fast.wistia.net
Open in
urlscan Pro
2a04:4e42:400::622
Public Scan
Submitted URL: https://www.strategicaccountstoday.com/go/r/10/b/119/t/24234855/e/626852/u/10988030/vf/aSX139DXpeoxQrG
Effective URL: https://fast.wistia.net/embed/channel/7zfqisowx1
Submission: On April 06 via api from US — Scanned from DE
Effective URL: https://fast.wistia.net/embed/channel/7zfqisowx1
Submission: On April 06 via api from US — Scanned from DE
Form analysis
0 forms found in the DOMText Content
The SAMA Podcast Play 28 Min THE EXTRAORDINARY SAM: HOW TO BUILD STRONGER CUSTOMER RELATIONSHIPS THROUGH THE LENS OF DIVERSITY, EQUITY, INCLUSION, & BELONGING WITH JOE MACHICOTE Learn how to build stronger customer relationships through diversity, equity, inclusion & belonging in this episode with Chief Diversity Officer Joe Machicote. 31 Min LEVEL UP: SAMA'S CERTIFIED STRATEGIC ACCOUNT MANAGER PROGRAM WITH LIBBY SOUDER Libby Souder, SAMA's Director of Knowledge, Training, and Certification, extols the virtues of the CSAM program to build mutual growth with strategic customers. 30 Min MENTAL HEALTH IN SALES WITH JEFF RISELEY 23 Min GLOBAL SAM EXECUTION Denise Freier is joined by Chris Deren of ClarityCX1 and Clarity Engagement Solutions to discuss the state and challenges of global SAM execution. 50 Min HOW CUSTOMERS BUY… & WHY THEY DON’T… WITH MARTYN LEWIS 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: 47 Min CUSTOMERS WIN, SUPPLIERS WIN WITH GUS MAIKISH AND NOEL CAPON 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. 48 Min THE SECRETS OF SUCCESSFUL STRATEGIC ACCOUNT MANAGEMENT WITH RICHARD SANTUCCI AND DAVID HUGHES 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. 32 Min THE KEY ACCOUNT AT BELLEVUE UNIVERSITY: LIZ PETTINGER AND HARVEY DUNHAM 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. 29 Min CUSTOMER ADVISORY BOARDS: STRENGTHENING STRATEGIC RELATIONSHIPS WITH BETSY WESTHAFER 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. 22 Min UNDERSTANDING YOUR CUSTOMER BY UNDERSTANDING YOURSELF: AN INTERVIEW WITH THE CEO OF BIRKMAN INTERNATIONAL 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." 26 Min ACCOUNT-BASED MARKETING FOR STRATEGIC ACCOUNT MANAGEMENT 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, The Summit Group) and Jerry Alderman (Valkre). 17 Min INTO THE DEEP END: BECOMING A SAM DURING COVID 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. 33 Min NO LONGER JUST A NICE-TO-HAVE: SUSTAINABILITY FOR SAMS Sustainability (and, more generally, ESG – Environmental, Social and Corporate Governance) is top-of-mind inside your customer's C-suite. So as a SAM, you need to be prepared to have knowledgeable conversations about how your company can contribute to their company's corporate goals in this sphere. As Edmund Bradford (of Warwick Business School, The Good Growth Academy and Market2Win) says in the episode, you don't have to be an expert in sustainability issues. Simply being more knowledgeable than your competitors will be a source of incredible competitive advantage for years to come. 21 Min LEVERAGING LEAN MANAGEMENT SYSTEMS AND FOCUS ON PROCESS IMPROVEMENT TO QUICKLY BUILD A SAM PROGRAM FROM SCRATCH As the senior director of customer success at Royal Ambulance, Trevor Hardee holds a number of distinctions: His path into strategic account management is truly unique and genuinely inspiring, he's one of the (if not the) youngest ever graduates of SAMA's Certified Strategic Account Manager (CSAM) program, and his company won a 2021 SAMA Excellence Award just two years after its SAM program's inception. He sat down with SAMA's Harvey Dunham to talk about his approach to SAM. Recommend for anyone working in the healthcare space. 16 Min INSIGHT-LED SELLING: THE KEY TO ELIMINATING THE BUYER-SELLER MISMATCH There exists today a massive buyer-seller mismatch. To wit: Only 20% of enterprise buyers think their suppliers understand their business. And even when they DO understand it, only one in four can effectively align their client's business goals with their own company's offerings. How to close this gap? By training sellers to understand what's top of mind for their customers' myriad stakeholders and giving them the tools and knowledge to tailor their messages to each stakeholder. 31 Min BECOMING A TRUSTED ADVISOR BY SELLING YOUR COMPANY'S EXPERTISE (NOT PRODUCTS) In today's world of information overload and buyers who already know what they want (or think they do), strategic and key account managers need a way to elevate their customer conversations above the ground level. Whether they know it or not, a SAM's hidden superpower is his or her ability to connect their customers to expertise-based services within the SAM's organization. Magnetic Consulting's Michael Thomas spent years as a managing consultant for Microsoft's global consulting organization, and he explains the WHAT and the HOW. 2 Min INTRODUCING THE SAMA PODCAST: CEO EDITION Introducing the The SAMA Podcast: CEO Edition, an occasional conversation between SAMA President & CEO Denise Freier and senior B2B leaders about what it takes to thrive in a world where the only constant is change. Our first episode will feature one of the most prescient thinkers and gifted communicators on the subject of B2B sales messaging, Tim Pollard. 28 Min THE CEO SPEAKS: HOW COVID CHANGED STRATEGIC ACCOUNT MANAGEMENT FOREVER Oratium CEO and Founder Tim Pollard talks to SAMA President & CEO Denise Freier about the most important and far-ranging ways COVID has changed strategic account management forever. Specifically, the pivot for virtual will bring about dramatic changes to sales models, sales meetings and sales messaging. 30 Min BUILDING A STRATEGIC ACCOUNTS PROGRAM AT A RAPIDLY GROWING TECHNOLOGY COMPANY How do you move your company from selling products to delivering enterprise solutions? It takes strong leadership, bespoke customer strategies and a knack for spotting visionaries inside your customer. Chris Pennington, vice president of global sales at Palo Alto Networks, explains. 39 Min GETTING INSIDE YOUR CUSTOMER CFO'S HEAD Ever wonder how your customer's finance team evaluates supplier proposals? It's a lot easier to position your company's value when you understand how the customer buying team thinks. Chris Ferguson – who has worked as an investment banker and held executive roles in sales and in finance – spills the beans. 33 Min A STRATEGIC ACCOUNT MANAGER'S GUIDE TO CYBERSECURITY What does cybersecurity have to do with you? If you're selling digital solutions, the answer is: Everything. Steve Mustard, President and CEO of National Automation and President of the International Society of Automation, explains why SAMs should care. 27 Min CREATING MESHED RELATIONSHIPS 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. 40 Min LIQUIDITY: YOUR SECRET WEAPON IN UNCERTAIN TIMES Why has the pandemic devastated some companies while lifting others? According to University of Miami Herbert Business School Marketing Prof. Arun Sharma, it's all about "liquidity." 36 Min HELPING YOUR CUSTOMERS THROUGH CRISIS: LESSONS LEARNED ON SEPT. 11 What can the experience of 9/11 teach us about helping our customers through the pandemic? We ask SAMA's own Chris Jensen – who, on the morning of Sept. 11, was a sector head for the global leader DHL. 35 Min BEING ACCESSIBLE, BEING HUMAN AND BEING A THOUGHT LEADER Think Zurich Insurance knows a couple of things about helping customers through crisis? They've been doing it since 1872, so we're going to say "Yes." We pick the brain of Zurich's Executive Vice President and Head of Customer Management, Ron Davis 33 Min THE PERCEPTION OF VALUE AND POWER OF STORYTELLING: SELLING IN UNCERTAIN TIMES While it may feel like the pandemic changed everything overnight, Whetstone CEO Adrian Davis says not so fast. Authenticity and the power of storytelling still matter. Learn what else has and hasn't changed in the past year.