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Tag: Stakeholder Management

Strategic account manager skills and competencies, Technology

The Future of SAM – Revisited

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post.      

The future is now.

After 14 months of chaos, now is the time for SAMs to learn from the past and prepare for the future. Regardless of the organization we work at, we could be outspent, out resourced or out marketed but we do have the opportunity to outthink our competition. The challenge is to visualize what that future will look like.

Over the past 12 months, SAMA has established a knowledgeable point of view based on hundreds of webinars, the SAMA Experts Council and countless interviews with members. From all this, we stress tested long-held views about strategic account management. We acquired real-time, relevant insight from the world’s best practitioners and thought leaders in the SAMA community.

Panelists: the three experts of SAM

  • Karen Passmore is Partner at the management consulting firm McKinsey and Company where she works on organizational design and go-to-market strategies with a focus on breaking down organizational silos. She also works on sales effectiveness and has recently done some innovative work around omni-channel excellence.
  • Frédérick Kahn is Global Vice President of Sales at Wavelength Pharmaceuticals. He is a savant in bringing SAM programs to life, revitalizing SAM programs and helping get the most out of a SAM program from a structure and talent perspective. On a global scale, he’s worked for Hovione, Lonza and other private equity and venture capital organizations.
  • Kaj Storbacka is a professor at Hanken School of Economics in Helsinki and Founder of Market Shaping Lab. He has served on the board of directors at SAMA. He’s a global thought leader around business-model innovation, market design and disruption. He’s authored more than a dozen books and is a frequent guest speaker around the globe for corporations, executive education and various industry communities.
Continue reading “The Future of SAM – Revisited” →
August 24, 2021December 1, 2021customer-centricity, Digitalization, Future of SAM, SAM skills, Stakeholder ManagementLeave a comment
Podcast, Strategic account manager skills and competencies, Technology

Creating meshed relationships: A conversation with Arpedio co-founder Ulrik Monberg

If you aren’t building and maintaining deep, wide relationships inside your strategic accounts, you’re in trouble. We talk to the co-founder and CEO of Arpedio about the importance of creating meshed relationships with your strategic customers.

Listen to this episode of The SAMA Podcast here.

July 9, 2020March 31, 2022Interpersonal relationship skills, Multifunctional account team leadership, Relationship Mapping, Stakeholder Management1 Comment

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