This story charts IBM''s journey to outfit its 40,000+ client-facing salespeople with an iPad®, IBM mobile apps and the sales support to use them. read more

This story charts IBM''s journey to outfit its 40,000+ client-facing salespeople with an iPad®, IBM mobile apps and the sales support to use them. read less

SAMA research shows that companies rate their own value quantification and capture capabilities much lower than they do their value creation capabilities. This is troubling, considering SAMA resear... read more

SAMA research shows that companies rate their own value quantification and capture capabilities much lower than they do their value creation capabilities. This is troubling, considering SAMA research also shows that these two factors are critical predictors of a firm''s overall value management capabilities. read less

This features describes how a specialty chemical manufacturer implemented a new sales process designed to help them take control of complex negotiations. read more

This features describes how a specialty chemical manufacturer implemented a new sales process designed to help them take control of complex negotiations. read less

This 2014 SAMA Excellence Award-winning business case details one company''s initiative to upskill its strategic account leaders to achieve best-in-class status in the realms of customer experience... read more

This 2014 SAMA Excellence Award-winning business case details one company''s initiative to upskill its strategic account leaders to achieve best-in-class status in the realms of customer experience and solution selling. read less

SAMA President & CEO Bernard Quancard talks with DHL Chief Commercial Officer William F. Meahl, who discusses his company''s "Strategy 2015" initiative and the inherent complexity of living up to D... read more

SAMA President & CEO Bernard Quancard talks with DHL Chief Commercial Officer William F. Meahl, who discusses his company''s "Strategy 2015" initiative and the inherent complexity of living up to DHL''s motto, "Excellence. Simply delivered." read less

How to transform a foul-up into an opportunity for growth by apologizing correctly read more

How to transform a foul-up into an opportunity for growth by apologizing correctly read less

The finer points of implementing performance metrics to measure and track SAM execution The finer points of implementing metrics to measure and track SAM execution read more

The finer points of implementing performance metrics to measure and track SAM execution The finer points of implementing metrics to measure and track SAM execution read less

A preview of the issue''s contents read more

A preview of the issue''s contents read less

An explanation of factors that are most correlated to winning and losing business correlated to winning and losing business.a trove of wisdom on those factors that are most correlated to winning an... read more

An explanation of factors that are most correlated to winning and losing business correlated to winning and losing business.a trove of wisdom on those factors that are most correlated to winning and losing business.a trove of wisdom on those factors that are most An explanation of factors most correlated to winning and losing business read less

The author provides a “giveto-get” methodology to break through the day-to-day to get your customers’ attention with innovative ideas read more

The author provides a “giveto-get” methodology to break through the day-to-day to get your customers’ attention with innovative ideas read less

The influence, control and sophistication of procurement organizations over their companies’ buying processes have been increasing exponentially for years. Whether companies are selling commodity p... read more

The influence, control and sophistication of procurement organizations over their companies’ buying processes have been increasing exponentially for years. Whether companies are selling commodity products, new technologies or highly differentiated professional services, sales professionals consistently report that the rise of Procurement has contributed to making their sales more difficult, time consuming and complex. Further, as Procurement has been elevated in importance, end users have been moved farther and farther away from the sale itself. As salespeople come to terms with this evolving selling paradigm, they are forced to address different challenges from Procurement that will only become more common and pronounced with time. read less

business-model transformations and By Stephan Liozu Founder Value Innoruption Advisors STRATEGIC REFLECTIONS BUSINESS-MODEL TRANSFORMATION: WHAT DOES IT MEAN FOR STRATEGIC ACCOUNT MANAGEMENT? 1 8 V... read more

business-model transformations and By Stephan Liozu Founder Value Innoruption Advisors STRATEGIC REFLECTIONS BUSINESS-MODEL TRANSFORMATION: WHAT DOES IT MEAN FOR STRATEGIC ACCOUNT MANAGEMENT? 1 8 Ve l o c i t y ® * * R E P R I N T * * Vol. 17 Issue 3 2014 Business-model transformations and how they might change the role of SAMs as seen through the lens of the value management process read less

Insight into how global industry leaders achieve SAM excellence through effective implementation of best practices read more

Insight into how global industry leaders achieve SAM excellence through effective implementation of best practices read less

it’s critical that a company It''s critical to focus on the set of customers who are most important to your organization’s success and that you manage them differently at an enterprise-wide level. ... read more

it’s critical that a company It''s critical to focus on the set of customers who are most important to your organization’s success and that you manage them differently at an enterprise-wide level. The company must commit to SAM at all levels. read less

Customers need their suppliers to be more active in helping them to achieve their business outcomes. They look for suppliers to be trusted business partners. Suppliers, on the other hand, are willi... read more

Customers need their suppliers to be more active in helping them to achieve their business outcomes. They look for suppliers to be trusted business partners. Suppliers, on the other hand, are willing and eager to change – but only if they can get the recognition and compensation for the value they provide. What we are seeing is a real transformation in behavior and in ways of working with the customer. Suppliers are shifting from a “customer satisfaction” mindset to a culture of total customer focus. read less

A checklist to determine if your CEO is doing everything he or she can to promote and strengthen your strategic accounts and your SAM organization read more

A checklist to determine if your CEO is doing everything he or she can to promote and strengthen your strategic accounts and your SAM organization read less

SAMA President & CEO Bernard Quancard interviews SKF CEO & President Tom Johnstone about SKF''s about the company''s philosophy on innovation, value selling and more. read more

SAMA President & CEO Bernard Quancard interviews SKF CEO & President Tom Johnstone about SKF''s about the company''s philosophy on innovation, value selling and more. read less

Employing emotional intelligence assessment and coaching in developing star performing SAMS managers. a package of emotional intelligence assessment and coaching for strategic account managers. read more

Employing emotional intelligence assessment and coaching in developing star performing SAMS managers. a package of emotional intelligence assessment and coaching for strategic account managers. read less