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

Quick Takes

This regular column includes synopses of timely, relevant articles in the strategic account management arena: Robert S. Kaplan, "Top executives need feedback--here''s how they can get it," McKinse... read more

Author(s):Jordan Cohen, Harvard Business Review, Dec. 16, 2003; Mohamed Boubekri, Ivy N. Cheung, Kathryn J. Reid, Chia-Hui Wang, Phyllis C. Zee, Journal of Clinical Sleep Medicine, Vol. 10, Issue 6 Publication Date: Oct. 1, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

How SAM Helped a "Small" Swiss Company Grow Globally

A SAM shares what he learned about starting a SAM/GAM program at a “small” company company. share some of what I’ve learned about starting a SAM/GAM program at a “small” company read more

Author(s):Dev Sharma, Vice President of Strategic Account Management, MCI and Nicolas Zimmerman, editor, Velocity Publication Date: Oct. 1, 2014 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine

Velocity� e-book (winter 2012 edition)

Indecision and "no decision" are killing your opportunities. In fact, companies report that 50 to 80 percent of pipeline, including "finals" presentations, end with your customer choosing to stick ... read more

Author(s):SAMA Publication Date: Sept. 16, 2014 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Strategic Reflections: Using Technology to Improve Customer Collaboration and Value Creation

The founder and CEO of Valkre Solutions talks about the need for an end-to-end technology platform that enagles the every step of the strategic value co-creation process. read more

Author(s):Jerry Alderman, Founder and CEO, Valkre Solutions Publication Date: May 23, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 2, 2014 (cover: Celebrating 50 Years…From best practice to next practice)

This is the complete spring 2014 edition of Velocity magazine. read more

Author(s):SAMA Publication Date: May 23, 2014 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Leading Transformational Change Through SAM: Varian Medical Systems Australasia: A Case Study

This article is excerpted from the authors'' new book, Managing B2B customers you can’t afford to lose: How to create joint value with your strategic accounts, out May 5 from Bennelong Publishing. read more

Author(s):Peter Browne and Gary Peacock, Managing Partners, Bennelong Group International, and Chris Cowley, Managing Director, Varian Medical Systems Australasia Publication Date: May 23, 2014 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

How One Global Technology Firm Co-creates Value With its Customers Through its Strategic Account Managers

The following article is based on hours of conversations, over the course of several weeks, between the author and a strategic account manager and his boss at a large global technology company. read more

Author(s):Francis Gouillart, President and Co-Founder, Experience Co-Creation Partners (ECCP) Publication Date: May 23, 2014 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

The Keys to Effective Strategic Account Planning: Key 7: Develop and Implement a Proactive Strategy to Grow the Account

This is part 7 in the article series, "The Keys to Effective Strategic Account Planning." read more

Author(s):Steve Andersen, President and Founder, Performance Methods, Inc. Publication Date: May 23, 2014 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Message in a Bottle: A Three-Hour Tour

This archival story includes recollections of SAMA''s early days from Edward K. Walsh, an American Can Co. executive who served as SAMA (then the National Account Marketing Association) board presi... read more

Author(s):Ed Walsh, former SAMA president Publication Date: May 23, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Strategic Reflections: The Limits of the Latest Selling Technique: The Challenger Sale

SAMA President & CEO Bernard Quancard highlights the critical differences between The Challenger Sale and SAMA''s strategic value co-creation process. read more

Author(s):Bernard Quancard, CEO, SAMA Publication Date: May 23, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Quick Takes

This edition of Quick Takes features short pieces on work/life balance and the perils of having a bad sense of humor. read more

Author(s):SAMA Publication Date: May 23, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine

Compass Group PLC: Tasting the Success of Co-created Customer Value (Part Three)

At SAMA''s Pan-European Conference on March 11 in Berlin, Compass Group PLC received a SAMA Excellence Award for co-creating customer value. The award was based on a case study by Compass Group''s ... read more

Author(s):Marco Retel, Compass Group PLC, and Edmund Bradford, Market2win Ltd. Publication Date: May 23, 2014 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Creating Customer Value at a Global Enterprise that has Multiple Business Units: Part 3 of an interview with DHL Chief Commercial Officer William H. Meahl

This is part three of an interview with DHL Chief Commercial Officer William F. Meahl read more

Author(s):Bernard Quancard, SAMA; William F. Meahl, DHL Publication Date: May 23, 2014 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Companies spending more to grow strategic account management programs

Compensation for strategic account management professionals is evolving to better align with business objectives and strategic account goals. read more

Author(s):Jonathan Ezer, former consultant with ZS Associates and Founder of Kindea Labs Publication Date: Jan. 9, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Editor''s Corner

A preview of the issue''s contents read more

Author(s):Nicolas Zimmerman, SAMA Publication Date: Jan. 9, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

More than the sum of your parts: customer value at a global enterprise that has multiple business units

DHL''s William F. Meahl gave a keynote speech at SAMA''s 49th Annual Conference. Afterward he spoke to Bernard Quancard about creating customer value at a global enterprise that has multiple busine... read more

Author(s):Bernard Quancard, SAMA and William F. Meahl, DHL Publication Date: Jan. 9, 2014 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Time to abolish outdated "hunter" and "farmer" sales roles

A history of the terms “hunter” and “farmer” as they relate to sales, and an argument that the terms are badly outdated and should be relegated to history’s dustbin. read more

Author(s):Elisabeth Cornell, Research General Manager, SAMA Publication Date: Jan. 9, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine

Velocity� Magazine e-book (spring 2011 edition)

Manolla Wilbaut and Fathi Tlatli, both of DHL Customer Solutions and Innovation and ICHEC Brussels Management School, ask whether new information technologies are friends or enemies of today''s glo... read more

Author(s):SAMA Publication Date: Jan. 9, 2014 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Book Review

Review of a book in a class by itself in the world of sales books because it deals with THE most pressing issue strategic account managers are facing today: procurement-driven commoditization. read more

Author(s):Reviewed by Chris Jensen, DHL Customer Solutions & Innovation Publication Date: Jan. 9, 2014 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Velocity Magazine Article

Velocity Issue 1, 2014 (cover: Co-creating value: hard work, HUGE upside)

A preview of the issue''s contents read more

Author(s):SAMA Publication Date: Jan. 9, 2014 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
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Search Results: 418