The SAMA Podcast
Strategic Account Management Association (SAMA)
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/.
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/.
Episodes
Mentioned books
Sep 23, 2024 • 40min
Political Entrepreneurs: Mastering The Art Of Strategic Account Management And Outside-In Selling With Ron Davis
Joining us on today's episode is Ron Davis, Executive Vice President and Global Head of Customer Management at Zurich Commercial Insurance. With over 30 years of experience in the industry, Ron has implemented customer management best practices across Zurich's commercial insurance business, making significant contributions to the field.Ron began his journey at Zurich in 2000 and has held various executive positions since then. He holds an MBA from Concordia University and a business degree from Carleton University, and his extensive experience spans across Europe, Canada, and the United States. Ron has also been involved with SAMA for many years, starting as a member of the SAMA’s Knowledge Committee, and then joining the Board of Directors in 2013. In 2015, Ron became a member of the Executive Committee of the Board of Directors.Join us as we explore Ron's valuable insights on the art of strategic account management and outside-in selling, touching on his involvement with the SAMA and his perspective on what makes a world-class strategic account manager.
Jun 12, 2024 • 39min
The End Of Competitive Advantage With Rita McGrath
Joining today’s episode is Rita McGrath, a bestselling author and distinguished faculty member at Columbia Business School, where she’s the Academic Director in Executive Education. Rita's groundbreaking book, The End of Competitive Advantage, challenged traditional thinking and offered a new playbook for navigating the ever-shifting business landscape. As a globally recognized expert in strategic management, Rita's work has been instrumental in helping organizations navigate the complex challenges of today's dynamic business environment. We are honored to welcome her, as Rita’s insights have been shaping the landscape of business strategy and innovation for decades.As we dive deep into this world of innovation and the evolving nature of competition, Rita shares her perspectives on how businesses can adapt and thrive in an era of constant change. Whether you're a seasoned executive, an aspiring entrepreneur, or someone passionate about staying ahead in the ever-changing business landscape, you won't want to miss this conversation.
Feb 25, 2024 • 24min
Strategic Account Management as a Business Initiative With Geoff Williams
Geoff Williams, longtime SAMA Board Member and Corporate Member, boasts a distinguished career in international sales and global strategic account management. Having shaped successful programs at Schneider Electric and Danfoss, Geoff’s new role as SAMA's interim CEO brings a clear and precise vision for the future of strategic account management.In this episode, Williams’ wealth of experience and wisdom shines bright as he unravels the intricacies of SAM's role as a true business initiative, providing valuable insights for both seasoned professionals and those new to the field. Tune in as Williams and host Harvey Dunham outline this initiative and discuss how successful SAMs can navigate the path to sustainable customer relationships.
18 snips
Oct 10, 2023 • 34min
Heroes, Villains, And The Thrill Of Professional Selling With Adrian Davis
Adrian Davis, President & CEO of Whetstone Inc. and author on sales storytelling, brings the hero's journey to selling. He explores aligning sales to buyer readiness. He explains using movie genres to frame client interactions. He outlines discovery techniques, storytelling templates, and the strategic account manager as the mentor who helps customers become the hero.
May 9, 2023 • 31min
Growing And Managing Global Customers With Noel Capon
In today's interconnected global economy, organizations need to move beyond the geographic-area model that is proving inadequate for customers that operate globally. To address this challenge, organizations must design an organizational structure that interfaces more effectively with their global accounts, including providing support to global account managers (GAMs).In our latest episode, host Harvey Dunham discusses Global Account Management with Noel Capon, the R.C. Kopf Professor of International Marketing at Columbia Business School. As one of the world's leading marketing educators and a global leader in strategic and global account management, Capon also talks about his new executive education program at Columbia Business School, "Growing and Managing Global Customers." The program is designed to help mid- to senior-level professionals in key, strategic, global, or corporate account management, international sales, or business development optimize their global accounts.
May 2, 2023 • 31min
Unlocking The Hidden Pipeline With Dave Irwin
Join Dave Irwin, Founder and CEO of Polaris I/O, as he discusses unlocking the potential of strategic accounts. He emphasizes the value of viewing key accounts as unique markets and the importance of co-creation in buyer journeys. Together with Denise Freier, they tackle the challenges of information overload and the need for effective collaboration in account management. Post-COVID strategies for solidifying relationships and enhancing efficiency are also explored, showcasing innovative tools to revolutionize sales approaches.
Apr 30, 2023 • 32min
Getting Into The Head Of Decision Makers With Business Brainz
Every SAM dreams of having customized insights that identify, eliminate, and replace flaws in the delivery process with in-depth solutions. Finding the bandwidth to make that a reality — that’s a different story. However, that’s exactly what Prajwal Gadtaula, founder of Business Brainz, promises to deliver — a bespoke market research firm that does all the deep-dive analysis that your sales and marketing team wished they had time for. Join host Harvey Dunham as he speaks with “Praj” about his journey, his vision, and the future of account-based marketing.
Apr 19, 2023 • 29min
The Exponential Value Of CSAM Certification With Max Walker
Any organization aiming to create a world-class SAM organization wants to see great results on growth, profitability, and customer satisfaction. SAMA has shown to deliver on these. Today’s extra special episode welcomes Max Walker, Director of Strategic Account Management – EMEA at Medtronic, as he illuminates why he’s such an evangelist for SAMA's Certified Strategic Account Manager (CSAM) program and why the training represents the highest mark of professional development achievement for strategic and key account managers.Max’s infectious passion and firsthand endorsements are a testament to the return on investment in our CSAM program, where graduates emerge with the skill set, mindset, and behaviors to build lasting, mutual growth with strategic customers and create transformational relationships that go beyond the product. Join this conversation and learn more about the CSAM certification program and how you can reap the exponential value it can provide.
Mar 19, 2023 • 28min
The Extraordinary SAM: How To Build Stronger Customer Relationships Through the Lens Of Diversity, Equity, Inclusion, & Belonging With Joe Machicote
Joe Machicote, Chief Diversity and Inclusion Officer at Premier, Inc., shares his inspiring journey as a leadership coach and speaker. He emphasizes the power of embracing diversity, equity, inclusion, and belonging to build stronger customer relationships. Joe discusses how personal accountability and a positive mindset can drive organizational success and enhance teamwork. He highlights the importance of self-awareness and integrity in transforming sales account management while showcasing how meaningful connections foster belonging in all environments.
Mar 19, 2023 • 32min
Level Up: SAMA's Certified Strategic Account Manager Program With Libby Souder
There are a lot of nuances in industries. Yet engaging with your most strategic customers is the same across the board despite these nuances, and that's the beauty of the Strategic Account Manager. SAMA's Certified Strategic Account Manager (CSAM) program represents the highest mark of achievement when it comes to professional development for strategic and key account managers. Join Libby Souder, SAMA’s Director of Knowledge, Training, and Certification, as she extols the virtues and value of our world-class CSAM program and hear how it provides graduates with the skill set and mindset to build lasting, mutual growth with their strategic customers.
