Your strategic customers are the fuel that keeps a business running. Without their trust, partnership and purchasing power, the technical superiority of your products and services would go to waste. Therefore, understanding how to build and grow your strategic customer relationships is paramount. Strive to become their trusted advisor by making sure your products and solutions address their business problems.
The goal: To become an essential company that your customers cannot afford to lose. Learn how to bring your strategic account management to the next level, here on The SAMA Podcast. This show breaks down valuable and straightforward advice for strategic account managers, senior sales leaders, and Learning & Development professionals working with key accounts.
Tune in to hear the smartest people working in B2B today. Gather the necessary tools and resources for improving relationships with your key customers. Listen to experts who reveal well-kept secrets for forging strong connections with your target market. Draw eyes on your business by going beyond enticing offers and providing reliable customer service. Every episode invites you to evaluate your audience, analyze their purchasing behavior, and understand to their decision-making processes.
This podcast is powered by the Strategic Account Management Association (SAMA). SAMA is the largest organization specifically dedicated to strategic customer relations. The nonprofit community brings together the world’s foremost companies and thought leaders in key account management. They aim to bridge the theoretical and the practical by showcasing SAMA’s most valuable asset: idea sharing. Get a taste of the organization’s customized training, assessment methods, and world-class research in this show. We're here to help improve your strategic account management skills.
Join our hosts as they sit down with industry leaders from around the world and across industries. They share insights, tactics and perspectives to make this practice rewarding. They prove that success in strategic account management is possible with the right tools, guidance and sales enablement. Hear their highs and lows and learn how they overcame every roadblock. Receive their overall approach to life as corporate professionals.
Maximize your resources and improve your craft continuously so you become essential to your clients. In today’s highly competitive market, it's important to establish your reputation by letting your customers speak on your behalf. Good strategic account management attracts good clients and results in good business transactions. Start deepening those customer relationships and set the course of your business straight towards success.
Discover what it takes to become irreplaceable and one of a kind, here on The SAMA Podcast. Start listening today at https://strategicaccounts.org/.
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Your strategic customers are the fuel that keeps a business running. Without their trust, partnership and purchasing power, the technical superiority of your products and services would go to waste. Therefore, understanding how to build and grow your strategic customer relationships is paramount. Strive to become their trusted advisor by making sure your products and solutions address their business problems.
The goal: To become an essential company that your customers cannot afford to lose. Learn how to bring your strategic account management to the next level, here on The SAMA Podcast. This show breaks down valuable and straightforward advice for strategic account managers, senior sales leaders, and Learning & Development professionals working with key accounts.
Tune in to hear the smartest people working in B2B today. Gather the necessary tools and resources for improving relationships with your key customers. Listen to experts who reveal well-kept secrets for forging strong connections with your target market. Draw eyes on your business by going beyond enticing offers and providing reliable customer service. Every episode invites you to evaluate your audience, analyze their purchasing behavior, and understand to their decision-making processes.
This podcast is powered by the Strategic Account Management Association (SAMA). SAMA is the largest organization specifically dedicated to strategic customer relations. The nonprofit community brings together the world’s foremost companies and thought leaders in key account management. They aim to bridge the theoretical and the practical by showcasing SAMA’s most valuable asset: idea sharing. Get a taste of the organization’s customized training, assessment methods, and world-class research in this show. We're here to help improve your strategic account management skills.
Join our hosts as they sit down with industry leaders from around the world and across industries. They share insights, tactics and perspectives to make this practice rewarding. They prove that success in strategic account management is possible with the right tools, guidance and sales enablement. Hear their highs and lows and learn how they overcame every roadblock. Receive their overall approach to life as corporate professionals.
Maximize your resources and improve your craft continuously so you become essential to your clients. In today’s highly competitive market, it's important to establish your reputation by letting your customers speak on your behalf. Good strategic account management attracts good clients and results in good business transactions. Start deepening those customer relationships and set the course of your business straight towards success.
Discover what it takes to become irreplaceable and one of a kind, here on The SAMA Podcast. Start listening today at https://strategicaccounts.org/.
Prajwal Gadtaula discusses how Business Brainz can make all the deep-dive analysis for your business that your sales and marketing team wished they had time for.
Libby Souder, SAMA's Director of Knowledge, Training, and Certification, extols the virtues of the CSAM program to build mutual growth with strategic customers.
Learn how to build stronger customer relationships through diversity, equity, inclusion & belonging in this episode with Chief Diversity Officer Joe Machicote.
The global COVID pandemic and subsequent supply chain issues have dramatically changed how SAMs (Strategic Account Managers) do their jobs. We in the SAM community and SAMA know this, as much has been discussed about how SAM’s lives have changed.
However, these same forces affected Procurement/Purchasing professionals too, which begs the question:
How have procurements’ lives changed?
How have procurements’ expectations of SAMs changed?
What do SAMs and their companies need to do to adapt?
Find the answers to these probing questions and more by listening to the conversation between Harvey Dunham and Martyn Lewis, a leading expert on the Procurement/SAM dynamic. Their lively conversation will bring you up to speed on the current state of play from the procurement point of view and give you very practical suggestions on how to play and win by the new rules.
When customers win, suppliers win. But what does that mean in pratice? Join Harvey Dunham and Denise Freier as they hear the story of how Gus Maikish capped off his career at IBM by orchestrating an incredible turnaround in a newly created position as the Managing Director of his global strategic account globally. Learn how Gus prepared his whole career for this opportunity and learned his lessons well. To contextualize Gus's many achievements, Noel Capon, R.C. Kopf Professor of International Marketing at Columbia University in NYC, puts into perspective the importance of Gus's work and how his experience has given rise to new insights into the acumen of what a great SAM needs to master and deploy.
How do you take care of your most important customers? Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it. If you are new to strategic account management, you will quickly realize that the principles and experiences Richard and David share in the podcast and their book apply to any company and newly appointed SAM Program Leader.
What does key account management look like in a major educational institution? We find out with host Harvey Dunham as he takes Liz Pettinger, the Director of Key Account Management and Operations at Bellevue University on to the show. Liz explains what she’s working on, what kind of environment she’s working in, and why strategic account management is the right approach for it. Being the only SAMA client who works in higher education, Liz gives us a unique perspective on the interesting interplay of B2B and B2C aspects of key account management in the context of higher education, corporate learning and development, career development, and succession planning. She also explains how SAMA has helped her team refine its processes and build more meaningful relationships with its clients.
Rather than thinking about what you could do, think about what you have done. Where do you feel you’ve made the greatest impact out of everything you have done? The Congruity Group leader Betsy Westhafer found her forte when she realized that Customer Advisory Boards were her strongest suit. She sits with Denise Freier to tap into the undeniable power of the Customer Advisory Boards. She talks about how she started in the field and became so passionate about CABs. Learn more as Betsy shares with us the best practices for designing strategic CABs and the pitfalls to avoid in executing them.
SAMA CEO Denise Freier sits down with Sharon Birkman, CEO of Birkman International, the behavioral and occupational assessment company. They discuss how Birkman's methodology for measuring personality can help SAMs achieve higher performance by giving them a better understanding of interpersonal dynamics affecting their interactions with their teams and their customers. Sharon Birkman's new book is called "Creatures of Contact: Why You Need More Than Just a Personality Test."
COVID has been a huge accelerator of digital marketing generally and account-based marketing specifically. In this episode, three experts in both strategic account management and marketing talk about how ABM is quickly becoming central to companies’ engagement model for their largest and most complex accounts. Guests are Dominique Côté (Cosawi), Kate Burda (Kate Burda & Company) and Jerry Alderman (Valkre).
Our guest this episode shares what she's learned after surmounting a trifecta of challenges over the past ~18 months, any ONE of which might have tripped up a lesser professional: being a newly minted strategic account manager, joining a new company, and striving to elevate her company's relationship with a new strategic account – and doing it all during COVID times. Mallory Cowell is a senior national account manager at LP Building Solutions, and she shares what she's learned about building political capital internally, fighting for mindshare with her customer and the art of having difficult conversations.
Your strategic customers are the fuel that keeps a business running. Without their trust, partnership and purchasing power, the technical superiority of your products and services would go to waste. Therefore, understanding how to build and grow your strategic customer relationships is paramount. Strive to become their trusted advisor by making sure your products and solutions address their business problems.
The goal: To become an essential company that your customers cannot afford to lose. Learn how to bring your strategic account management to the next level, here on The SAMA Podcast. This show breaks down valuable and straightforward advice for strategic account managers, senior sales leaders, and Learning & Development professionals working with key accounts.
Tune in to hear the smartest people working in B2B today. Gather the necessary tools and resources for improving relationships with your key customers. Listen to experts who reveal well-kept secrets for forging strong connections with your target market. Draw eyes on your business by going beyond enticing offers and providing reliable customer service. Every episode invites you to evaluate your audience, analyze their purchasing behavior, and understand to their decision-making processes.
This podcast is powered by the Strategic Account Management Association (SAMA). SAMA is the largest organization specifically dedicated to strategic customer relations. The nonprofit community brings together the world’s foremost companies and thought leaders in key account management. They aim to bridge the theoretical and the practical by showcasing SAMA’s most valuable asset: idea sharing. Get a taste of the organization’s customized training, assessment methods, and world-class research in this show. We're here to help improve your strategic account management skills.
Join our hosts as they sit down with industry leaders from around the world and across industries. They share insights, tactics and perspectives to make this practice rewarding. They prove that success in strategic account management is possible with the right tools, guidance and sales enablement. Hear their highs and lows and learn how they overcame every roadblock. Receive their overall approach to life as corporate professionals.
Maximize your resources and improve your craft continuously so you become essential to your clients. In today’s highly competitive market, it's important to establish your reputation by letting your customers speak on your behalf. Good strategic account management attracts good clients and results in good business transactions. Start deepening those customer relationships and set the course of your business straight towards success.
Discover what it takes to become irreplaceable and one of a kind, here on The SAMA Podcast. Start listening today at https://strategicaccounts.org/.
