Examples of where hackers have targeted the weakest link in the supply chain, and why suppliers need to constantly review their exposure to cybersecurity risks read more

Examples of where hackers have targeted the weakest link in the supply chain, and why suppliers need to constantly review their exposure to cybersecurity risks read less

CXM (customer experience management) systems trigger workflows on a real-time basis for account teams to take time-critical action to service clients effectively, stay ahead of the competition and ... read more

CXM (customer experience management) systems trigger workflows on a real-time basis for account teams to take time-critical action to service clients effectively, stay ahead of the competition and be consultative. read less

The transition to virtual selling and the creation of a novel hybrid sales model that incorporates both virtual and face-to-face interactions read more

The transition to virtual selling and the creation of a novel hybrid sales model that incorporates both virtual and face-to-face interactions read less

The results of research into which of four organization forms – hierarchical, matrix, entrepreneurial and liquid – fare best during turbulent times. read more

The results of research into which of four organization forms – hierarchical, matrix, entrepreneurial and liquid – fare best during turbulent times. read less

A preview of articles contained in the issue read more

A preview of articles contained in the issue read less

"Adapted from “The next normal arrives: Trends that will define 2021—and beyond,” by Kevin Sneader, Global Managing Partner, New York, and Shubham Singhal, Healthcare Global Leader, Senior Partner,... read more

"Adapted from “The next normal arrives: Trends that will define 2021—and beyond,” by Kevin Sneader, Global Managing Partner, New York, and Shubham Singhal, Healthcare Global Leader, Senior Partner, Detroit, McKinsey, Jan. 4, 2021" read less

According to SAMA's recent survey of SAMs, SAM program leaders and L&D specialists working in SAM, the value of having a strategic accounts program has never been higher. read more

According to SAMA's recent survey of SAMs, SAM program leaders and L&D specialists working in SAM, the value of having a strategic accounts program has never been higher. read less

Winter 2021 Issue read more

Winter 2021 Issue read less

Fall 2020 Issue read more

Fall 2020 Issue read less

A preview of articles contained in the issue read more

A preview of articles contained in the issue read less

Research has demonstrated that four issues have reduced the liquidity of strategic account management teams: non-usage of teams, function specialization, lack of strategic scaling of the sales func... read more

Research has demonstrated that four issues have reduced the liquidity of strategic account management teams: non-usage of teams, function specialization, lack of strategic scaling of the sales function and lack of technology adoption. read less

An interview with a former CFO on how companies make investment decisions. read more

An interview with a former CFO on how companies make investment decisions. read less

Lessons from the U.S. military in effective negotiation under extreme pressure that also apply in the business world. read more

Lessons from the U.S. military in effective negotiation under extreme pressure that also apply in the business world. read less

Several very important (and generally misunderstood) ways that the meeting and the message change in the C-suite environment. read more

Several very important (and generally misunderstood) ways that the meeting and the message change in the C-suite environment. read less

The SAM needs to be recognized as a thought leader in developing partnerships not only with the client but also with talent in their supply chain. read more

The SAM needs to be recognized as a thought leader in developing partnerships not only with the client but also with talent in their supply chain. read less

How AVI-SPL re-engineered its customers' experience by leveraging digital technologies to enable its customers to make agile decisions in the short term and trust in the value of its partnership in... read more

How AVI-SPL re-engineered its customers' experience by leveraging digital technologies to enable its customers to make agile decisions in the short term and trust in the value of its partnership in the long term. read less

How AVI/SPL launched a GAM program through considering “the Amazon effect” on buying expectations, regardless of where in the world or what type of services are being purchased. read more

How AVI/SPL launched a GAM program through considering “the Amazon effect” on buying expectations, regardless of where in the world or what type of services are being purchased. read less

How Wajax built a SAM program that leverages all its capabilities and offers the customer a single-source solution, a unified value proposition and a consistent customer experience. read more

How Wajax built a SAM program that leverages all its capabilities and offers the customer a single-source solution, a unified value proposition and a consistent customer experience. read less

How Schneider Electric elevated its SAM program through creating roadmaps of its customer organizations’ underlying power structures to build meshed relationships at all levels of both organizations. read more

How Schneider Electric elevated its SAM program through creating roadmaps of its customer organizations’ underlying power structures to build meshed relationships at all levels of both organizations. read less

Adapted from an article on hbr.org that offers several pieces of advice to keep closing deals in an unprecedented time. read more

Adapted from an article on hbr.org that offers several pieces of advice to keep closing deals in an unprecedented time. read less