A show hosted by me, David Ventura, a specialist in training, educating and consulting on practical strategies for harnessing the power of Key Account Management (KAM) in SME’s today. I am also the principal KAM consultant and Managing Director of www.kamguru.com.
In a world of diminishing customer loyalty, what can business leaders do to retain their top customers, while still adding value. In this podcast I explore some hands-on tips and tactics you can implement today – to remarkably shift your sales culture in your business.
The episodes are designed to challenge your thinking and preconceptions of “sales”. They will teach you techniques for:
- protecting your most important customers from competitors;
- building & maintaining profitable partnerships with your key contacts; &
- developing the strategies, systems & skills to deliver customer growth (i.e. identify, retain and grow your top ten customers).
I am joined by business leaders who have learnt to radically shift their culture and attitude towards sales, and empower their business with the ability to grow rapidly from within. I also invite experts in the fields of leadership, coaching and customer experience to share their insights into the psychology of sales, organisational culture and leading business growth.
In the modern, digitally-heightened business world we operate in today, can you afford to be flippant about your top customers, and why they choose to work with you? No, you cannot.
I invite you to subscribe to KAMCast and listen openly as I challenge you to reimagine your customer success protocols and relationship strategies.
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How well do you empower your people to reach their own full potential, supported along the way with good, timely, and accessible coaching conversations?
Now sure how to go about that? Then this episode is for you because I’m joined by a friend of the show, Lisa Brice, NLP Master Trainer and Coach and author of a new book called:
“Choose to be a coach - the be quick guide to coaching in the corridor, at the coffee shop or on the computer.”
- - -
𝗟𝗜𝗦𝗔 𝗕𝗥𝗜𝗖𝗘 𝗕𝗜𝗢:
Lisa is a certified Master NLP Trainer, coach and business consultant. Her work is focussed on enhancing personal performance and intuitive leadership development. Her specialism is her Equine Assisted Learning which is built into her work with clients.
To support her work with Leaders, Lisa also holds a Diploma in Strategic Business Coaching from the CMI; is a Licensed HeartMath® Trainer and Coach; and is also a Systemic Coaching and Constellations Practitioner. (Lisabrice.co.uk)
𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢:
David is the principal KAM Consultant & Managing Director at KAMGuru.com, a specialist in Key Account Management training and consultancy business, based in the UK.
David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries.
#027 Account Management is Where Marketing Starts, with Bryony Thomas
Épisode 27
jeudi 11 novembre 2021 • Durée 52:44
IN THIS EPISODE...
Sales and Marketing is like stealing your neighbour’s cat…and in this episode, I talk to Bryony Thomas at Watertight Marketing to find out why.
Bryony is the creator of the Watertight Marketing methodology, captured in her best-selling book of the same name which acts as the hub to a suite of thinking tools that have been designed and refined over two decades and across over 2000 organisations.
- - -
𝗕𝗥𝗬𝗢𝗡𝗬 𝗧𝗛𝗢𝗠𝗔𝗦 𝗕𝗜𝗢:
Bryony is an award-winning speaker, author, marketing strategist and the creator of the proven Watertight Marketing Methodology. She stops people from wasting money on marketing.
In 2008, she left her corporate role as Director of Marketing for Experian, a FTSE100 company, and set up her own consultancy. She believes that small businesses are a real lever of meaningful and sustainable change in the world, and she has built a proven methodology to help them to do just that.
Through her 12-month marketing transformation programme, book and speaking she reaches audiences far and wide, and today also has a team of licensed Watertight Marketing Practitioners.
𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢:
David is the principal KAM Consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK.
David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries.
#026 Getting Closer to the Close, with David (Ledge) Ledgerwood
Épisode 26
jeudi 28 octobre 2021 • Durée 30:43
IN THIS EPISODE
How strong is your account management team when it comes to the skills of closing new business?
I’m not talking about taking repeat orders from happy clients here. I’m talking about applying the art of winning new business, creating opportunities, and closing deals, with existing customers.
In this episode, I am joined by Nashville-based David ‘Ledge’ Ledgerwood, Managing Partner at Add1Zero, a business that provides lead-to-close sales execution for tech-enabled B2B service companies ready to take the leap from 6 to 7-figure annual revenue.
He and his team spend their days, week in week out, sharpening the tools and crafting the processes for maximising revenue and sales opportunities. David truly is the expert here having personally closed more than $40million worth of deals in his career (with an average deal size of $150k plus).
HIGHLIGHTS FROM THIS EPISODE:
With Ledge’s deep-rooted experience and expertise in predominantly selling software and services, and an impressive track record of having helped several companies grow from $0 to $5million in sales – I was keen to tap into his brain and find out:
how he and his team define the sales process,
what great onboarding looks like for him and
how key account managers can use a methodical approach to insight-led selling (where every team member who interacts with clients is feeding information and intelligence back into the business to enable better marketing, better selling and great account management)
How informed is your sales approach?
Are you and your team acting as intelligence agents who are able to feed powerful insights into your sales approach back into the business? Thus providing higher levels of value to your key account customers and ultimately creating more opportunities for account growth?
For me, Ledge’s approach clearly works well for him and his team, I love the intentionality in his work.
FIND OUT MORE ABOUT MY GUEST: DAVID (LEDGE) LEDGERWOOD
#025 Selling Through Partnering, with Fred Copestake
Épisode 25
jeudi 14 octobre 2021 • Durée 46:10
IN THIS EPISODE
Do you tell your clients that you work in partnership?
What evidence do you have to reassure them that the statement is, in fact, true?
What are the qualities of a good partnership?
Does your team possess the skills required to forge strong win:win relationships, built on trust, transparency, transparency, comfort with change and interdependence and a focus on the future?
In this episode, I invite Fred Copestake, a sales consultant and trainer specialising in complex B2b sales environments, to get into this topic with me. He has spent the last 22 years travelling around the world to develop salespeople, in over 200 companies, to move from the transactional selling styles of yesteryear, into the collaborative selling styles of today and shaping the ‘business partners’ of the future.
HIGHLIGHTS FROM THIS EPISODE:
As you will by now know, here at KAMGuru we are big believers in fostering a ‘valued partner’ relationship with your most important customers/clients. Partnering with your clients should be more than just a statement, more than something you simply ‘say’ on your website. It should be lived in the values, attitudes, behaviours, and skills within your teams and consistently demonstrated in your most important customer relationships.
In my discussion with Fred, we dig into his concept of ‘PQ – Partnering intelligence’. (He has even written a book on it). We talk about what the concept is, and what qualities we should be developing and demonstrating in our key account relationships.
You will hear us talk through:
The three biggest challenges that senior leaders will see when they look at their sales teams. As Fred describes - are your teams:
Displaying ‘busy busy busy’ behaviours where busyness is getting in the way of business?
Are they thinking in the ‘olde worlde’ ways and struggling to see new, and change, as a force for good and opportunity?
KILLER QUESTIONS SEGMENTQuick ref to a link we mention in our discussion:FIND OUT MORE ABOUT MY GUEST: FRED COPESTAKE
#024 Perfect Your Communication Style with Practice
Épisode 24
jeudi 30 septembre 2021 • Durée 26:44
IN THIS EPISODE
How ‘in tune’ are you with the qualities, traits and characteristics that make up your personality?
How does your personality affect the results you have with your key account relationships?
If you are in tune with who YOU are, let me ask: how well can you read other people?
Do you use your knowledge and reflection to change the way you behave to better your chances of success? Or…do you act the same in every interaction you have with your customer contacts?
In this episode, we take a dive into an important topic in the world of building customer relationships: how well do you adapt your communication style with different customers?
I am going to challenge you to consider, for a moment, that rather than thinking of yourself as a classically labelled sales person… what if you were called a salespractitioner. In that vein…you could say: rather than being an account manager you were an account management practitioner.
How does that sit with you? Can you see how the change in language brings a change in focus?
To be a practitioner, you must continue to practice. To practice indicates that growth, development and improvement is always possible and we cannot sit back and assume that perfection has been attained.
Think of this episode as a moment to pause, reflect and decide how you will practice this imperative skill of shaping your communications style and personality preferences to elevate your results with your most important customers.
HIGHLIGHTS FROM THIS EPISODE:
This is a full episode in 30mins of pure notable and actionable takeaways – so get your pen and pad out (and be sure to look at the full show notes on the website - as I couldn't put all the graphics in here for you).
To be an effective Key Account Manager in today’s world means more than simply being a well-trained salesperson, adept with the skills to win more business and sustain relationships.
#023 The Loyalty Loop, with Drew Davis
Épisode 23
jeudi 16 septembre 2021 • Durée 48:51
IN THIS EPISODE
Do you have LOYAL customers?
What does loyalty mean to you? Is it a destination where happy customers, who love what you do, gather to bathe in the success that your product or service has brought them? Or is it more than that…? Rather than a destination, is it an on-going journey of moments that inspire your loyal customers to commit to you, time and time again, whilst shouting from the rooftops to all who will hear their recommendation to work with you?
How often do you find yourself telling your clients that you are different?
And, when you are comparing your business to your competition, could you - hand on heart - say that you truly offer something that no one else does?
The likelihood is, as we’ve said so many times here on KAMCast, is that the real difference is in you, our team and the EXPERIENCE you provide your customers.
In a journey of moments, how well do you craft an experience that inspires your clients to commit data, time and eventually money before starting the whole cycle again?
Do you deliberately and intentionally inspire the emotions YOU need in your clients to motivate them to WANT the products and services you can offer?
In this episode, I am joined by Drew Davis, bestselling author and internationally acclaimed speaker. He was dialing in from across the pond, so you’ll have to forgive the odd connection glitch in the matrix on the recording!
HIGHLIGHTS FROM THIS EPISODE:
In our conversation, we look at how Key Account Managers need to be thinking more like marketeers in the way they inspire their key clients - constantly engineering what Drew calls ‘The Loyalty Loop’ for repeat business and account growth.
You’ll hear us talk about the 7 key drivers of the Loyalty Loop and how we can create a series of customer interactions/encounters that leave an impression. (Which ultimately grows the revenue with your key accounts.) Listen to the full episode to hear the detail.
My reflections from this episode… Your reflections from this episode…
#022 A Conversation about Race in KAM, with Sharon Amesu
Épisode 22
jeudi 2 septembre 2021 • Durée 52:45
IN THIS EPISODE...
When was the last time you had a conversation about racism?
Perhaps, like so many, these conversations are triggered within your circles, by high-profile cases of injustice in the media or by your own personal experiences on the receiving end of overt or covert prejudice.
Or perhaps… like so many, you have NEVER had a conversation, within your circles, about racism. What about at work, in your business, with your team, or with your customers?
This episode is a conversation about race in KAM. And where KAM is all about effectiveness, I really wanted to explore this important subject that can consciously or unconsciously impair your ability to maximise the success and growth of your most important customers.
HIGHLIGHTS FROM THIS EPISODE...
With diversity, equity, and inclusion (DEI) and anti-racism high on the agenda in the business world, I think it is so important that we have these conversations.
My wish is that, by listening to this episode, it will spark a conversation within your business, and with your team and that the learning, the growth, and the empathy continues.
We venture into a discussion that includes:
talking about our own experiences of race in the workplace (including the privilege I acknowledge as a white male in business)
exploring how bias may show up in the engagements with customers and business partners
discussing the role of an ‘ally’ and how getting comfortable with the uncomfortable conversations can create truly empathetic relationships
What are your reflections after listing to our conversation?
How are you going to continue the conversation and who with? I wonder what your experiences have been, whether on the receiving end of prejudice or from a place of privilege.
Has race or racism ever impaired your effectiveness with your key accounts?
Understanding the context and communities we are sitting in, day to day, week to week, month to month is key to empowering our teams to maximise relationships
What is your organisational response against racism? KILLER QUESTION SEGMENTFIND OUT MORE ABOUT MY GUEST: SHARON AMESU
#021 CX – A serious opportunity to add value as a KAM Pro
Épisode 21
jeudi 29 juillet 2021 • Durée 34:19
IN THIS EPISODE
How much attention are you paying to the customer experience with your Key Accounts?
Do you surprise and delight your clients on a regular basis or, have you fallen into the trap of leaving this up to marketing at the front end of the sales cycle?
With customers experiencing thousands of ‘moments’ every day in all areas of their lives, what are you doing to ensure the moments they share with you, exceed their expectations?
For me, the thing about experience is that it is too important to be left to chance. Too important to rely on us simply being good at what we do and going the extra mile from time to time.
We need to be intentional. We need to take a step back and examine the moments we share with key customers and identify areas of improvement, ensuring we maximise the chances of being rewarded with long-term loyalty.
HIGHLIGHTS OF THIS EPISODE
I invited Experience Consultant, Victoria Taylor, to join me on this episode, to dig into this topic.
Having worked in a wide variety of industries including bespoke travel, media, and advertising, Victoria now works with her own clients including Warner Entertainment Group, Lamborghini, Disney, P&O Cruises, Experian, and a host of independent hospitality brands. She is on a mission to help them to raise the bar in their customer experiences.
In our conversation, you’ll hear us talk about:
Why Account Managers need to be involved in crafting special moments for key customers (rather than leaving it to the marketing or customer experience team)
Flesh out some examples of great customer experience (and what makes it great)
The link between the employee experience and the customer experience
Creating an EXPERIENCE for your Key Accounts
What are your thoughts and reflections on the customer experience you currently create for your key accounts?
If you were a client of yours, would you you shared?
FIND OUT MORE ABOUT MY GUEST: VICTORIA TAYLOR
#020 The evolution of a key account manager, with Chris Ortolano
Épisode 20
jeudi 8 juillet 2021 • Durée 39:38
IN THIS EPISODE
This is such an expansive topic, I really wanted to add some context and perspective to the subject here. So, I’m going to really open this discussion up for you with some background to get you in the right mindset to listen to this episode.
If you had to be truthful - what kind of salesperson would you say you are? What’s your natural selling style?
Do you deploy an intentional methodology to maximise the impact of your interactions? Or are you winging it along the way, relying on personality to build those relationships with key contacts?
The evolution of an account manager, over the decades, has taken us on a bit of a journey:
Let’s visit the 70s…
Where the gift of the gab was enough to see you into a meeting with a key decision maker - armed with a bag full of good stories and friendly chat. Your products could be sold on the dazzling features of the solution, peppered with light-hearted humour to entertain your prospect into submission.
By the 1980s…
The marketplace was seeing a new breed of sales representatives and sales executives who had polished up their presentation skills to become the informer, the educator, and the ambassadors for their wares.
Their projection skills were on-point and their ability to bring products to life whilst selling the features, the advantages, and the benefits were 2nd to none.
The real issue boiled down to listening though. They were so good at waiting to speak that they forgot to pause and listen! When a client had the audacity to ‘interrupt’ them – they would quickly be shot down by a range of techniques and gimmicks inspired by books like ‘how to develop a killer instinct’ or ‘101 different ways to overcome and objection’.
The 80s sales arena really was the home of manipulation, coercion, and persuasion, and ‘selling’, for many, started to become a very dirty word.
Introducing the shift in the 1990s and 2000s…
In a bid to move away from the boiler room sales tactics of old and the greasy salespeople that were giving a legitimate profession a bad name, account managers began to focus on a primary ingredient of the relationship dynamic.
What role does today’s account manager play then?
#019 Employee Engagement in a Hybrid Working World, with Robert Hicks & Lou Kwakye
Épisode 19
jeudi 10 juin 2021 • Durée 48:32
IN THIS EPISODE:
Do you have a team whose hearts and minds are 100% invested in your business goals?
What are the levels of motivation across your account managers and sales team?
How ENGAGED are they?
For many businesses, the working world has changed and for most - it’s still changing. The concept of remote and Hybrid working is no longer uncommon, and sales leaders are battling the ongoing challenge of managing performance and inspiring excellence in teams that are no longer sat every day in the office, feeding off of each other’s energy and learning from their peers in the room.
Employee engagement is not a new thing. It’s long been acknowledged that happy and engaged teams lead to happy and engaged customers which ultimately create happy and engaged shareholders.
And…in today’s world, as we edge closer to our own new format and structure of work, engagement has never been so important.
Perhaps you are a business leader asking yourself “how do I engage a remote or hybrid team to maximise performance?”
Or perhaps you are an account manager who is questioning your own level of engagement and feeling a little disconnected from the business that pays for your peak performance.
Whichever camp you are in, there is no escaping the importance of employee engagement and how it really does affect your business’ ability to maximise the success of KAM performance.
In this episode we tackle a fundamental mission to MAKE THE WORLD A BETTER PLACE TO WORK. Knowing that if we do that, EVERYONE benefits.
To dive into the topic, I invited two guests from the company Reward Gateway - the employee engagement people. More than 2,000 organisations worldwide use the Reward Gateway platform to connect, support and recognise their employees, whenever and wherever they work.
Let’s dive straight in! You will hear from Robert Hicks, the Group Human Resources Director, and Lou Kwakye the Sales Director. Between them, they live and breathe the company’s mission (‘make the world a better place to work’), both internally and externally, whilst continuing to push for profitable performance.
HIGHLIGHTS FROM THIS EPISODE:
You will have your own processes and ways of engaging with accounts and onboarding new customers, and it’s always nice to hear how other people work to then decide if there are any great ideas, new or otherwise, that could enhance our account management approach.
Did you hear something you liked? Or perhaps disagreed with?
I’d love to hear your thoughts on this topic. Do get in touch and let me know what you’d like you to hear more of as well.
Like many of the episodes on KAMCast, LEARNING is the running theme and again, after listening to Ledge - we see more examples of how important it is to close the gap between sales and other departments.
David (‘Ledge’) is the Co-founder and Managing Partner at Add1Zero, a business that provides lead-to-close sales execution for B2B services and tech companies ready to take the leap from 6 to 7-figures.
With start-up founder, executive, and sales experience spanning more than a decade, Ledge has led growth efforts at several companies into the 7-and 8-figure revenue stages.
In his career in sales, he has amassed an impressive deal closure sum of $40M, with an average deal size in excess of $150,000.
Do they have a ‘muddled mindset’ where the focus switches as we get closer to month-end and the targets take over?
How we need to get comfortable with serving the customer whilst working together as equals - with mutual trust and respect.
How do you feel about the notion that the customer isn’t, in fact, king (despite the old saying) and that we should see them as respected peers who are there to work with us to deliver mutually beneficial win:win growth?
What the future of selling could look like in this fast-moving and ever-changing marketplace we work in.
In each episode we ask you, our listener, a killer question that is designed to get you reflecting on your business, your KAM Culture and where changes in thinking and behaviour could lead to increased customer success. In this episode we asked Fred to give us his killer question which was:
“Why would you NOT use partnering intelligence to build relationships with your most important
customers?”
There you have it. It's logical to just naturally want to build PQ into your sales skills toolkit – isn’t it?
Fred mentioned his PQ (Partnering Intelligence) Self Audit which you can take. Find out your Sales PQ now using this diagnostic tool.
Fred is the founder of Brindis, a sales training consultancy based in the UK. He is a Sales Consultant, Trainer, Speaker and Author with a special focus on...
Whether you are a ‘hunter’ or, as with many Key Account Managers, a ‘farmer’, the playing field has changed, and we now work in an environment where it is less about ‘how you sell’ and more about ‘why the customer buys’
Some of the topics I share and discuss my views on in this episode cover:
Evolving old ABC to new ABC
Consider updating Glengarry Glen Ross’ ABC - Always Be Closing, to a more modern KAM- related ABC of:
Analyse how the customer thinks and works
Build a bridge to their world and
Communicate in their language not yours
The impact your FILTERS have on your brain’s processing of information (Through our five senses, the human body sends 11 million bits of information per second to the brain for processing, yet the conscious mind seems to be able to process only 50 bits per second!
An account manager’s true roles is to influence with integrity and support the customer to CHOOSE the right solution for them.
Using a psychometric tool to help you to assess and analyse how you “show up” (consciously / unconsciously) – does not give you a ‘free pass’ to behave in ‘stereotype’. Rather, they are designed to help you to (honestly) assess yourself and design your own results through adaptation and flexibility. (I share more below about how we use the Lumina Spark Model we use with clients here at KAMguru – scroll down).
If Key Account Management was a little like speed dating, we would need to get pretty good at speed reading someone else’s personality if we are to stand a
The drivers are:
Raise anticipation
Maximise the honeymoon phase
Re-inspire them
Answering their trigger questions
Scale comradery (at KAMGuru we refer to this as KAM being a team sport)
Remove friction from the experience
Crucial concern (YOU HAVE TO LISTEN TO THIS ONE)
Through our really interactive discussion we talk about:
identifying moments of commitment
engineering the emotions you need your customers to feel at the right moments in the customer journey (Drew suggests quite simply for you to attach the appropriate emoji to each interaction to gauge if you’re getting it right for the customer)
how KAM, as a team sport, maximises the value of your brand-to-person relationships (getting the sales and marketing team to work with you on the customer's journey of moments)
where to start to craft different experiences that see you really standing OUT from your competition
I really loved the 7 drivers of the loyalty loop. I feel like they help us focus our attention on deliberately engineering a seamless and ongoing journey of interactions the leave an impression, increase customer growth and retention and leave a legacy that you and the team can be proud of.
One of my big takeaways was a confirmation that if you create a great experience and concentrate on loyalty - you get more of the clients you want and charge more for what you do because the experience is different
When you think about your customer experience… the big moments, the little moments, the micro-moments… how are you...
What awareness do you have of your own biases and how can you raise that awareness when interacting with others?
How much attention do you pay to the evolution of language and are you running the risk of using outdated terminology that could offend your contacts and peers?
With understanding being a key driver for KAM relationships - how does this conversation about race help us understand each other and ourselves better to maximise the relationships with key customers?
I’d like to thank you for listening to this episode today and, in doing so, taking part in this important conversation. If you have something you’d like to share or throw into the conversation, pleasedo get in touch.
In each episode, we ask you, our listener, a killer question that is designed to get you reflecting on your business, your KAM Culture, and where changes in thinking and behaviour could lead to increased customer success.
In this episode I asked Sharon to give us her killer question which was:
“How much better would your account management be if you were to work intentionally on the
biases that might impact your decision making?”
And…how will you go about doing that? Wow. The challenge has been laid folks.
Sharon is an award-winning leadership...
be delighted in the moments
Do you personalise your client interactions so that they truly feel special and valued?
When the moments you create for your customers are not driven by the brand, they are driven by you!
How would you personally score in a customer feedback conversation?
With any experience being personal, how often do you proactively seek a conversation to gain feedback for your key contacts, on a mission to clarify their expectations and how you are performing against them?
How are you reflecting your brand?
Are you a walking, talking ambassador for your company, LIVING its values rather than just laminating them on the wall?
Remember that the employee experience and the moments we share with each other will directly affect the moments we share with the customer.
To create intentional, well-crafted, brilliant experiences for our customers, we cannot leave it to chance.
Take a moment to reflect and ask yourself: what do we do now, and how can we make it better?
I’ll be exploring this more in upcoming episodes of KAMCast so please do get in touch and let us know your thoughts on this topic and any specific questions you have, which you’d love to see answered in an episode.
Victoria describes herself as human-centred experience consultant who works with brands to ‘raise the bar’ in experience by differentiating themselves through thinking,creating, and ‘doing’ customer experiencedifferently.
Her areas of consulting specialism focus on: audience...
If all businesses existed to solve a problem, then account managers needed to become problem solvers.
This shift saw a development of a much softer, more skillful consultative selling approach with an emphasis on problem-solving and a full understanding of the customer needs, concerns and aspirations through well-crafted open questions active listening, and summarising skills.
Unlike their predecessors, problem solvers have shown a genuine interest in the customer’s business.
So, in essence, we can see thatthe gossiping entertainer (who liked talking about others) morphed into the boring informer (who liked talking about themself) and then evolved into the consultative problem solver who finally learned the value of talking to the customer about, well, the customer.
How do the problem solvers of the 90s and noughties transition from the consultative selling world of the efficient supplier, to the transformational space of the effective business partner?
A world where account managers are collaborative, not just competitive, and more importantly they:
understand the customer’s world
focus on the front-end of the sales process, not the backend (closing)
talk about return on investment, not products and services
say relatively little (as the customer is doing most of the talking)
position themselves as trusted advisors
work with customers interests in mind as well as their own
play it long – understanding that genuine relationships take...
This is a big discussion about the variations of working as we emerge from restrictive living, and sharing ideas for the best ways to engage sales teams who are working remotely.
We explore side topics like:
how tech can support sales leaders to engage, excite and empower their teams and
what do we think the future looks like?
This is one of those episodes where we intentionally blur the line between new business and existing customer management to look at the fundamental building blocks for keeping people engaged.
The thing about Hybrid working is that it comes with a whole load of choices. Choice for an employee and choice for employers.
What choices have you made in the way you and your teams engage on your key account management mission?
Have you considered what tasks are best performed from which locations and environments and are you organising you and your team’s diaries to be most effective?
How are you and the team achieving the 4 C’s of:
Cooperation
Collaboration
Coordination and
Communication
Perhaps a truly engaged team is where a Quality of Life meets Quality of Work.
Robert and Lou are a great example of where Sales and HR are working together, not just on the People Strategy for maximising performance but the rich learning that can be accessed when senior leaders share experience across departments.
Senior leaders are buyers in their own rights, so how often to you
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