This 60-minute session will outline elements necessary to launch and sustain an effective SAM program. Four critical building blocks will include: Why do you need a SAM program? What critical su... read more
Since the redesign of SAMA's Program Assessment in late 2021, nearly 1,700 SAM professionals have offered their perceptions on assessing the maturity of their SAM programs. Through interactions wit... read more
The root cause of a lost account is not always an egregious mistake — often, there are signs and symptoms that can be flagged in advance to help get things back on track well before a renewal. It’s... read more
Designing negotiation processes to enhance mutual value in deals with strategic accounts. read more
The authors delve into the success story of Thales, a complex global organization serving various business segments, as they harnessed the potential of ABM to enhance customer intimacy and relevanc... read more
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 s... read more
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 grow... read more
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 t... read more
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 v... read more
The company’s center of excellence — JAMx — is a critical success factor and accelerator of SAM effectiveness. Janssen took home a 2023 SAMA Excellence Award for Systematic Enablement of the SAM Pr... read more
Winner of SAMA's 2023 Excellence Award for Innovative Value Co-creation, Medtronic demonstrates how their SAM program thinks outside the box to solve complex problems by engaging their company’s en... read more
LP Building Solutions, winner of SAMA's 2023 Excellence Award for Outstanding Young Program of the Year, continues to build upon success with SAM framework. Learn how LP transformed from a commodit... read more
From initiating their program through its maturation, learn how AVI-SPL's executive team provided significant stewardship, mentorship, and support to both their program and their customers, as a te... read more
Artificial intelligence (AI) is fundamentally changing some of the practices of managing strategic customers. Following previous articles on high-performing strategic account managers (SAMs), the a... read more
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... read more
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’... read more
Fifty-three percent (53%) of buyers say that lost deals were winnable if the losing account manager would have done something different. Yet most time, we believe the situation is beyond our contro... read more
Executive mindset: an outside-in assessment on customer discovery, solution development, and communication relevant to executives read more
Research shows that sales team members are among the most stressed and unsatisfied corporate workers. The following steps offer solutions to fix that, and make mental health more of a priority. read more
In conversation with Joe Machicote, Chief Diversity and Inclusion Officer at Premier, Inc. read more