2020 Year-End Best-Of SAMA

In a year that’s been anything but normal, these are the SAMA items that resonated the most with our community (i.e., you). Read on for the most-visited webinars, podcasts and blog posts of 2020.

WEBINARS 

“Virtual Just Became Vital: The Keys to a Great Remote Sales Presentation,” presented by Dr. Carmen Simon (PhD), Chief Science Officer, Corporate Visions 

“Keys to Effective Strategic Account Planning,” presented by Steve Andersen, President & Founder, Performance Methods, Inc., plus a rotating cast of expert panelists
( part 1, part 2, part 3 ,  part 4 , part 5)

“Being a Trusted Advisor in Times of Uncertainty: Best Practices and Lessons Learned from Past Times of Crisis,”  presented by FinListics Solutions

“Financial Acumen for SAMs,” presented by Michael Trattner, Partner, Excelerated Learning Systems

“Negotiating through Turbulence – and Beyond,” presented by Jonathan Hughes and David Chapnick, Vantage Partners 
( part 1 ,  part 2 )

BLOG POSTS

“Extreme Negotiations With Customers,” by Jonathan Hughes, Ben Siddall and David Chapnick, Vantage Partners 

“Five Key Principles of Successful Negotiations with Customers,” by Kunal Bhatia, Senior Global Account Director, Johnson & Johnson 

“From Your Buyer With Love: Five Steps you Can Take Now to Counter Price Reduction Requests,” by Jens Hentschel, Founder, THE FIVIS PARTNERSHIP

“Got CXM? Why Customer Experience Management Isn’t Just a Nice-to-Have for Strategic Account Management,” by Raj Parekh, Partner, CuebridgeCX

“Five Health Care Trends Every SAM Needs to Know,” by Brandi Greenberg, VP for Life Sciences & Health Care Ecosystem Research, Advisory Board

PODCASTS 

“Helping Your Customers Through Crisis: What SAMA’s Christopher Jensen Learned on 9/11,” with Christopher Jensen, Director of Customer Solutions, SAMA

“Positioning Your Value for Max Impact With Customers: A Former CFO Reviews How Companies Make Investment Decisions,” with Chris Ferguson, VP, Business Development & Delivery, The Summit Group

“The Perception of Value and the Power of Storytelling: How to Sell in Uncertain Times,” with Adrian Davis, President & CEO, Whetstone, Inc.

“Being Accessible, Being Human and Being a Thought Leader: How a 150-Year-Old Company ‘Shows up’ for its Customers,” with Ron Davis, EVP and Head of Customer Management, Zurich

“Creating Meshed Relationships,” with Ulrik Monberg, Founder & CEO, Arpedio