In a four-part series we will draw on our 17 years of experience working with leading Fortune 1000 and Global 500 companies to describe a value creation road map that has enabled these organization... read more

In a four-part series we will draw on our 17 years of experience working with leading Fortune 1000 and Global 500 companies to describe a value creation road map that has enabled these organizations to differentiate themselves, transform how they go to market and elevate the value they create for customers. In this initial installment of the value road map series we describe the first two steps: understanding and aligning. read less

In these turbulent times, account managers can struggle with the most basic challenge of getting client attention and find themselves searching for techniques to influence clients to take action in... read more

In these turbulent times, account managers can struggle with the most basic challenge of getting client attention and find themselves searching for techniques to influence clients to take action in the face of uncertainty. Convincing people to act during times of change is the fascinating topic John Baker tackles in his book, "READY Thinking: Primed for Change--Five Principles for Action in Times of Uncertainty" (Wonsockon Publishers, Sept. 18, 2008), which won first place in the success/motivation category of the 2009 Axiom Business Book Awards. read less

This article that addresses building a strategic account management program first appeared in SAMA''s Velocity magazine in summer 2006. To celebrate Velocity''s 10-year anniversary, each 2009 issue... read more

This article that addresses building a strategic account management program first appeared in SAMA''s Velocity magazine in summer 2006. To celebrate Velocity''s 10-year anniversary, each 2009 issue highlights a previously published story containing continued relevance and lessons for the SAM profession. read less

In 2005, STMicroelectronics N.V. and Global Partners Inc. began a coaching and consulting program with ST''s global account teams. Called "Capture market share," it was initiated to enable ST to su... read more

In 2005, STMicroelectronics N.V. and Global Partners Inc. began a coaching and consulting program with ST''s global account teams. Called "Capture market share," it was initiated to enable ST to substantially and quickly increase its share of key global accounts by creating and executing strategic global account plans. read less

To provide insight into how leading organizations pay their strategic account managers, the Strategic Account Management Association and ZS Associates Inc. created the "2009 Report on Strategic Acc... read more

To provide insight into how leading organizations pay their strategic account managers, the Strategic Account Management Association and ZS Associates Inc. created the "2009 Report on Strategic Account Management Compensation Practices," which covers 2008 data and includes input from 169 SAMs across numerous industries. This year''s findings highlight the economy''s effect on SAM compensation. read less

In this issue: Leadership in uncertain times (Editor''s Corner) Managing in these challenging times (Strategic Reflections) Quick Takes Data Watch Real solutions don''t have part numbers: time... read more

In this issue: Leadership in uncertain times (Editor''s Corner) Managing in these challenging times (Strategic Reflections) Quick Takes Data Watch Real solutions don''t have part numbers: time to move the needle Global strategic account planning transforms account relationships into true partnerships: the STMicroelectronics'' "Capture market share" experience, a partnership between the corporate university of ST and Global Partners/li> The value road map: Part 1--taking value creation to the next level in an increasingly competitive marketplace Has the economy killed collaborative negotiation? Vital Velocity sprouting a strategic account management program--how to build one from the ground up Virtual account management: real results Strategic account manager compensation: adjusting to economic realities Building a customer-centric culture of performance in your organization Talent management: the "new" priority for strategic accounts Cisco: structuring and scaling for customer success during a market downturn The art of cross-selling at Zurich READY Thinking: Primed for Change, by John Baker (Book Review by Phillip Pounds) Event Calendar read less

In today''s economic conditions, is collaboration just a forlorn hope? Are cost pressures so strong that sales and account managers can do nothing to change the focus of negotiations? read more

In today''s economic conditions, is collaboration just a forlorn hope? Are cost pressures so strong that sales and account managers can do nothing to change the focus of negotiations? read less

With annual revenue in 2008 of $61.5 billion and 60,000 employees serving customers in more than 170 countries, insurance industry giant Zurich Financial Services AG is in position to execute genui... read more

With annual revenue in 2008 of $61.5 billion and 60,000 employees serving customers in more than 170 countries, insurance industry giant Zurich Financial Services AG is in position to execute genuinely global initiatives. This article focuses on one initiative within Zurich, the cross-selling program. read less

Schneider Electric SA and IBM Corp., two global billion-dollar corporations, wanted to co-create value without the carbon footprint of flying executives around the world to meet. So they met in the... read more

Schneider Electric SA and IBM Corp., two global billion-dollar corporations, wanted to co-create value without the carbon footprint of flying executives around the world to meet. So they met in the virtual world. read less

While the SAMA staff is busy planning our next conference or event, SAMA''s extensive network of account managers, executives, consultants and academics continues to collaborate with customers in e... read more

While the SAMA staff is busy planning our next conference or event, SAMA''s extensive network of account managers, executives, consultants and academics continues to collaborate with customers in every conceivable industry while sharing hard-won knowledge and experience with one another. The knowledge gained from all those efforts often manifests itself in articles appearing here in our quarterly magazine. read less

Who is in charge of the care and feeding of your value proposition? Brian Dietmeyer explains why your value is a living, breathing thing -- an ecosystem that needs proper feeding and watering -- an... read more

Who is in charge of the care and feeding of your value proposition? Brian Dietmeyer explains why your value is a living, breathing thing -- an ecosystem that needs proper feeding and watering -- and how to reassess it. read less

Recognizing the importance of supplier contributions to success, some leading firms have approached us with the question, "What can we do to be a best-in-class customer, one that attracts the best ... read more

Recognizing the importance of supplier contributions to success, some leading firms have approached us with the question, "What can we do to be a best-in-class customer, one that attracts the best suppliers and motivates their strongest contributions?" The assessment tool described in this article provides a simple, straightforward way to better understand a supplier''s relationship with its major customers. read less

Nalco Co.''s John Helge attended the writers'' seminar "Powerful presentation skills for strategic account managers" at his first SAMA conference. This launched him from merely a vendor to a valued... read more

Nalco Co.''s John Helge attended the writers'' seminar "Powerful presentation skills for strategic account managers" at his first SAMA conference. This launched him from merely a vendor to a valued strategic resource in the eyes of customers and prospects. read less

In the past two decades, there has been an explosion in the market for outsourced goods and services. While this has offered significant opportunities for account managers, it has also led to devel... read more

In the past two decades, there has been an explosion in the market for outsourced goods and services. While this has offered significant opportunities for account managers, it has also led to developments in procurement practices that pose new challenges for salespeople across the globe. read less

Recently I spoke with Franz Speer, corporate director international sales unit at Henkel AG & Co. KGaA, about current and future requirements, especially in talent development, to achieve an integr... read more

Recently I spoke with Franz Speer, corporate director international sales unit at Henkel AG & Co. KGaA, about current and future requirements, especially in talent development, to achieve an integrated approach to active key and global account management. He has been with the company since 1985, and after serving in various roles around the world in sales and product management he took on his current job in 2003 with the responsibility for GAM efforts. read less

This article that addresses defining strategic accounts and building a value-based program first appeared in SAMA''s Velocity magazine in winter 2001. To celebrate Velocity''s 10-year anniversary, ... read more

This article that addresses defining strategic accounts and building a value-based program first appeared in SAMA''s Velocity magazine in winter 2001. To celebrate Velocity''s 10-year anniversary, each 2009 issue highlights a previously published story containing continued relevance and lessons for the profession of strategic account management. read less

Customer trust must be earned by the supplier, and I believe that today, perhaps more than ever, the strategic account manager is in an ideal position to be his customer''s first line of trust. In ... read more

Customer trust must be earned by the supplier, and I believe that today, perhaps more than ever, the strategic account manager is in an ideal position to be his customer''s first line of trust. In stark contrast to an uncomfortable comment I overheard years ago, the SAM must be trusted by his customer lest the relationship become inauthentic and certainly not strategic in nature. read less

In the first article of this series, we explored techniques for self-control and diagnosis when handling a difficult customer. After you neutralize your emotions and identify your customer as situa... read more

In the first article of this series, we explored techniques for self-control and diagnosis when handling a difficult customer. After you neutralize your emotions and identify your customer as situationally, strategically or simply difficult, you need to control each type of customer and explore options to find a way to end the negotiation without escalating it. read less

In this issue: IBM study: SAMs are needed to beat recession (Editor''s Corner) Trust builder or buster? (Strategic Reflections) Quick Takes Data Watch Dealing with difficult customers: Part II... read more

In this issue: IBM study: SAMs are needed to beat recession (Editor''s Corner) Trust builder or buster? (Strategic Reflections) Quick Takes Data Watch Dealing with difficult customers: Part II--controlling and exploring Nalco key account manager using presentations to build trust with customers SKF: transforming your organization to sell value Dealing with external procurement consultants: sleeping with the enemy? Vital Velocity Mettler Toledo''s strategic account program--defining strategic accounts and building a value-based program Global account management at Henkel: an interview with Franz Speer, corporate director international sales unit Royal Mail: managing customers in a new procurement-led world Rethinking Sales Management: A Strategic Guide for Practitioners, by Beth Rogers (Book Review by Peter Bartlett) Event Calendar read less

Rather than blaming the external consultant for inadequate selling, successful individuals have changed their approach. What follows is an overview of success factors and real-world strategies that... read more

Rather than blaming the external consultant for inadequate selling, successful individuals have changed their approach. What follows is an overview of success factors and real-world strategies that will help you win business in this new environment. read less