SAMA Events

SAMA's 46th Annual Conference

Chicago, IL
April 25th - April 28th, 2010

Revenue Storm is excited to present the following workshops at this event:

Speaker: LaVon Koerner, Chief Revenue Officer

What Makes a SAM a SAM? - This session will explore the truth about what it takes to be a strategic account manager and what kind of person you have to be to succeed in this role, uncovering the good, bad and ugly in the world of being a SAM. New and developing SAMs are invited to attend. Plan to participate in the discussion!

You will learn:

The difference between a strategic account manager and a salesperson
The attributes necessary for successfully fulfilling the responsibilities of a SAM
How to better assess your own situation and potential as a SAM
Why super salespeople don’t always make the best SAMs

Session Dates:

Monday April 26th, 9:30am to 11:00am
Wednesday April 28th, 9:30am to 11:30am

Profiling a Successful Strategic Account Manager - Are good strategic account managers born, not made? Experienced managers know that all the training and coaching in the world cannot fix a bad hire, and to make matters even more complicated, even if you’ve made a good hire, it still does not guarantee that the SAM will be successful. This session teaches the core attributes and skills that a SAM absolutely, positively must either have or acquire to be successful.

You will learn:

A structured process for profiling a successful SAM for your company
How to construct an accurate and predictive profile for hiring
A deep understanding of 27 core competencies representing over 700 specific behaviors
A framework for judging whether a SAM who does not possess all of the right attributes has the potential to be developed as a success in the role

Session Dates:

Monday April 26th, 11:00am to 1:30pm
Tuesday April 27th, 2:00pm to 3:30pm

Strategic Customer Mapping: Identifying and Gaining Access to the Real Decision-Maker(s) - This session provides the tools you need to identify and classify the key people in your customer organization, assess their political significance and drive mutually beneficial engagement with the customer.

You will learn:

How to create a relationship map and barometer
How to identify the decision-makers, buying zones and points for entry in the customer’s organization
How to assess the political landscape, formulate your strategy and execute

Session Dates:

Monday April 26th, 2:00pm to 3:30pm
Tuesday April 27th, 9:30am to 11:00am