This article has been adapted from its originally published version in a 2012 issue of the Journal of Revenue and Pricing Management (www.palgrave-journals.com/rpm). Is value pricing the ultimate p... read more

This article has been adapted from its originally published version in a 2012 issue of the Journal of Revenue and Pricing Management (www.palgrave-journals.com/rpm). Is value pricing the ultimate pricing model, and can value pricing be implemented in all business situations? Also explored are alternative models and their scope at business-to-business organizations. read less

In this issue: Editor''s Corner; Quick Takes; Data Watch; The importance of strategic account management will not stop growing (Strategic Reflections); Balancing profitable growth and risk manageme... read more

In this issue: Editor''s Corner; Quick Takes; Data Watch; The importance of strategic account management will not stop growing (Strategic Reflections); Balancing profitable growth and risk management in 2013 through world-class strategic account management--and why strategic accounts are the real future assets of business enterprises; Pan-European Conference preview with Paul Castonguay; The end of solution selling?; Reframing procurement''s strategies, priorities and deliverables: the value of value in supplier relationships; Recent innovations in strategic account management; Optimal pricing models at business-to-business organizations; Organizational transformation at Emerson Process Management: Part 2 of an interview on 2012''s program of the year; Event Calendar read less

The Strategic Account Management Association recently asked some of its speakers for opinions about SAM matters. In this edition, we pose the question: What are the most interesting SAM innovations... read more

The Strategic Account Management Association recently asked some of its speakers for opinions about SAM matters. In this edition, we pose the question: What are the most interesting SAM innovations you have seen in the past few years? read less

Anderson Hirst, principal consultant at Four Pillars, critiques a piece, "The end of solution sales," from the July/August issue of Harvard Business Review. This article grew out of an initial Link... read more

Anderson Hirst, principal consultant at Four Pillars, critiques a piece, "The end of solution sales," from the July/August issue of Harvard Business Review. This article grew out of an initial LinkedIn post by David Atkinson in which he reposted Hirst''s blog entry from Four Pillars'' website. read less

We preview the Pan-European Conference with Paul Castonguay, director of strategic accounts and regional customer value leader for Western Europe pharmaceutical operations at F. Hoffmann-La Roche L... read more

We preview the Pan-European Conference with Paul Castonguay, director of strategic accounts and regional customer value leader for Western Europe pharmaceutical operations at F. Hoffmann-La Roche Ltd. He will conduct a session at the event about strengthening the relationship with a customer through reciprocal executive mentoring. read less

In a four-part series published from 2009 to 2012, we draw on two decades of experience working with leading Fortune 1000 and Global 500 companies to describe a value creation road map that has ena... read more

In a four-part series published from 2009 to 2012, we draw on two decades 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. read less

One untapped competitive advantage is more important than all the others ever were. It is simple, reliable and practically free, and it is organizational health. read more

One untapped competitive advantage is more important than all the others ever were. It is simple, reliable and practically free, and it is organizational health. read less

The Chinese market represents both some of the greatest opportunities and challenges for strategic account managers striving to help customers grow in China. Also, four key steps to competency for ... read more

The Chinese market represents both some of the greatest opportunities and challenges for strategic account managers striving to help customers grow in China. Also, four key steps to competency for SAMs are given. read less

The series "The keys to effective strategic account planning" continues with Key 5: Integrate and balance the account and opportunity planning processes. In authentic strategic relationships betwee... read more

The series "The keys to effective strategic account planning" continues with Key 5: Integrate and balance the account and opportunity planning processes. In authentic strategic relationships between customers and suppliers, it is important to be mindful that account plans and planning processes should extend partnerships and drive growth into the future. read less

Researchers Beth Rogers, Florian Kraus and George Yip, who work in the strategic account management area, summarize their presentation from the Strategic Account Management Association''s Pan-Europ... read more

Researchers Beth Rogers, Florian Kraus and George Yip, who work in the strategic account management area, summarize their presentation from the Strategic Account Management Association''s Pan-European Conference in March in Prague. Academic forum co-hosts Bernard Quancard, Hajo Rapp and Kaj Storbacka say that it is an obligation to further connect the realms of practitioners and academics so SAM knowledge increases worldwide. read less

Cameron Hyde reviews the new book Sales Eats First: How Customer-Motivated Sales Organizations Outthink, Out-Offer and Outperform the Competition by Noel Capon and Gary S. Tubridy. Hyde says that w... read more

Cameron Hyde reviews the new book Sales Eats First: How Customer-Motivated Sales Organizations Outthink, Out-Offer and Outperform the Competition by Noel Capon and Gary S. Tubridy. Hyde says that what comes through is that companies can design great things, innovate by thoughts and functions and revolutionize processes for breakthroughs, but without selling to the customer, all this sits gathering dust on the traditional or online shelf. read less

In Part 1 of "How the best become better: seven transformative questions for strategic account management," we shared what we learned about the first three of the seven questions paired with three ... read more

In Part 1 of "How the best become better: seven transformative questions for strategic account management," we shared what we learned about the first three of the seven questions paired with three compelling ideas that every aspiring SAM leader needs to explore. In Part 2 we address the remaining four questions. read less

Sustainability remains a core task for governments, society and business given the challenges caused by mega-trends such as urbanization, demographic change, climate change and globalization. Integ... read more

Sustainability remains a core task for governments, society and business given the challenges caused by mega-trends such as urbanization, demographic change, climate change and globalization. Integrating sustainability into corporate strategy is a huge opportunity to create value, from driving innovation toward energy and resource efficiency and providing solutions that help customers deal with their sustainability challenges to developing employees and maintaining a motivated, highly skilled workforce. read less

In presenting to and training global audiences, organizations'' experts often need translated documents and presentations. In an adapted excerpt from the book The Essential Guide to Training Global... read more

In presenting to and training global audiences, organizations'' experts often need translated documents and presentations. In an adapted excerpt from the book The Essential Guide to Training Global Audiences: Your Planning Resource of Useful Tips and Techniques by Renie McClay and LuAnn Irwin, they say that if materials must be translated, much expense can be saved by designing with translation in mind. read less

The Strategic Account Management Association recently asked some of its speakers for opinions about SAM matters. In this edition, we pose the question: Do you think SAM is gaining or losing importa... read more

The Strategic Account Management Association recently asked some of its speakers for opinions about SAM matters. In this edition, we pose the question: Do you think SAM is gaining or losing importance in the international and global market, and why? read less

Emerson Process Management won the Strategic Account Management Association''s award for 2012 program of the year. Steven A. Sonnenberg, president of Emerson Process Management, and John Gardner, E... read more

Emerson Process Management won the Strategic Account Management Association''s award for 2012 program of the year. Steven A. Sonnenberg, president of Emerson Process Management, and John Gardner, Emerson Process Management''s senior vice president of global strategic accounts, spoke to SAMA''s Bernard Quancard about organizational transformation for Part 1 of a two-part interview. read less

In this issue: Editor''s Corner; Quick Takes; Data Watch; The last competitive advantage (Strategic Reflections); How strategic account managers can help customers grow in China (and: Coaching is k... read more

In this issue: Editor''s Corner; Quick Takes; Data Watch; The last competitive advantage (Strategic Reflections); How strategic account managers can help customers grow in China (and: Coaching is key); Highlights from SAMA''s 48th Annual Conference; Sustainability at Siemens: a driver of success; Engaging the C-suite; Translating documents and presentations for international audiences; How human resources and sales can work together to forecast organizational needs; Event Calendar; The keys to effective strategic account planning: Key 5--Integrate and balance the account and opportunity planning processes; How the best become better: seven transformative questions for strategic account management--Part 2; Strategic account management''s importance; Mature literature for a mature profession; Key account management research: its state and focus areas; Where is global account management headed?; Organizational transformation at Emerson Process Management: Part 1 of an interview on 2012''s program of the year; Sales Eats First (Book Review) read less

Which strategic account managers would say that executive insight is an absolute requirement to successfully winning or keeping an account? A piece that grew out of aninitial post on LinkedIn by Le... read more

Which strategic account managers would say that executive insight is an absolute requirement to successfully winning or keeping an account? A piece that grew out of aninitial post on LinkedIn by Lee Demby of Boardroom Insiders Inc. discusses the query. read less