The End Of Competitive Advantage With Rita McGrath

Joining today’s episode is Rita McGrath, a bestselling author and distinguished faculty member at Columbia Business School, where she’s the Academic Director in Executive Education. Rita’s groundbreaking book, The End of Competitive Advantage, challenged traditional thinking and offered a new playbook for navigating the ever-shifting business landscape. As a globally recognized expert in strategic management,… Continue reading The End Of Competitive Advantage With Rita McGrath

Customer Advisory Boards: Strengthening Strategic Relationships With Betsy Westhafer

Rather than thinking about what you could do, think about what you have done. Where do you feel you’ve made the greatest impact out of everything you have done? The Congruity Group leader Betsy Westhafer found her forte when she realized that Customer Advisory Boards were her strongest suit. She sits with Denise Freier to… Continue reading Customer Advisory Boards: Strengthening Strategic Relationships With Betsy Westhafer

The Key Account At Bellevue University: Liz Pettinger And Harvey Dunham

What does key account management look like in a major educational institution? We find out with host Harvey Dunham as he takes Liz Pettinger, the Director of Key Account Management and Operations at Bellevue University on to the show. Liz explains what she’s working on, what kind of environment she’s working in, and why strategic… Continue reading The Key Account At Bellevue University: Liz Pettinger And Harvey Dunham

What every SAM should know about cybersecurity: An interview with International Society of Automation’s Steve Mustard

SAMA’s Harvey Dunham interviews the International Society of Automation’s President-Elect Steve Mustard on the importance of cybersecurity, its growing relevance for strategic account managers, and specific steps suppliers can take to add value by understanding the security implications of their products and solutions.

Creating meshed relationships: A conversation with Arpedio co-founder Ulrik Monberg

Arpedio co-founder Ulrik Monberg discusses how technology enables strategic account managers to map and manage customer relationships.

Getting inside your customer’s head: A former CFO on how companies make investment decisions

SAMA’s Managing Director of Marketing and Strategy sits down with Chris Ferguson, a former CFO and current VP for Business Development and Discovery at The Summit Group, to discuss what strategic account managers need to know about how companies make investment decisions.

Liquidity: Your secret weapon in times of uncertainty

In this episode, SAMA’s Harvey Dunham talks with Arun Sharma, one of the most widely published authors in the strategic accounts arena and a foremost authority on “liquid” organizations.

Being accessible, being human and being thought leaders: How a 150-year-old insurance company “shows up” for its customers during a crisis

Think Zurich Insurance knows a couple of things about helping customers through crisis? They’ve been doing it since 1872, so we’re going to say “Yes.” We pick the brain of Zurich’s Executive Vice President and Head of Customer Management, Ron Davis.   Listen to this episode of The SAMA Podcast here.  

The perception of value and power of storytelling: Selling in uncertain times

While the it may feel like the pandemic changed everything overnight, Whetstone CEO Adrian Davis says not so fast. Authenticity and the power of storytelling still matter. Learn what else has and hasn’t changed in the past year.   Listen to this episode of The SAMA Podcast here.  

Helping your customers through crisis: Lessons learned on Sept. 11

What can the experience of 9/11 teach us about helping our customers through the pandemic? We ask SAMA’s own Chris Jensen – who, on the morning of Sept. 11, was a sector head for the global leader DHL.   Listen to this episode of The SAMA Podcast here.             The… Continue reading Helping your customers through crisis: Lessons learned on Sept. 11