lam of the University of Georgia will discuss compensation for business to business selling as it relates to strategic account management. Attendees will develop a good understanding of the two major philosophies of sales force compensation plans and their underpinnings. Professor Lam will evaluate how recent trends in professional selling may shift the philosophy of account management compensation plans and discuss implications of these changes for designing compensation plans, especially for strategic account programs.
Speaker: Son K. Lam (Ph.D.), Professor of Marketing, University of Georgia
This is a Corporate Member only webinar. Please log in to register.
Investments are pouring in sustainability and ESG programs. Most organizations are doing it to be complaint with changes in regulations and increasing demands from stakeholders (investors, customers, boards). Others have taken the leadership to embrace sustainability as a competitive advantage, and to monetize it in their go-to-market strategy. Strategic Account Management programs need to include a toolbox and value playbook to sell sustainability offers as part of the structured business portfolio. That means to be able to productize, monetize, extract the value, and price sustainability products, services, and initiatives. In this webinar, participants will learn the increasing sense-of-urgency to monetize sustainability and use it as a key differentiator. They will learn the process of monetizing and extracting the value of sustainability and to value sell it to strategic accounts. They will learn the way to integrate sustainability as a concrete component of the account playbook.
Speaker: Stephan M. Liozu, Ph.D., Founder, Value Innoruption Advisors
This is a Corporate Member only webinar. Please log in to register.
This 60-minute session will outline elements necessary to launch and sustain an effective SAM program. Four critical building blocks will include:
This highly interactive webinar will include a live discussion with Patrick Engkjer, Head of Strategic Accounts at Sanofi Vaccines and a thought leader on strategic account management. Participants will leave with specific action to take if you are starting a SAM program or if you have already started a program and are looking for ways to benchmark your progress.
Speakers: Todd Lenhart, Managing Partner, PMI; and Patrick Engkjer, Head of Strategic Accounts, Sanofi
SAMs are challenged both internally and externally to develop and deliver a message to each constituency that resonates and motivates as well as informs and educates. This webinar will go through six critical points that SAMs should remember and excel at when presenting. Even the most polished and successful SAM will benefit from these reminders and will be able to immediately employ things they may have forgotten to use in today’s fast-paced environment.
Join Bill Moore, President at Industrial Profit Strategies, LLC, as he discusses these critical-to-success items.
Speaker: Bill Moore, President, Industrial Profit Strategies, LLC
How do we prepare our accounts for explosive future growth? Explosive growth is more than 2%-5% growth year over year. What steps do top-performing SAMs and their teams take to drive explosive growth in revenue, gross profit, and market share? Is there a framework that, if followed, has consistently driven explosive growth with our accounts? We invited Mark Allen Roberts to share the process he discovered to help teams drive explosive growth with their accounts. Mark is a past SAMA presenter, author of the book "Driving Explosive Growth" (ranked in the top 1% of new book sales in the summer of 2023), and a certified Scaling Up business coach with over 35 years of experience in helping drive explosive customer growth. Having been a SAM himself for accounts like Ford, Chrysler, Walmart, Target, Nintendo, Electronic Arts, Disney, Ingram, and Cummins, to name a few, he delivers practical, no-smoke-and-mirrors insights to prepare your accounts for explosive growth. Please join us on December 5th at 11 a.m. EST for this fast-moving presentation designed to help SAMA members hit the ground running in 2024.
Speaker: Mark Allen Roberts, CEO, OTB Solutions
Ineffective communication can hold SAMs back, while tight well-constructed messaging can set the tone of their customer relationships, inspire customer confidence, and ensure the SAM is seen as a trusted advisor.
Without productive communication, SAMs risk missed opportunities on deals, dwindling engagement and productivity, and diminished satisfaction – from both internal team members and valued customers.
Build powerful strategic messages that address communication challenges head-on by equipping SAMs with four essential messaging skills that help deepen customer-engagement and encourage productive communication:
1. UNDERSTAND the customer’s “care-abouts”
2. DISTILL large amounts of content & data using Mandel’s communication framework, SCI-PAB®
3. CRAFT concise and powerful story-driven messages
4. APPLY those messages in every customer interaction
Speaker: Michael Albert, Consultant, Vantage Partners
Of course, procurement cares about value, but only if you can communicate, demonstrate, and engage around real “value.” Numerous studies have shown that procurement organizations that buy on best value (not lowest price) are 35% more profitable than companies that do not. As SAMs, it is our job to do this at the right time, in the right way, to help our clients accomplish this.
In this webinar, Todd Snelgrove, a leading subject matter expert in the field of value, will share best practice examples from over 20 years of field experience in global value, strategic accounts negotiations, and 10 plus years working with and from a procurement perspective to understand, realize, and negotiate based on value. Todd will also share numerous real-life stories of what good SAMs do to help them buy on value.
In this presentation you will learn:
Todd has developed successful value programs with Global Fortune 1000 companies, in numerous industries, with focuses on products, software and services in all geographies of the world. He has led sessions on value at Executive MBA courses at Harvard University, the IMD Business School in Switzerland, and at other universities in the US and abroad. Todd directed and edited the bestselling Routledge book "Value First Then Price: Quantifying Value in Business Markets from the Perspectives of both the Buyers and Sellers" in 2022, and the forthcoming Chinese language Edition in 2024.
Speaker: Todd Snelgrove, Senior Managing Partner, Experts In Value
Today’s business executives face enormous challenges on how to develop successful collaborations. There are many considerations. The journey is complex, and the timelines can be long — all of which tests both partners on their will to remain in the game and on track.
In this session, Neil Wright, a healthcare executive from the largest hospital in the UK will share his experiences. As he defines true partnership, he will explain the importance of key drivers for partnering and the agreement on common values. This session will educate the SAM through the customer's lens and place them in the customer's shoes. A deep understanding of the customer's situation, their careabouts, and what they value is imperative in developing and sustaining strategic partnerships beyond product.
The session also features a live role play in which a SAM will demonstrate the use of structured thinking and design principles from The Summit Group to uncover customer careabouts and deeper understanding. Conversations that win mindshare ultimately win wallet share. Wining mindshare is about the story and will be the distinguisher.
Speakers: Janti Masani, Principal, The Summit Group; and Neil Wright, Commercial Director, Guys & St Thomas NHS Trust Hospital
In today’s business environment of economic uncertainty, rapidly changing business models, dynamic customer demands, and intense competition, it is even more imperative to understand your customer’s financial and strategic priorities...and align your solutions and products with your customer’s financial outcomes.
Yet, research shows that executive buyers believe that almost 80 percent of enterprise sellers don’t understand their business.
This session begins with an overview of proprietary research conducted by SAMA and FinListics regarding current strategic account management trends and best practices...correlated with account management results, such as increased revenue. FinListics will then overview key elements and new insights for creating strategic, ‘customer first’ account management plans that are more relevant to customer executives. You will also receive a step-by-step template for applying these to your customers.
Speakers: Dr. Stephen Timme, President and Founder, FinListics Solutions; Ben Cagle, Chief Customer Solutions Officer, FinListics
Strategic Account Managers are expected to collaborate effectively with customer contacts at all levels. One of the most critical stakeholders we work with are senior-level executives. C-suite executives have high expectations, and we must be at our best to meet and exceed them.
For us to confidently connect with these individuals, our executive presence must be strong. Our preparation, image, message delivery, and conduct all have an impact on the customer, for better or worse. This session will answer the question, “What is executive presence, and how do I develop it?” This webinar will provide usable ideas to help any Strategic Account Manager assess and strengthen their executive presence.
Speaker: Mark Shonka, Co-CEO, IMPAX Corporation
Finding world class talent is more difficult than ever. Understanding abilities, skills and needs has become more challenging as the next wave of recruits hit your radar. How can you assess the best candidate, and what will you need to do to coach, teach or 'skill up' your SAM's for peak performance? Join us for this webinar to learn how to do just that!
Speaker: Bill Moore, President, Industrial Profit Strategies
Strategic accounts expect strategic suppliers to know, anticipate and even predict needs, market changes / shifts and possible ways to create competitive advantages. To effectively meet these account expectations, strategic suppliers need to have an even greater in-depth knowledge including fresh insights directly from their account – often from those they do not have frequent in-person interaction. Senior leaders of accounts expect a strategic supplier to understand their business, isolate opportunities for innovation, create economic value, while providing a high degree of probability of success through their solutions. This webinar will provide a case study example, directly from the strategic supplier themselves, of how utilizing direct from the account insights can create more effective and valuable account engagements; ultimately more mutually beneficial strategic relationships!
Key learning points include:
Speaker: Dennis Chapman, President, the Chapman Group
No matter how you spin it, saying “I’m sorry” isn’t easy. Especially if you’ve been saying nothing but “I’m sorry” for the past two years.
Supply chain delays and staffing shortages, combined with rising inflation and continued economic uncertainty, have made service failures not only inevitable but increasingly intolerable. And while vendors can resolve most lapses eventually, repairing the damage to the relationship has proven more challenging—no matter how sincere the apology is.
The good news is, handling a customer crisis the right way can not only rescue the relationship but advance it to an even higher level. That’s a distinct advantage these days, when retaining and expanding customers is the best way to weather an uncertain business environment.
In this session with Tim Riesterer, Chief Strategy Officer at Corporate Visions, you’ll discover a science-backed message framework that you can use to build and deliver your apology—and positively influence even your most frustrated and bitterly disappointed customers. Specifically, you’ll see:
Speaker: Tim Riesterer, Chief Strategy Officer, Corporate Visions
The events over the last few years have led to a tremendous amount of change in the buying and selling processes, many of which seem to be permanent changes. Modern buyers are remote first and must deal with information overload, decision complexity, value opacity and implementation uncertainty. For enterprise sellers and key account managers, these changes mean they have to deal with increased sales process complexity, more stakeholders and constantly changing buyer demands.
Join us in this webinar as we explore some of the latest market trends and best practices to adapt proven processes like account plans and opportunity plans to cater to the digital-first buyers.
Key takeaways will include:
Speakers: Shankar Ganapathy, Co-Founder, BuyerAssist.io and Shyam HN, Co-Founder, BuyerAssist.io
Sponsored by: BuyerAssist.io, Inc.