SAMA is delighted to offer our members this webinar series focused on how top performers drive successful account growth through SAM and KAM best practices. In The Keys to Effective Strategic Account Planning (2nd Edition), Steve Andersen, Craig Jones and Todd Lenhart of Performance Methods, Inc. (PMI), leverage their experience with the SAMA community to provide participants with a contemporary view of what great account planning and management looks like.
The authors’ extensive experience working with organizations committed to strategic and key account management excellence forms the basis for this updated and expanded second edition, unpacking critical components of modern strategic and key account management. The flow of topics and examples engages readers in a journey rich with insights, practical takeaways and commentary from acknowledged thought leaders and practitioners from across SAMA’s global membership.
Register for the complete series, which will run monthly from June through October, and we will send you The Keys to Effective Strategic Account Planning (2nd Edition) e-book as a bonus! Can’t make all the sessions? We’ve got you covered: As with all of our webinars, the recordings will be sent right to your inbox and on-demand for your convenience.
Webinar #2: Co-discovering what your customer values
Thursday, July 28 at 10am Central
SAMA community members all share at least one common objective: to become more strategic to their most important customers. From the insights gained through a rich history of engagement with SAMA’s best-in-class organizations, PMI has designed and developed a practical and scalable methodology for implementing and sustaining strategic account planning and management best practices: “The Keys to Effective Strategic Account Planning.”
In this webinar, we will focus on the art and science of value co-discovery. Understanding what matters most to your customer and aligning with the customer’s objectives are critical in developing new opportunities within your account. Panelists Lisa Maggiore of Hilton Worldwide and Mike Holbrow of Honeywell will share best practices gleaned from their long careers working with strategic accounts.
Attendees will walk away with actionable insights into:
•Equipping your account team members with the skills to enable value co-creation
•Aligning your company’s’ objectives with your customer’s objectives
•Engaging in new opportunities focused on value -- as your customer defines it
Wednesday, June 24 at 12pm Central
SAMA community members all share at least one common objective: to become more strategic to your most important customers. From the insights gained through a rich history of engagement with SAMA’s best-in-class organizations, PMI has designed and developed a practical and scalable methodology for implementing and sustaining strategic account planning and management best practices: The Keys to Effective Strategic Account Planning.
This webinar will unpack the core components of effective account planning and management and examine how the most successful SAMs and KAMs ensure they’ve established a strong foundation for driving account growth. As a participant, you will receive “how-to” insights and takeaways to help you:
•Navigate the four impact zones of contemporary account planning
•Benchmark and assess your account
•Engage and align your cross-functional account team
•Assess and develop trust-based customer relationships
•The Keys to Effective Strategic Account Planning (2nd Edition) eBook
•Account Benchmark Tool
•Customer Relationship Assessment Tool
Craig Jones is a sales/account management veteran with invaluable marketplace experience in sales and consulting to the Fortune 500 corporate environment.
As Managing Director of PMI, Craig uses his experience in sales, sales management and sales coaching/consulting to help organizations win new business and grow existing relationships by institutionalizing best practices for their sales and customer engagement teams.
Craig’s client work has brought him into direct contact with various industries such as Industrial Manufacturing, Information Technology, Life Sciences, Financial Services, Telecommunications, Hospitality, Building Materials and Consumer Products.
Lisa Maggiore is the former Vice President, Strategic Accounts and Contract Administration for Hilton Worldwide. Lisa was responsible for leading the award winning Global Strategic Account Management program and preferred agreements/contract terms and conditions strategy for Hilton Worldwide Sales. Lisa led a team of twenty tenured global sales professionals who drove value through a total account management approach for the top corporate accounts in Hilton Worldwide Sales.
Prior to Lisa’s tenure on the SAM team, she has held various leadership positions at Hilton Worldwide, including Managing Director of Sales, Business Travel Sales, Managing Director of Northeast Group Sales and Director of Sales and Marketing of the New York Hilton Midtown and Millennium Hilton. Under Lisa’s leadership, her teams were awarded National Sales Team of the Year in 2002 and 2000. In 2014, with Lisa’s guidance and development focus, a record half of her direct reports earned Hilton’s Circle of Excellence high achievement in Sales. In 2011, Lisa was appointed to the SAMA (Strategic Account Management Association) Advisory Committee for the development of SAMA’s Certification Program curriculum. In 2015, Lisa was appointed to the Board of Directors of SAMA (Strategic Account Management Association).
Bio and headshot coming soon!