RESOURCE LIBRARY

SAMA'S Resource Library has just what you need, when you need it.

Our resource library is currently being updated. If you have not found what you are looking for or if we can save you some time and search for you, please submit request or contact your account manager. You can also contact SAMA via phone at +1 312 251 3131.

Resources are for personal use only and may not be copied or distributed without the direct consent of SAMA.

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Search Results: 418

Velocity Magazine Article

From difficult conversations to high-value dialogue

Triggers abound for difficult conversations with strategic partners. Here's how to transform even the toughest ones into productive discussions. read more

Author(s):Jonathan Hughes, Partner, Vantage Partners; David Chapnick, Partner, Vantage Partners; Ben Siddall, Partner, Vantage Partners Publication Date: Jan. 20, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 3, 2022

Navigating the Journey Ahead read more

Author(s):SAMA Publication Date: Sept. 29, 2022 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Emerging SAM opportunity: Your customer’s diversity, equity, inclusion, and belonging strategy

Diversity, equity, inclusion, and belonging strategies can elevate relationships, bring returns, and add value between organizations and their customers. read more

Author(s):David R. Barnes Jr. Co-Founder, Managing Partner Diversity Inclusion Equity Group Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Managing the hidden buying journey

Understanding the key players, activities, considerations, concerns, and decisions all affecting the likelihood of a purchase that most selling organizations are not aware of. read more

Author(s):Martyn Lewis, Principal and Founder Market-Partners Inc. and Anthony Rocha, Business Development Specialist Market-Partners Inc. Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

SAMA’s Excellence Award™: Mature SAM Program Co-Winner of 2022: Brenntag

How Brenntag rose from vendor to trusted advisor, and the strategies they deployed to reap double-digit growth, year after year. read more

Author(s):SAMA Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Maturing into a trusted advisor In record time: AVI-SPL: 2022 SAMA Excellence Awards™ Co-Winner for Mature Program

AVI-SPL's mission to build a great SAM program yeilds trusted-advisor partnerships that produce mutual innovation, value creation, and measurable outcomes for their global strategic accounts. read more

Author(s):SAMA Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Unlocking new value with the “value creation compass

Five business-to-business companies create a tool to navigate industry shifts and find answers to transform their strategic customer management practices. read more

Author(s):Dr. Axel Thoma, Lecturer, University of St. Gallen Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Linking value creation to value capture to formalize and drive execution Owens Corning: 2022 SAMA Excellence Awards™ Winner for Young Program

A year after implementing a formal Key Account Management program, Owens Corning proves that a 50-year-old business can grow organically with existing customers. read more

Author(s):Sara Theis, Program Leader, Owens Corning Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Designing an effective strategic account management organization

A general framework for designing an organizational SAM model, tailored to the company’s needs and objectives, as well as examples of how two dramatically different companies have applied these pri... read more

Author(s):Mike Moorman, SAMA Board Member and SAM Practice Area Leader, ZS. Panelists were Hajo Rapp, SVP Strategic Account Management & Sales Excellence, TÜV SÜD AG, and Teresa Cook, Vice President Strategy & Transformation, Integrated Accounts, IBM. Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

The SAM as a strategist: Defining the approach to transform your key customer’s business

How the SAM's role as a ’strategist’ helps develop their account strategy and align it to the corporate strategy of their firms. read more

Author(s):Javier Marcos, PhD, Associate Professor of Strategic Sales Management and Negotiation, Cranfield School of Management (UK), Director, Key Account Management Forum Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Innovation and value co-creation accelerates Clarios: 2022 SAMA Excellence Awards™ Winner for Innovative Value Co-Creation growth in car battery market

By collaborating with their customer to jointly look at the entire ecosystem, Clarios built a website and network that added value to every member of that ecosystem. read more

Author(s):SAMA Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

The acumen sextet: An evergreen framework for account management and customer success

Six skill sets that capture what account managers must master to do right by their own firms and their customers. read more

Author(s):Noel Capon, R.C. Kopf Professor of International Marketing, Columbia Business School, New York, and Gus Maikish, Retired IBM executive, guest lecturer, and sales consultant Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Systematic enablement propels AVI-SPL SAM program to extraordinary business results AVI-SPL: 2022 SAMA Excellence Awards™ Winner for Systematic EnablementExcellenceIN

AVI-SPL details how their holistic strategy and precise tactics equipped their SAM teams for success. read more

Author(s):Danielle Matteson, Vice President, Strategic Accounts, AVI-SPL Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Quick Takes: Putting suppliers at the heart of business

Nurturing supplier relationships to stay connected, anticipate crises, and get ahead. read more

Author(s):Adapted from “It’s time for CEOs to put suppliers first,” published at Fortune.com, by Christian Schuh, Wolfgang Schnellbächer, Alenka Triplat, and Daniel Weise Publication Date: Sept. 29, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 2 , 2022

Innovating Through Disruption read more

Author(s):SAMA Publication Date: May 8, 2022 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Quick Takes: A better way to brainstorm

An outside-in approaach to productive brainstorming read more

Author(s):SAMA Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Data Watch - Velocity Issue 2, 2022

Research results on KPIs for Driving Account Performance read more

Author(s):SAMA Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

SUCCESSFUL KAM LEADERSHIP: INSIGHT INTO CUSTOMER NEEDS

Tania Lennon's interview with Renae Leary read more

Author(s):Renae Leary, Chief Commercial Officer, Americas, Ansell, and Tania Lennon, Global Space Lead, Talent Assessment and Leadership, ZS Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

SUCCESSFUL KAM LEADERSHIP: SHAPING INNOVATIVE SOLUTIONS

Tania Lennon's interview with Dominique Côté read more

Author(s):Dominique Côté, CEO & Founder, Cosawi and Principal, The Summit Group, and Tania Lennon, Global Space Lead, Talent Assessment and Leadership, ZS Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

SUCCESSFUL KAM LEADERSHIP: DELIVERING (VALUE) FOR CUSTOMERS

Tania Lennon's interview with Denise Juliano read more

Author(s):Denise Juliano, Group Vice President Life Sciences, Premier, Inc., and Tania Lennon, Global Space Lead, Talent Assessment and Leadership, ZS Publication Date: May 8, 2022 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Search Results: 418