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
How AI Can Help Reveal Insights Into Your Competitors 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
Four practical ways that generative AI can drive client engagement, boost business success, and improve your quality of life. read more
How strategic engagement serves as the foundation to protect your most valuable asset — your customers. read more
Designing negotiation processes to enhance mutual value in deals with strategic accounts. read more
Sales Mastery delivers the executive summary for their 2023 Sales Performance Scorecard study. 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
This article explores the importance of a customer-centric organization and its benefits to businesses across all industries and geographies. It also discusses strategies for overcoming common chal... 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
The relationship between procurement and sales teams has always been something of a power struggle. As part of the 2023 Global Supplier Management Research Report, Harvey Dunham and Christopher Je... 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
Measuring up: DEI scorecards and reports can help track progress. read more
A key solution is to take a close look at your offerings to ensure they’re aligned to the value your customers are receiving, and more importantly, the value they’re looking for. The process of pri... 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