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Professional organizations and conferences bring structure to learning, create space for new ideas, and provide access to perspectives that would otherwise remain out of reach.
Every January, gyms are full of people who are certain they have finally found the momentum they need. The energy is high. The routines are
Human Connection and SalesA new year brings a natural reset — a moment to step forward with clarity and intention. But meaningful beginnings don’t start
The world of selling has changed faster than most sales playbooks. I’ve been in sales for close to 40 years. Over those decades, I’ve seen
In today’s complex selling environment, no one wins alone. The best account teams don’t just sell—they build with their customers. True collaboration turns selling into strategy and
A New Collective to Advance the Future of Strategic Account Management At this year’s SAMA Pan-European Conference in Paris, Whetstone, The Summit Group, and Valkre
The best directors know that the magic doesn’t happen when the cameras start rolling; it happens in the preparation. They create an environment where the
Every year, companies invest billions of dollars in training, driven by the universal desire for a more effective, strategic, and successful sales force. Yet, a
In 2025, B2B buying is stuck, and buyers are not progressing. They are circling; there are more meetings, more analysis, and more delays. Even though
The 2025 SAMA Annual Conference reminded me why I value this community so deeply. The conversations were honest. The challenges were real. And the commitment
I love movies. They go beyond stories. Often, they’re about transformation. For most movies, the hero is at the center of the story. That’s who
While being comfortable feels good, in strategic account management, it’s a silent killer. It lulls teams into predictable routines, fosters complacency in long-term relationships, and
In strategic account management, the stakeholders you don’t see—and the ones you misunderstand—are the ones most likely to derail your success. Many SAMs focus on
A recent LinkedIn conversation brought to the forefront an issue I’ve been working on and writing about for quite some time. Executive sponsorship in Strategic
One of the crucial lessons in planning for sales organizations is understanding leading and lagging indicators. Too often, we are focused solely on lagging indicators—things
In today’s uncertain economy, strategic account managers (SAMs) face immense challenges as they try to sustain momentum on their initiatives. With market fluctuations, unpredictable corporate
In the world of strategic account management, the term “account value” is thrown around frequently, as if it were a fixed asset that could be
The Dual Dimensions of Business Empathy: Elevating Sales through Genuine Understanding In today’s competitive and fast-paced market, sales success is not just about pushing products
