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Webinar Series Registration: Keys to Effective Strategic Account Planning | June 24 - October 31, 2020 

Engaging the Customer in Your Account Planning Process and Coaching & Leading Your Account Team - October 28, 2020 3:00 Pm - 4:00 pm  Central Time (US and Canada) 

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 #5: Engaging the Customer in Your Account Planning Process and Coaching & Leading Your Account Team
October 28, 2020; 3:00pm - 4:00pm CST

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.
This webinar will unpack and examine how the most successful SAMs and KAMs engage their customers in the account planning process and provide coaching and leadership to their account teams. As a participant, you will get “how-to” insights and takeaways to help you:

• Assess and expand your customer’s level of engagement in your account planning process
• Understand how you can deploy collaborative planning with your key and strategic accounts
• Provide effective coaching to account team members by leveraging the account planning impact zones
• Lead your account team in preparing and conducting effective account reviews by deploying a proven account review process

• Gain tips and insights on how to leverage The Keys to Effective Strategic Account Planning to prepare, plan and launch a successful 2021!

Webinar #4: Driving Account Growth and Measuring the Impact of Account Plan Execution
Register now and receive this recording immediately

This webinar will unpack and examine how the most successful SAMs and KAMs drive proactive growth within their accounts through the development and implementation of effective growth strategies. Participants will be provided “how to” insights and takeaways to help you:

• Leverage your past proven value to identify targets for account growth and expansion.
• Develop account growth strategies that are aligned with customer objectives and success.
• Measure account planning impact with metrics that matter to you and your customer.
• Pressure test your account plan to ensure it is focused, achievable, realistic and balanced.

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.
This webinar will unpack and examine how the most successful SAMs and KAMs engage their customers in the account planning process and provide coaching and leadership to their account teams. As a participant, you will get “how-to” insights and takeaways to help you:

Webinar #3: Focusing Account Planning on Value Co-Creation and Customer Success
Register now and receive this recording immediately

This webinar will unpack the core components of effective account planning and management and examine how the most successful SAMs and KAMs co-create mutual value, develop customer sponsors and supporters, and build momentum for growth through realization of past proven value. Participants will be provided “how-to” insights and takeaways to help:
•  Communicate and articulate value with strategic and key accounts
•  Position your solutions and differentiate your unique business value
•  Develop and leverage your network of customer sponsors and supporters
•  Build momentum for growth based on customer success and past proven value

Webinar #2: Co-discovering what your customer values
Register now and receive access to this recording immediately

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

Webinar #1:  Building a Strong Foundation for Account-Planning Success
Register now and receive access to this recording immediately

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

Speakers

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DENISE JULIANO

Denise currently leads the Premier Applied Science Division (PAS) at Premier Healthcare Alliance. PAS is the life science facing division which includes commercial, research, data and analytics. 

Denise has worked for MSD, an innovative, global healthcare leader that is committed to improving health and well-being around the world for 30 years. In previous roles, Denise has worked in various areas within the Commercial Organization including Global and US Marketing, US Sales, leading a large team of Business Managers, Medical Group Account Executives and Customer Team Representatives in the Greater NYC/CT Region. She has extensive experience in Account Management, leading both National Account Executives and Customer Managers in Managed Markets for over 10 years. Denise graduated magna cum laude, with a degree in Health Science from Seton Hall University. She also obtained her Master’s degree from East Stroudsburg University with a degree in Exercise Physiology/Cardiac Rehabilitation. Denise has also participated in the Executive Education at the Harvard Business School of Harvard University and the Wharton School of the University of Pennsylvania. She was interviewed and featured for her work with Premier Healthcare Alliance in Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. She currently serves on the Board of SAMA and has achieved her SAMA certification in 2016.

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Ron Davis

Ronald E. Davis is Executive Vice President, Global Head of Customer Management, with Zurich Commercial Insurance. He has more than 30 years of business experience dealing with many of the world’s largest multi-national companies. During this time he has had various leadership roles in Europe, Canada and the United States. For 2006-2007 he was selected to be a member of the David Rockefeller Fellows Program, which is associated with The Partnership for New York City Before joining Zurich in 2000, Mr. Davis worked for Arkwright/Factory Mutual Insurance Company for 19 years in various positions in Canada and France.

Mr. Davis is on the Board of Directors of the Spencer Educational Foundation, where he was Chairman in 2016 and 2017. As well, he is on the Executive Committee of the Board of Directors of the Strategic Account Management Association (SAMA). And he is a member of the David Rockefeller Fellows Alumni Committee. Mr. Davis holds a Bachelor of Commerce degree from Ottawa’s Carleton University, as well as an MBA from Concordia University in Montreal.

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steve anderseN
CRAIG JONES

Steve Andersen founded Performance Methods, Inc. following a successful 20-year technology career within the high-growth business applications software industry. As President and Founder, he is involved in client projects, solution development and establishing strategic direction for PMI.

Steve served as “senior sales executive” multiple times during his career, and his background includes extensive experience in sales, sales management and sales leadership. He is the primary architect of Performance Methods’ Keys to Effective Strategic Account Planning Methodology™, Integrated Opportunity Management Methodology™, Customer Engagement Methodology™, Collaborative Planning Methodology™, SAM Portfolio™ and Engage/Win/Grow™ customer engagement methodology.

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CRAIG JONES

Craig Jones is a sales management veteran, offering 30 years of invaluable marketplace experience in sales and consulting to the Fortune 500 corporate environment. As a Management Consultant, Craig uses his experience in sales, sales management and sales coaching/consulting to help organizations institutionalize best practices for their customer engagement teams.

Craig has played a key role for Performance Methods in designing, developing and delivering such programs as Executive Level Positioning, Management Coaching, Strategic Account Management, Customer-Specific Value Propositions, Collaborative Planning and Sales Process Design.

Please fill out the form below to register for this webinar series and receive your free e-book.