Key findings from a recent study of B2B suppliers and the effects of the pandemic on their business and the changing expectations of customers. read more

Key findings from a recent study of B2B suppliers and the effects of the pandemic on their business and the changing expectations of customers. read less

A preview of articles contained in the Velocity issue. read more

A preview of articles contained in the Velocity issue. read less

Lessons learned as a sector head at global logistics company DHL on the morning of Sept. 11, 2001 are shared by SAMA's Director of Customer Solutions Chris Jensen in an interview with SAMA's Edit... read more

Lessons learned as a sector head at global logistics company DHL on the morning of Sept. 11, 2001 are shared by SAMA's Director of Customer Solutions Chris Jensen in an interview with SAMA's Editor-in-Chief Nicolas Zimmerman. read less

A conversation between Whetstone’s Adrian Davis and SAMA’s Harvey Dunham about engaging customers and prospects through their perception of value, through helping them "tell themselves a strong sto... read more

A conversation between Whetstone’s Adrian Davis and SAMA’s Harvey Dunham about engaging customers and prospects through their perception of value, through helping them "tell themselves a strong story, a heroic story, where they're then pulling us in as resources to help them achieve the possible." read less

SAMs who have the ability to truly “connect” beyond their knowledge and create authentic alignment with all of their key stakeholders will lead their organizations and their customers’ organization... read more

SAMs who have the ability to truly “connect” beyond their knowledge and create authentic alignment with all of their key stakeholders will lead their organizations and their customers’ organizations to new levels of unprecedented performance. The new SAM CO is a term for a SAM who has mastered the five basic “Co”s for COnnection, COnsciousness, COherence, COllaboration, and COmmitment. read less

CEOs and SAMs frequently face the same challenges of greater innovation and maximizing the synergies of the larger organization, so there may be opportunity to leverage some of the behaviors and m... read more

CEOs and SAMs frequently face the same challenges of greater innovation and maximizing the synergies of the larger organization, so there may be opportunity to leverage some of the behaviors and mindsets of CEOs within the world of the SAM. This article includes a framework that helps SAMs view account challenges in a more business-centric manner. read less

Insights to help SAMs ask smarter questions, have more productive conversations with administrators of integrated delivery networks (IDNs) and position themselves as trusted partners in improving h... read more

Insights to help SAMs ask smarter questions, have more productive conversations with administrators of integrated delivery networks (IDNs) and position themselves as trusted partners in improving health care delivery. read less

An exploration of five practical disciplines to ensure that SAMs, and SAM programs, retain their strategic focus and effectiveness. read more

An exploration of five practical disciplines to ensure that SAMs, and SAM programs, retain their strategic focus and effectiveness. read less

Five steps to developing situational fluency, the ability to diagnose the customer situation, select the right message for that specific moment, and execute that message with panache. read more

Five steps to developing situational fluency, the ability to diagnose the customer situation, select the right message for that specific moment, and execute that message with panache. read less

This real-life case study of Herrmann Ultraschall GmbH's SAM journey from its early beginnings up to the present provides a methodology for assessing an optimal level of customer-centricity and th... read more

This real-life case study of Herrmann Ultraschall GmbH's SAM journey from its early beginnings up to the present provides a methodology for assessing an optimal level of customer-centricity and the best way for integrating the SAM organization into the matrix organization. read less

Recent research has identified some critical competencies, skills and characteristics that drive high performance outcomes in account management roles. This research underlines the vital capabilit... read more

Recent research has identified some critical competencies, skills and characteristics that drive high performance outcomes in account management roles. This research underlines the vital capabilities and talent that women bring to the account manager role, aligning with the more connected, complex and competitive market of today. read less

Consistently generating novel and valuable ideas and actions for increased innovation requires zeroing in on a specific customer challenge and integrating the daily use of six creative thinking wor... read more

Consistently generating novel and valuable ideas and actions for increased innovation requires zeroing in on a specific customer challenge and integrating the daily use of six creative thinking workouts as repeatable, everyday habits. read less

Two Powerful Ways Managers Can Curb Implicit Biases. read more

Two Powerful Ways Managers Can Curb Implicit Biases. read less

Communicating with teams, stakeholders, and communities during Covid-19. read more

Communicating with teams, stakeholders, and communities during Covid-19. read less

Full issue of Spring 2020 Velocity read more

Full issue of Spring 2020 Velocity read less

Techniques for improving our decision-making prowess read more

Techniques for improving our decision-making prowess read less

The signals you send about your organization’s culture throughout the recruiting process may be alienating rather than attracting women applicants read more

The signals you send about your organization’s culture throughout the recruiting process may be alienating rather than attracting women applicants read less

Divergent thinking explores possibilities, incorporates key trends and connects the dots between your customer’s abilities and the future your customer wants. It is best suited for when you need to... read more

Divergent thinking explores possibilities, incorporates key trends and connects the dots between your customer’s abilities and the future your customer wants. It is best suited for when you need to convince your customer that a thorny business problem is actually worth addressing or that a business opportunity is worth pursuing. read less

What suppliers can do to make themselves indispensable to their strategic customers' digital transformation journeys. read more

What suppliers can do to make themselves indispensable to their strategic customers' digital transformation journeys. read less