About Us

SAMA Pan-European Conference

Mar 10-12, 2013 | Berlin


ZS Principal Mike Moorman and Carolyn Wagner, Managing Director of DS Smith Packaging, will share a case study on the transformation of a strategic accounts sales force, from transactional to value-based selling, at the annual Pan-European conference of the Strategic Account Management Association.





Mike Moorman


Transformation to Value: An Organizational Journey
Category: SAM Program Design, Structure & Management

Mike Moorman, Managing Principal, ZS Associates

Carolyn Wagner, Managing Director, DS Smith Packaging - Germany, Switzerland & Austria

Share the journey of a sales force transformation through the case example of DS Smith Packaging, a world–class manufacturer and supplier of packaging products and services. This session will focus particularly on the transformation from transactional to value-based selling with strategic accounts, and resulting impact.

Topics will include:

  • Account segmentation and selection
  • Organizational structure
  • The value proposition and sales process
  • Talent selection and motivation
  • Sizing and account assignments



For more information and online registration, please visit the SAMA website.

Register Today

For more information and online registration, please visit the SAMA website.