Full issue of Velocity Issue 1, 2024 read more

Full issue of Velocity Issue 1, 2024 read less

How AI Can Help Reveal Insights Into Your Competitors read more

How AI Can Help Reveal Insights Into Your Competitors read less

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

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 with thousands of SAM practitioners we’ve seen programs go through maturity growth stages, and the best programs realize that there is always an opportunity to evolve and become better. read less

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

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 possible to identify and save at-risk accounts before it’s too late! read less

Four practical ways that generative AI can drive client engagement, boost business success, and improve your quality of life. read more

Four practical ways that generative AI can drive client engagement, boost business success, and improve your quality of life. read less

How strategic engagement serves as the foundation to protect your most valuable asset — your customers. read more

How strategic engagement serves as the foundation to protect your most valuable asset — your customers. read less

Designing negotiation processes to enhance mutual value in deals with strategic accounts. read more

Designing negotiation processes to enhance mutual value in deals with strategic accounts. read less

Sales Mastery delivers the executive summary for their 2023 Sales Performance Scorecard study. read more

Sales Mastery delivers the executive summary for their 2023 Sales Performance Scorecard study. read less

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

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 relevance during challenging times. read less

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

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 challenges and developing and maintaining a customer-centric approach. read less

Measuring up: DEI scorecards and reports can help track progress. read more

Measuring up: DEI scorecards and reports can help track progress. read less

2023 Report on Strategic Account Management Compensation Practices read more

2023 Report on Strategic Account Management Compensation Practices read less

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

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 price setting and price getting become far easier when you achieve price-value alignment. read less

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

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 Program: Learning & Development. read less

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

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 entire ecosystem in value co-creation. By applying novel, innovative mechanisms, Medtronic solved their customer’s problems, as well as their customer’s customer’s problems. read less

How CAS empowered Dow researchers to analyze large data sets of scientific information to influence value-driven decisions. read more

How CAS empowered Dow researchers to analyze large data sets of scientific information to influence value-driven decisions. read less

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

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 commodity-driven mindset to who they are now: a value-added building solutions company. read less

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

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 testament to their 2023 SAMA Excellence Award for C-Suite Support and Engagement for the SAM Program and Strategic Customers. read less

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

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 authors provide an overview of how SAMs can use AI, outlining the benefits and risks. read less

Full issue of Velocity Issue 3, 2023 read more

Full issue of Velocity Issue 3, 2023 read less