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May 2019

Strategic Account Management Workshop – Paris, France

May 14 @ 8:00 am - May 15 @ 5:00 pm

This 2-day workshop enables the participant to absorb the full scope of the work of a strategic account manager, and the progression of engagement both internally and with the customer. Candidates will work with case examples to understand job workflow and the specific competencies needed to perform each area of objectives, including: Co-Discovery, Fit and Planning; Co-creation, Monetization and Negotiation; and, Value Tracking and Delivery.

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SAMA Annual Conference – Orlando, FL

May 20 @ 8:00 am - May 22 @ 5:00 pm

It’s amazing: No matter how drastically the world of B2B transforms, the #1 challenge SAMA members encounter remains the same. Aligning the internal organization around co-developing and delivering value to a small number of critical customers continues to vex even the most progressive, customer-centric organizations. That is why we have designed SAMA’s 2019 conferences around this perpetual challenge: “The state of precision: Aligning with your strategic customers for extraordinary results." Your company is disproportionately dependent on a very small number…

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Value Selling Mastery – Vancouver, BC

May 29 @ 8:00 am - 12:00 pm

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

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Value Selling Mastery – Vancouver, BC

May 30 @ 8:00 am - 12:00 pm

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

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June 2019

Value Selling Mastery – Ottawa, ON

June 11 @ 8:00 am - 12:00 pm

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

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Value Selling Mastery – Regina, SK

June 12 @ 8:00 am - 12:00 pm

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

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Strategic Account Management Workshop – Regina, SK

June 14 @ 8:00 am - 5:00 pm

This keynote plus 1-day workshop enables participants to grasp the key principles of strategic selling and account management. The topic addressed is "Selling Value Over Price". Particular attention will be paid to stakeholder management, effective discovery and tailored value propositions.

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July 2019

SAMA Academy – Chicago, IL

July 15 - July 18

CORE 0 - SAM playbook: Foundational skills for driving superior customer results This 2-day course enables the participant to absorb the full scope of the work of a strategic account manager, and the progression of engagement both internally and with the customer. Candidates will work with case examples to understand job workflow and the specific competencies needed to perform each area of objectives, including: Co-Discovery, Fit and Planning; Co-creation, Monetization and Negotiation; and, Value Tracking and Delivery.

Find out more »

September 2019

Value Selling Mastery – Regina, SK

September 10

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

Find out more »

Value Selling Mastery – Edmonton, AB

September 25 @ 8:00 am - 12:00 pm

Most business owners treat their customers as if they are all the same. This results in the business stretching itself too thin to try to please everyone and often disappointing everyone. In Part 1 of this highly interactive workshop, Adrian provides a practical tool that enables business owners to discover how to quickly decide which customers to invest in and which customers to treat transactionally. In Part 2, Adrian takes participants through an interactive journey that shows, firsthand, the persuasive…

Find out more »
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