If you manage strategic accounts for one of the growing number of technology-based firms becoming serious about services, then you need to become equally serious about marketing. According to "Mark... read more

If you manage strategic accounts for one of the growing number of technology-based firms becoming serious about services, then you need to become equally serious about marketing. According to "Marketing Technology as a Service: Proven Techniques That Create Value" (John Wiley & Sons Inc., 2010), the design and marketing of services based on a technical infrastructure are about to be as important and sophisticated as consumer products. read less

Chris Nassetta, president and chief executive officer of Hilton Worldwide, was a keynote speaker at the Strategic Account Management Association''s 46th Annual Conference on April 26 in Chicago. Af... read more

Chris Nassetta, president and chief executive officer of Hilton Worldwide, was a keynote speaker at the Strategic Account Management Association''s 46th Annual Conference on April 26 in Chicago. Afterward he answered questions posed by Velocity magazine. read less

There are seven stations on the sales compensation design pathway, but if you compensate a strategic account manager, the most critical station is the first: job role. Any sales professional''s rol... read more

There are seven stations on the sales compensation design pathway, but if you compensate a strategic account manager, the most critical station is the first: job role. Any sales professional''s role establishes compensation''s foundation. read less

How do you know when it''s time to employ an account-based marketing structure within your organization? Here is a top 10 list of signs your organization is ready for ABM. read more

How do you know when it''s time to employ an account-based marketing structure within your organization? Here is a top 10 list of signs your organization is ready for ABM. read less

Using real-world examples, this article shares how some leading strategic account management organizations have adopted a radical strategy and pre-empted the onslaught of supplier reduction. In som... read more

Using real-world examples, this article shares how some leading strategic account management organizations have adopted a radical strategy and pre-empted the onslaught of supplier reduction. In some cases they have successfully avoided a formal tender, increased their share of customer wallet and even secured a single-source arrangement. read less

The keys to effective strategic account planning are a model of best practices Performance Methods Inc. has developed as a result of our extensive client work in the strategic account management ar... read more

The keys to effective strategic account planning are a model of best practices Performance Methods Inc. has developed as a result of our extensive client work in the strategic account management area as well as our association with the Strategic Account Management Association. This model, based on 10 critical best-practice areas, establishes a SAM execution framework, and we will use it as a reference point to demonstrate how global industry leaders have achieved SAM excellence. read less

In this issue: Editor''s Corner How to build account team collaboration: a powerful competitive advantage (Strategic Reflections) Quick Takes Data Watch The value road map: Part 2--developing ... read more

In this issue: Editor''s Corner How to build account team collaboration: a powerful competitive advantage (Strategic Reflections) Quick Takes Data Watch The value road map: Part 2--developing and articulating the value you create When logic is fuzzy: harnessing the uncertainty in determining investment levels for current and future strategic accounts Provoking procurement with an unsolicited proposal Customer focus: getting to the heart of it Xerox''s global account management evolution Owens Corning''s metric: The fundamental reason corporations exist is to create value for customers Deloitte: Are you ready for account-based marketing? 10 signs indicating that the time is now Event Calendar Turning the keys: how global industry leaders deploy the keys to effective strategic account planning 10 Steps to Successful Teams, by Renie McClay (Book Review by Gary Summy) read less

In this article we focus on the importance of strategic decision making in resource allocation to particular customer relationships, enhancing a straightforward portfolio approach with the membersh... read more

In this article we focus on the importance of strategic decision making in resource allocation to particular customer relationships, enhancing a straightforward portfolio approach with the membership functions and rule-based system of fuzzy logic. We also outline enhanced techniques for scoring business relationships populating the model. read less

This regular column includes reviews of timely, relevant articles in the strategic account management arena: Nathan Bennett and Stephen A. Miles, "Six steps to (re)building a top management team,"... read more

This regular column includes reviews of timely, relevant articles in the strategic account management arena: Nathan Bennett and Stephen A. Miles, "Six steps to (re)building a top management team," MIT Sloan Management Review, Fall 2008, Vol. 50, No. 1, http://sloanreview.mit.edu. Patrick Lencioni, "Right-sizing your team," Pat''s POV, November 2008. read less

Through consistent team collaboration, you will harness the intellectual capital of your team, which is a clear and powerful competitive advantage. And don''t think your customers won''t notice. read more

Through consistent team collaboration, you will harness the intellectual capital of your team, which is a clear and powerful competitive advantage. And don''t think your customers won''t notice. read less

This article is based on a presentation by Thomas J. Dolan, then-president of global accounts operations at Xerox Corp., at the Strategic Account Management Association''s 44th Annual Conference in... read more

This article is based on a presentation by Thomas J. Dolan, then-president of global accounts operations at Xerox Corp., at the Strategic Account Management Association''s 44th Annual Conference in Dallas in May 2008. The story is an adapted excerpt from Marketing Technology as a Service: Proven Techniques That Create Value (John Wiley & Sons Inc., 2010), by Laurie Young and Bev Burgess. read less

Owens Corning issued a critical objective at the beginning of 2007 that all its employees must be accountable for the value they create for customers. The point was made with a simple statement: "T... read more

Owens Corning issued a critical objective at the beginning of 2007 that all its employees must be accountable for the value they create for customers. The point was made with a simple statement: "The fundamental reason a corporation exists is to create value for its customers." read less

In this installment we capture how the best companies differentiate their products and solutions, elevate the value they create and articulate it in the market. This article builds on the value roa... read more

In this installment we capture how the best companies differentiate their products and solutions, elevate the value they create and articulate it in the market. This article builds on the value road map''s first two stages (Velocity Vol. 11, No. 3/4, Summer/Fall 2009) where we explored leading practices for understanding customer value drivers (Step 1) and aligning capabilities with those drivers (Step 2). read less

Experience shows that managers adept at five conversation types realize greater results from individuals and teams. Once introduced into an organization''s language and culture, these conversations... read more

Experience shows that managers adept at five conversation types realize greater results from individuals and teams. Once introduced into an organization''s language and culture, these conversations will act as a catalyst to achieve high performance by ensuring that the organization''s key account sales professionals have the information they need to achieve results and understand that the organization is behind them and invested in their success. read less

Much has been written recently in articles, white papers and blogs about how selling and account management practices must adapt to deal with the global recession--e.g., focus more on fundamentals,... read more

Much has been written recently in articles, white papers and blogs about how selling and account management practices must adapt to deal with the global recession--e.g., focus more on fundamentals, greater motivation, the importance of high performers, etc. Though important, we think that these miss a critical dynamic: how profoundly the customer''s buying processes have actually changed. read less

In 2008 we started a strategic account management program at Cushman & Wakefield Investors. We applied change management thinking to ensure that the program got off to a solid start and would bring... read more

In 2008 we started a strategic account management program at Cushman & Wakefield Investors. We applied change management thinking to ensure that the program got off to a solid start and would bring in a new enthusiasm across the company for customer relationship excellence. read less

In this issue: Going long (Editor''s Corner) Is your customer truly global or just plain international? (Strategic Reflections) Quick Takes Data Watch Impacting business outcomes: strategic ac... read more

In this issue: Going long (Editor''s Corner) Is your customer truly global or just plain international? (Strategic Reflections) Quick Takes Data Watch Impacting business outcomes: strategic account management''s central role in the new economy--Is your SAM program prepared to lead transformational growth? Sales training at Cisco Systems goes digital--and interactive Future focus: selling and account management in the new global economy New consulting roles and connections to grow and protect strategic business The five conversations every key account team must have What''s loyalty got to do, got to do with it? Bridging the economic gap: Taking the long view with customer relations will help businesses through the recession and position them for success Getting started with strategic account management: winning hearts and minds at Cushman & Wakefield Investors Event Calendar read less

In my previous column I discussed the many challenges inherent to global account management. But what is the proper definition of "global" in this sense? read more

In my previous column I discussed the many challenges inherent to global account management. But what is the proper definition of "global" in this sense? read less

SAMA''s CEO remarks on companies needing to concentrate on driving top-line growth by creating shared growth through innovation. He emphasizes that the SAM must be the lead innovator for growing th... read more

SAMA''s CEO remarks on companies needing to concentrate on driving top-line growth by creating shared growth through innovation. He emphasizes that the SAM must be the lead innovator for growing the company. read less

Achievement of customer focus requires an understanding of the quantifiable drivers of customer loyalty and a mechanism to identify, recruit for, train, develop and reinforce the behaviors and acti... read more

Achievement of customer focus requires an understanding of the quantifiable drivers of customer loyalty and a mechanism to identify, recruit for, train, develop and reinforce the behaviors and activities most valued and rewarded by customers. This is the first of a two-part series. read less