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.

[Clear All]

Search

Search Results: 418

Velocity Magazine Article

Driving global energy transition through SAM: Supporting power utilities customers in their international growth strategy

How SAMs and account management in utilities are transforming along with transitions in the electric power industry read more

Author(s):Alexander Kotschi, Vice President Key Account Management, Power Utilities, Siemens Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Building & Implementing a Negotiation Strategy & Process

A case study of Sonoco's turning the so-called "soft skill" of negotiation into a hard skill that permeates the Sonoco culture read more

Author(s):Carrie Welles, Partner, Think! Inc. / 5600blue,and Kelley Curtin,Director of Knowledge, Think! Inc./5600blue Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Salvaging a customer relationship with the power of SAM: an inspirational turnaround

How alignment served to benefit a Customer's performance and production, while enhancing the supplier's credibility in the marketplace read more

Author(s):Willie Paisley, Strategic Account Manager, Aggreko Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Initiating a SAM program in a century-old global organization

How a new employee in an industry new to her initiated a SAM program in a well-established, large, complex organization read more

Author(s):"Jane McGinty, manager, Industrial Air Filtration (IAF) Strategic Accounts, Donaldson Company, interviewed Denise Freier, SAMA president and CEO " Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Integrating customer feedback and insights into account planning

The importance of including all customer feedback as an aid to collaboration by the account team, management and with the customer thermselves is explained. read more

Author(s):Dennis J Chapman Sr., Founder & CEO, The Chapman Group Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Aligning the company behind the SAM account strategy

Tactics for marshalling a company's resources for the good of the customer read more

Author(s):Eric Pinard, Owner, Business Mentor Consulting Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

What Great Account Planning Looks Like: A conversation with Denise Juliano, Group Vice President of Life Sciences, Premier, Inc.

The importance of culture, organization and team–as well as individual alignment–is discussed. read more

Author(s):Steve Andersen, President and Founder, Performance Methods, Inc. Publication Date: May 10, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Quick Takes: Break your bad work habits and increase productivity today

Four strategies to break bad habits and become more productive read more

Author(s):Mike Schultz, President, RAIN Group Publication Date: Jan. 7, 2019 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Starting a program from scratch at a disruptive healthcare company

How SAMA impacted a healthcare company in creating a business model that offsets the costs of having good payers and bad payers. read more

Author(s):Iqbal Shariff, President, Best Home Healthcare Network Publication Date: Jan. 7, 2019 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Velocity Issue 1 , 2019

Author(s):SAMA Publication Date: Dec. 14, 2018 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Pricing large deals

Insights into the capabilities and tools that help to win large deals profitably read more

Author(s):"Andreas Hinterhuber, Partner, Hinterhuber & Partners" Publication Date: Dec. 14, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Data Watch: Dialing in perfect B2B pricing

Selected results of a survey on the pricing capabilities of top performing firms read more

Author(s):"Bain and Company" Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Quick Takes: How to be creative when you're feeling stressed

Tips from a time management coach on creativity read more

Author(s):Elizabeth Grace Saunders, hbr.org, Nov. 29, 2018 Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Creative thinking

An explanation of the thought processes underlying creativity and tips for brainstorming. read more

Author(s):"Mick Carroll, PhD, Founder, BetterThink" Publication Date: Dec. 14, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

How to survive and thrive in the age of artificial intelligence

An examination of the role of artificial intelligence in SAM read more

Author(s):" Jennifer Stanley, Partner, McKinsey & Company" Publication Date: Dec. 14, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Is pricing killing your profits?

How the top performing B2B firms set and get the right price. read more

Author(s):"Ron Kermisch, Partner, Bain and Company and David Burns, Partner, Bain and Company" Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Data Watch: Factors influencing alignment of SAM talent for strategic account performance

Sample findings from SAMA Research's 49-page Top-Line Report on factors that may affect the efforts and performance of a SAM with strategic customers. read more

Author(s):Joel Schaafsma, General Manager SAMA Research, SAMA Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Book Review: The front-line sales manager - Field general

Review of a book exploring the role of the front line sales manager in sales success read more

Author(s):Noel Capon, Gary Tubridy, Florin Mihoc; Reviewed Hajo Rapp Publication Date: Dec. 14, 2018 Price: Non-Member - 0.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Velocity Issue 3 , 2018

Author(s):SAMA Publication Date: Sept. 10, 2018 Price: Non-Member - 25.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder
Velocity Magazine Article

Driving cultural change through outstanding internal branding

Pfizer established online and face-to-face "Center of Excellence" hubs to provide leadership, expertise, guidance and internal support for the SAM initiative. read more

Author(s):Geoff Quinn, Director, Key Account Management Centre of Excellence, Pfizer Publication Date: Sept. 10, 2018 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00
Login to purchase resources or add them to your folder

Search Results: 418