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KAMCast - Key Account Management Strategies for Business Leaders
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.
- 28 - #028 Choose to be a coach, with Lisa Brice
IN THIS EPISODE:
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.”
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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.
Thu, 09 Dec 2021 - 43min - 27 - #027 Account Management is Where Marketing Starts, with Bryony Thomas
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.
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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.
Thu, 11 Nov 2021 - 52min - 26 - #026 Getting Closer to the Close, with David (Ledge) Ledgerwood
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 existingcustomers.
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.
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.
FIND OUT MORE ABOUT MY GUEST: DAVID (LEDGE) LEDGERWOOD
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.
You can find out more about him on his website, connect with him on LinkedIn or follow him on Twitter.
Thu, 28 Oct 2021 - 30min - 25 - #025 Selling Through Partnering, with Fred Copestake
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. - - - 𝗙𝗥𝗘𝗗 𝗖𝗢𝗣𝗘𝗦𝗧𝗔𝗞𝗘 𝗕𝗜𝗢: 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 teaching selling through partnering skills. He has worked with 10,000+ sales people in 200+ companies across 36 countries. His work is concentrated on sales professionals working in complex B2B environments. 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.
Thu, 14 Oct 2021 - 46min - 24 - #024 Perfect Your Communication Style with Practice
In this solo episode, I 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 sales practitioner. 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 are 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. - - - 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.
Thu, 30 Sep 2021 - 26min - 23 - #023 The Loyalty Loop, with Drew Davis
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? 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! 𝗔𝗡𝗗𝗥𝗘𝗪 (𝗗𝗥𝗘𝗪) 𝗗𝗔𝗩𝗜𝗦 𝗕𝗜𝗢: Andrew Davis is a bestselling author and keynote speaker. Before building and selling a thriving digital marketing agency, Andrew produced for NBC and worked for The Muppets. He's appeared in the New York Times and on the Today Show. He's crafted documentary films and award-winning content for tiny start-ups and Fortune 500 brands. Today, Andrew Davis teaches business leaders how to grow their businesses, transform their cities, and leave their legacy. 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.
Thu, 16 Sep 2021 - 48min - 22 - #022 A Conversation about Race in KAM, with Sharon Amesu
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. 𝗦𝗛𝗔𝗥𝗢𝗡 𝗔𝗠𝗘𝗦𝗨 𝗕𝗜𝗢: Sharon is an award-winning leadership consultant and professional speaker. After 16 years as a Criminal Barrister with a successful UK practice, today Sharon runs a consultancy business which supports organisations with leadership development, specialising in diversity and inclusion programmes. Sharon is invited to speak to national and international audiences around the world on Women in Leadership and Inclusive Leadership. Sharonamesu.com 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.
Thu, 02 Sep 2021 - 52min - 21 - #021 CX – A serious opportunity to add value as a KAM Pro
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 milefrom 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 experienceCreating 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 be delighted in the moments you shared?
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.
FIND OUT MORE ABOUT MY GUEST: VICTORIA TAYLOR
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 definition; employee, customer & brand experience. She works exclusively with luxury brands in the hospitality and travel sectors with her clients ranging from independent entrepreneurs with boutique businesses to high-end hotel chains in sunny climes like Dubai.
She has enjoyed working with brands like Warner Entertainment Group, Lamborghini, Disney, P&O Cruises, and well as passionate smaller brands like oldpostoffice.uk (boutique holiday studios).
Victoria believes that experience is not about the size of the business - it’s always about how well it’s done. She strongly advocates that details matter…especially in the experience of anyone coming into contact with your brand. In today’s world, you can’t dismiss the full journey – whether the touchpoint is a visible action or an intangible emotion.
You can find out more about her on her website, connect with her on LinkedIn, follow her on Twitter or join her on Instagram. Download her FREE e-book ‘Points of Entry’ strategy or signup for her monthly ‘In My Experience’ email.
Thu, 29 Jul 2021 - 34min - 20 - #020 The evolution of a key account manager, with Chris Ortolano
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 from the gossiping entertainer of the 70s (who liked talking about others) morphed into the boring informer of the 80s (who liked talking about themself) and then evolved into the consultative problem solver of the 90s & 00s who finally learned the value of talking to the customer about, well, the customer. The question is 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? That, my friend is the question. Be sure to read my full shownotes on this one! - - - 𝗖𝗛𝗥𝗜𝗦 𝗢𝗥𝗧𝗢𝗟𝗔𝗡𝗢 𝗕𝗜𝗢: Chris is the founder of Outbound Edge, a sales process consultancy business, set-up in 2017. He specialises in the sales process and solving complex problems by aligning processes with internal champions, engaging stakeholders and facilitating strategic decision-making. He specifically focuses on the niche area of Product Tours, which he describes as interactive click-through demonstrations that strategic-minded KAMs can use to create a meticulous customer experience before, during and after meetings with their key contacts. Chris is also the community manager and founder at SalesStack, an online community for emerging B2B SaaS leaders to exchange and test new ideas. 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. =========
Thu, 08 Jul 2021 - 39min - 19 - #019 Employee Engagement in a Hybrid Working World, with Robert Hicks & Lou Kwakye
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. In this episode I speak to two guests from rewardgateway.com/uk – Group HR Director Robert Hicks and their Sales Director, Lou Kwakye. I hope you enjoy it! - - - 𝗥𝗢𝗕𝗘𝗥𝗧 𝗛𝗜𝗖𝗞𝗦 𝗕𝗜𝗢: With three degrees under his belt, including an MBA from Imperial College, Robert is an accomplished leader in the HR space. His experience spans across sectors like software, property, cloud solutions and information technology. He has worked in and advised on Human Resources globally for 20+ years, for companies ranging from tech start-ups to SMEs, fast growth PE-owned mid-market businesses, FTSE250 and complex matrix global organisations with over 200,000 staff. Today he is the Group Human Resources Director and overall custodian of the people and experience teams for the organisation. 𝗟𝗢𝗨𝗜𝗦 𝗞𝗪𝗔𝗞𝗬𝗘 𝗕𝗜𝗢: Lou comes from a strong background working with sales people and, after years of working in the fitness industry for brands like Virgin Active and Pure Gym, he joined Reward Gateway as an engagement specialist in 2014. Today, he is their Sales Director and looks after a group of UK-based Account Executives, Sales Managers, SDRs, Researchers and the global Bid Team. 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. =========
Thu, 10 Jun 2021 - 48min - 18 - #018 Mapping your way to success, with Ian Windle
How successful is your key account management team? What is the definition you have for what success is, for your business? How do you measure the performance of your key account managers? If you find that the answers are all to do with growth, you’re probably looking at it TOO LATE and you are running a massive risk with your most important accounts. Whether you talk about KPI’s, goals, objectives, or metrics – we are looking for early warning signs and alerts that tell you clearly whether someone is on track for success or way off course. We could think of them as the ‘flight deck’ of important gauges to give you a clear overview of what is really going on. These important measures, and the intelligence they give us, will ultimately provide an opportunity to check against benchmarks and fuel coaching conversations with the team. In this episode I speak to Ian Windle and we get into the nitty gritty reality of creating your own Leadership Map. - - - 𝗜𝗔𝗡 𝗪𝗜𝗡𝗗𝗟𝗘 𝗕𝗜𝗢: Ian is an award-winning Leadership and TEDx speaker, Executive Coach and team builder. He is the author of an Amazon best seller The Leadership Map: The gritty guide to strategy that works and people who care. He works with leadership teams on their strategy, vision and values, as well as developing their capabilities to perform at their peak. In his first career Ian worked for the Foreign and Commonwealth Office, in many European capitals and in Asia; this was in a variety of roles from Political Desk Officer, through to Strategic Change Consultant. He then moved into consultancy with Celemi International, where he was Managing Director for 10 years of the UK business and Head of Global Consulting. 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. =========
Thu, 27 May 2021 - 40min - 17 - #017 Five Reasons your KAM Programme is Failing
Key account management is a beautifully simple business basic…one that isn’t that easy! If it was, we’d all be doing it brilliantly wouldn’t we? There are a handful of common, or typical reasons why a KAM culture struggles to get off the ground in an organisation. In this episode, I seek to shine a glaring light on the assassins of good KAM practice. I’m a big believer in shining a light on vulnerabilities in a business – it serves as a wonderful opportunity to mitigate risks, develop and create new ways of working and foster better ways of thinking. In this episode, I share the experiences we’ve had at kamguru.com in working with clients. Some of these clients have called for our support as a result of experiencing the loss of a customer and realising their vulnerabilities way too late. Others have started their respective KAM-Paigns to implement a KAM Culture and the momentum has dwindled and progress halted, caused by one or several of the reasons shared in this episode. Join me! - - - 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. =========
Thu, 13 May 2021 - 18min - 16 - #016 The ‘Next’ Normal, a KAM Industry reflection with Warwick Brown
Are you 'ready' for getting back to normal? And…what is normal? For many of us, the effects of the pandemic have been going on for so long that we can’t quite remember what normal is anymore. So, as we start to 'unlock' society, here in the UK, and begin thinking about how we will reengage with our key accounts, many of whom we won’t have seen for over a year, how ready do you feel to 'hit the ground running'? Have you thought about who you need to see first, what you want to achieve and how you will need to adapt? In this episode of KAMCast I welcome back my good friend and fellow KAM activist, Warwick Brown, as we set about answering some listener questions and talk about some common themes we are hearing with our clients at the moment. Our aim for this episode is to pause and reflect on what we may need to do - to be “match fit” for the NEXT normal, and fast track the performance of our most important accounts - - - 𝐖𝐀𝐑𝐖𝐈𝐂𝐊 𝐁𝐑𝐎𝐖𝐍 𝐁𝐈𝐎: Warwick Brown, a Key Account Consultant and Founder of thekamclub.com, has led business development and account management teams in Australia and Europe for more than 15 years. He has worked with some of the world's most prestigious firms including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone. His mission is to support in-house KAM Professionals with the right advice, tools and learning resources to boost their results. He also spends time educating organisations about the importance of leveraging the power of key account management which in turn to accelerates higher performing KAM Professionals, improved client retention and increased revenue. 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. =========
Thu, 29 Apr 2021 - 42min - 15 - #015 Mind the Intergenerational Gap with Henry Rose Lee
Have you ever found yourself struggling to understand, or get along, with people who are older or younger than you? Perhaps a clash in communications style, working preferences, belief systems, values or motivational needs? Many of the business leaders that we talk to in our work at KAMGuru tell us how difficult they find driving higher levels of motivation and engagement from younger sales teams. They say that age is just a number… except it isn’t, is it? When you listen to this episode – you’ll gain some really pragmatic and practical advice from Henry Rose Lee who helps us look through the intergenerational lens from a position of understanding. - - - 𝗛𝗘𝗡𝗥𝗬 𝗥𝗢𝗦𝗘 𝗟𝗘𝗘 𝗕𝗜𝗢: Henry Rose Lee is a speaker, author and consultant specialising in Intergenerational Diversity, an emerging science and management skill of maximising the engagement, collaboration and productivity within and across the five distinct generations in today’s workplace. She is passionate about busting the many myths people have about Millennials and Gen Z, and has written three books on maximising today’s young talent. She focusses her attention on providing business leaders with practical tactics for attracting, recruiting, engaging and retaining their youngest employees. 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. =========
Thu, 15 Apr 2021 - 47min - 14 - #014 KAM and COVID, One Year On
How has the last 12 months been for you and your business? At the time of recording this episode, it’s been a year… to the day…that I delivered my last ‘in person’ seminar for a group of Chief Executives in Leeds. By then, we had already stopped shaking hands with people and we were pouring copious amounts of antibacterial gel over our hands at every opportunity. The juggle struggle has been real and balancing work, family, home-schooling, friendships and our own mental health has often felt like too many things to do! For many, there have been moments of joy, basking in the glorious sunshine in the spring of 2020, trying to become ‘Tik Tok famous’ and starting lockdown or furlough projects. And for others, the last 12 months has been incredibly tough, trying to stay optimistic and upbeat in difficult market conditions, knowing that their performance really will determine the survival chances of the business. Whichever camp you find yourself in, I’d really encourage you to listen to this episode, hear my reflections on the last 12 months on how KAM Pros have been managing their relationships with their most important customers. AND – what it means for the future of those relationships. - - - 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. =========
Thu, 01 Apr 2021 - 16min - 13 - #013 What does a strategic conversation look like?
Do you wish your team members were having more strategic conversations with your key accounts? Do you have a clear understanding of what strategy is? Does your team have a clear understanding of what strategy is? It’s fair to say that the S word – strategy – gets bandied around a lot in business - we even talk about it as one of our guiding pillars for success in KAM. And with words that get so heavily used, it’s common for the waters to get muddied and the definition to become overcomplicated, leading to overthinking activities and behaviours. In this episode I take a look at the topic of strategy, with brand strategist Shelley Röstlund. Shelley has strategic conversations on a daily basis with her clients, so I was keen to hear her thoughts and dig deep on this topic. Strategy is such an important component to understanding our customers, it’s so important that, as KAM Pros, we are able to get a firm grip on the strategic skillset, empowering us to truly Become the expert in the customer’s world. - - - 𝗦𝗛𝗘𝗟𝗟𝗘𝗬 𝗥𝗢̈𝗦𝗧𝗟𝗨𝗡𝗗 𝗕𝗜𝗢: Shelley is a Brand Strategist at harbour32.com who teaches subject matter experts to clarify their brand purpose and value by leveraging a blend of brand archetypes, belief systems, customer insights & core product refining. Having had delivered 150+ one-to-one strategic sessions with SME's across more than 30 different industries in the private, public and third sectors – she is well-versed on holding strategic conversations to cut to the chase and articulate intent and value. 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. =========
Thu, 18 Mar 2021 - 42min - 12 - #012 When you lose…don’t lose the learning, with Vince Tickel
How often do you put aside time to reflect honestly on the learning you have gained following the closure of a deal, whether you won or lost it? Do you pause for a moment to celebrate the victory or commiserate the loss? Or do you go deeper than that, in pursuit of feedback that can be fed forward into future pitches? Creating a learning culture in an account management team is hugely beneficial and requires us all to embrace feedback, even the painful stuff. This episode’s guest is Vince Tickel, seasoned entrepreneur, executive coach and group chairman of the Vistage Central London group. I get his take on the importance of critical feedback (and what you can learn from it). - - - 𝗩𝗜𝗡𝗖𝗘 𝗧𝗜𝗖𝗞𝗘𝗟 𝗕𝗜𝗢: Vince hails from an early background in brand marketing, working with businesses like Unilever, Bacardi-Martini, Bass and P&G. In later years he focussed on building teams and growing businesses to multi-million-pound enterprises. He has extensive experience across several categories across B2C and B2B sectors, and today he is the CEO and majority stakeholder at Hunter Luxury, a UK-based award-winning luxury packaging provider, and is the Chairman of a premium printer and office solutions business called Four Digital Solutions. He is also the Group Chair for Central London for Vistage – a peer group organisation for high performing Managing Directors, CEO’s and Business Owners. With Vince’s business philosophy being ‘drive your business, don’t let it drive you’ – he gets to motivate, inspire and drive his members to do just that. 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. =========
Thu, 04 Mar 2021 - 43min - 11 - #011 Great Answers to Tough Questions, with Michael Dodd
What is the toughest question you have faced from your most important customers? What is the toughest question you have faced from you team? How did you handle those questions? Did you answer with confidence and finesse? Or did you crumble under the pressure and end up blurting out more that you would care to share? As a business leader, you will have undoubtedly faced some really tough questions over the years. Your ability to answer them will have played a really important role in the growth and success of your business. So, what happens when you are not around? How do the account managers in your business cope under the mounting pressure of a difficult and challenging question? Are the team naturally skilled in remaining cool, calm and collected under pressure or is this an area that needs development? In this episode, I talk to Michael Dodd, international speaker, consultant and author of “Great Answers To Tough Questions At Work”. - - - 𝗠𝗜𝗖𝗛𝗔𝗘𝗟 𝗗𝗢𝗗𝗗 𝗕𝗜𝗢: Michael is a Communication Specialist focussing on training clients to sharpen their skills in how to deal with tough questions from prospects, customers, staff, shareholders and the media. With a background in broadcast journalism, Michael has learnt at the coal-face how to react, respond and communicate at warp speed. In the past he has worked as the Berlin and London Correspondent for the Australian Broadcasting Corporation (ABC), has filed reports from across Europe and the US, and covered events in Eastern Europe before, during and after the 1989 revolutions for the ABC, Radio New Zealand and the BBC World Service. AS if that wasn’t enough - he has worked as a political correspondent in the Australian capital, Canberra, for national and international current affairs programs, and is a visiting lecturer on broadcast journalism for MA students. Today, Michael draws on his rich media background & experience on camera, to teach entrepreneurs, professionals and business leaders how to tackle tough questions with confidence and finesse. 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. =========
Thu, 18 Feb 2021 - 41min - 10 - #010 The Five Types of Talk Triggers with Jay Baer
(Part 2 of 2) See Part 1 in EP009. We continue our discussion with jaybaer.com, Hall of Fame Keynote speaker and the author of SIX best-selling books which all point to the importance of the customer experience. One of those books is ‘Talk Triggers’ which delves into creating intentional mechanisms within the day-to-day carrying out of your business which spur your customers to CHOOSE to talk enthusiastically about you to their friends, colleagues and networks. This is without being prompted by you! This introduces the importance of having a contagious Word Of Mouth (WOM) strategy –which creates involuntary marketers out of your existing customers and ultimately wins you more business (for free!) If you haven’t listened to the first part of our conversation (in EP009) where we explained what a Talk Trigger is and what the structure of true and impactful Talk Trigger is, make sure you listen to that one first. It will help contextualise this second part to the conversation for you. With 91% of B2B decisions being influenced by word of mouth, it is so important that we consider the stories that our key contacts might be telling their networks and design experiences that feed them with great stories to tell. Have you ever wondered why a deal with a key account is stalling, not going anywhere fast or, at worst, heading in the direction of the competition? Do you know what stories your key contacts are telling about you when you are not in the room? - - - 𝗝𝗔𝗬 𝗕𝗔𝗘𝗥 𝗕𝗜𝗢: Jay Baer, CSP, CPAE has spent 27 years in digital marketing and customer experience, consulting for more than 700 companies during that period, including 36 of the FORTUNE 500. His current firm, Convince & Convert, provides content marketing, social media, and customer experience advice and counsel to some of the world’s most important brands. Jay is best described as one of the world’s most inspirational marketing, customer experience, and customer service keynote speakers. He is a Hall of Fame speaker and emcee, a New York Times best-selling author of six books and an Internet pioneer. As a 7th-generation entrepreneur, he has founded five, multi-million-dollar companies and today runs his digital strategy consulting and media firm, convinceandconvert.com. Jay has two College-age children and lives in the idyllic college town of Bloomington, Indiana with his wife and travels from Indianapolis to speaking opportunities world-wide. 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. =========
Thu, 04 Feb 2021 - 38min - 9 - #009 Crafting Talk Triggers with Jay Baer
How many of your Key Account contacts have a story to tell about their (customer) experience of you? I am not talking about a prompted testimonial packed with marketing quotes, engineered to pitch your products and services to a new audience. I am also not meaning a review of the features and benefits they enjoy from using your solution or engaging in your service. I am rather referring to the kind of story that arises only from a truly REMARKABLE customer experience. One that… ensures that you stand out from your competition, and differentiates you from the overwhelming noise in your crowded market And, more importantly, one that your contacts are delighted to spontaneously tell their network of peers, colleagues and friends...ultimately giving you the very best form of advertising (FOR FREE) - enabling you to win more business and influence wider stakeholders. My guest on this episode is a Hall of Fame Keynote speaker and the author of SIX best-selling books which all point to the importance of the customer experience. If you haven’t heard Jay Baer speak yet, you are in for a treat. We deep dive into his Talk Triggers concept. He shares his proven method of implementing a system (“Talk Triggers”) to help you to engineer your ability to provide your customers with the kind experiences that create spontaneous conversations and ultimately make your customers your volunteer marketers. - - - 𝗝𝗔𝗬 𝗕𝗔𝗘𝗥 𝗕𝗜𝗢: Jay Baer, CSP, CPAE has spent 27 years in digital marketing and customer experience, consulting for more than 700 companies during that period, including 36 of the FORTUNE 500. His current firm, Convince & Convert, provides content marketing, social media, and customer experience advice and counsel to some of the world’s most important brands. Jay is best described as one of the world’s most inspirational marketing, customer experience, and customer service keynote speakers. He is a Hall of Fame speaker and emcee, a New York Times best-selling author of six books and an Internet pioneer. As a 7th-generation entrepreneur, he has founded five, multi-million-dollar companies and today runs his digital strategy consulting and media firm, convinceandconvert.com. Jay has two College-age children and lives in the idyllic college town of Bloomington, Indiana with his wife and travels from Indianapolis to speaking opportunities world-wide. 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. =========
Thu, 21 Jan 2021 - 28min - 8 - #008 Survive the speed of change - become an irreplaceable advisor
How well have your client relationships faired against the almighty test that was 2020? With research suggesting that 68% of customers citing ‘perceived indifference’ as their top reason for leaving a supplier - have you lost customers by not remaining close enough to them? Or, by not fully understanding what they really needed from you, during the stormy waters of the pandemic. Perhaps you were led by political rhetoric and generalisations, which suggested that EVERYONE was facing financial ruin…leading you to discount and offer concessions through compassion? Did your strategy pay off or have you damaged the relationship - missing the customer’s need for confidence, clarity and clear leadership? In this episode David speaks to Jermaine Edwards, a Blue-Chip KAM specialist, who spends much of his time creating unique customer growth and loyalty strategies for his clients which make them irreplaceable in their market. His client portfolio includes companies like: Gartner, Dell Technologies, London Business School and General Electric. To date Jermaine has helped his clients uncover more than $250 million in new and undiscovered revenue from existing customers. - - - 𝗝𝗘𝗥𝗠𝗔𝗜𝗡𝗘 𝗘𝗗𝗪𝗔𝗥𝗗𝗦 𝗕𝗜𝗢: Jermaine is a serial entrepreneur, co-founder of The Irreplaceable Advisory Group and a Key Customer Growth Specialist. With more than 10 years-experience in sales, sales leadership and customer growth management, he has developed the 'Customer Ripple System' and 'Customer Mastery Programme' to help his clients make the impact they always knew was possible with their most important customers. Jermaine has been featured as a Customer Growth Author for Inc. Magazine and has personally trained and delivered talks to more than 4000 customer leaders, executives and teams for B2B businesses. With a Degree in German and Economics, and a Masters in Behavioural Psychology, Jermaine is invited by blue chip companies around the world to create unique customer growth and loyalty strategies which make them irreplaceable in their market. He has worked with brands like Gartner, Dell Technologies, London Business School and GE. 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. =========
Thu, 07 Jan 2021 - 40min - 7 - #007 Be a Value Creator, not a Cost Generator
In today’s world we could categorise organisations into two camps: those that add value, and those that add COST. • Why type of organisation are you? • What is your definition of value? • How will you know when you are adding & creating value for your customers? • Do your most important clients know the extra lengths you go to provide them with unexpected, relevant and personalised value that is ultimately useful to them? With value being undefinable to many and different to each of your accounts, I wanted to peel back a few layers of this really big onion and explore value with our guest for this episode: Warwick Brown. - - - 𝐖𝐀𝐑𝐖𝐈𝐂𝐊 𝐁𝐑𝐎𝐖𝐍 𝐁𝐈𝐎: Warwick Brown, a Key Account Consultant and Founder of thekamclub.com, has led business development and account management teams in Australia and Europe for more than 15 years. He has worked with some of the world's most prestigious firms including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone. His mission is to support in-house KAM Professionals with the right advice, tools and learning resources to boost their results. He also spends time educating organisations about the importance of leveraging the power of key account management which in turn to accelerates higher performing KAM Professionals, improved client retention and increased revenue. 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. =========
Thu, 17 Dec 2020 - 32min - 6 - #006 How can our systems support KAM success?
Picture the scene… You’ve just asked one of your top account managers to meet you and walk you through their account plan for your most important customer. You want to know: what we know, what we don’t know, what we are planning to do and how we are going to achieve it. Sounds like a simple ask right? And now you stand back and watch as your account manager battles with half a dozen spreadsheets, a PowerPoint slide deck, an underutilised CRM System and overwhelmed email inbox. Where is the information? What is the intelligence? Do we have the right SYSTEMS in place? The role of technology is to SUPPORT the business, to make the life of an account manager more productive, more effective and ultimately more successful. The benefit of all of that for business leaders is clear – more visibility, more accountability and more control for the trajectory of where your top accounts are heading. My guest on this episode is Alex Raymond, CEO and founder of KAPTA, one of the world’s leading KAM Enablement tools. Join us! - - - 𝗔𝗟𝗘𝗫 𝗥𝗔𝗬𝗠𝗢𝗡𝗗 𝗕𝗜𝗢: Alex is the co-founder and CEO of Kapta.com, a customer experience mapping company based in Boulder, Colorado (US). Kapta is purpose-built for organisations who want to establish, expand, or improve their Key Account Management function. Their technology removes the busy guesswork from client services, so you can focus on the work that matters: building strong relationships. With an MBA from INSEAD and a Bachelor’s Degree in Foreign Service from Georgetown University, Alex is a smart man, with 20 years-experience in the customer experience software sector. 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. = = = = = = = = = = = = =
Thu, 03 Dec 2020 - 34min - 5 - #005 Why most KAM plans don’t work
“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” – Abraham Lincoln, 16th President of the United States “By Failing to prepare, you are preparing to fail.” – Benjamin Franklin, one of the Founding Fathers of the United States “Good fortune is what happens when opportunity meets with planning.” – Thomas Edison, Inventor & businessman Even the creative genius Pablo Picasso knew that planning was key when he said: “Our goals can only be reached through a vehicle of a plan, in which we must fervently believe, and upon which we must vigorously act. There is no other route to success.” So, with so many quotes by smart people to remind us of the importance of proper preparation and planning to avoid poor performance…WHY do most account plans simply NOT WORK? Perhaps the answer is simple and it is because most account plans are just too complicated! Do you ever feel frustrated at the lack of consistency in the way your teams create account plans? Perhaps some team members don’t even bother. Would it make your life easier to have a straightforward system and process for planning so that you can keep your eye on what is going on and retain visibility of your most important customers? In this episode, David Ventura shares with you our KAMGuru approach to building a simple, easy-to-use and effective Key Account Plan. This short, stress-free plan will act as your guide, toolkit and roadmap to achieving success with your accounts. (We even give you free access to our template – no sign-up required). - - - 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. =========
Thu, 26 Nov 2020 - 18min - 4 - #004 Using Video to Maximise Sales
In a world where the vast majority of internet traffic is video content, how can we leverage the creation, production and value of video to maximise sales return? In this episode I talk to Ed Lawrence - a professional video marketer and co-founder of Business Film Booth. We discuss what returns salespeople can get from making video content; how business leaders can maintain brand image and professionalism through quality control; and the power and value of the video testimonial. Be sure to listen to this episode, to get Ed’s top tips on strategy, process and the necessary technical kit to make great video content that yields massive returns from your most important customers. - - - 𝗘𝗗 𝗟𝗔𝗪𝗥𝗘𝗡𝗖𝗘 𝗕𝗜𝗢: Ed Lawrence is a video marketer who has professionally produced more than 10,000 videos for UK-based businesses. He co-founded Business Film Booth with his business partner Dave Foulkes in 2015. He set a goal in Jan 2019 to release 3 videos a week to the Business Film Booth YouTube channel to teach people how to write, produce, present, promote and edit videos so he can help more people take advantage of video. Today…he is still doing it! Ed is a video marketing blogger for Social Media Examiner, the world’s largest social media marketing resource blog; and also presents and produces videos and courses for The Influencer Marketing hub, a leading social marketing resource for brands. 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. =========
Thu, 19 Nov 2020 - 42min - 3 - #003 The Marketing & Sales Divide – The Value in the GAP
In many organisations, the divide between the sales and marketing teams cause real problems. Silo working, a blame culture and all while the business is missing the opportunity to close the gap and add more value for customers and prospects, ultimately increasing the chances of winning more business. In this episode I talk to Grant Leboff from StickyMarketing.com, one the UK’s leading Sales and Marketing experts. He has just published is 5th book – ‘Myths of Marketing’ In January 2020. KAM, for me, really is a team sport and with marketing departments challenged with ADDING VALUE through content and engagement, it’s so important that account managers and sales teams work collaboratively towards a shared goal – to grow the business with existing clients. Sales people really are mini-marketeers who, in today’s world OWN their own media channels and therefore double up as media personalities. A media channel without content is useless. With LinkedIn probably being the platform of choice for most business professionals – Grant shares his 3 top tips for leveraging LinkedIn, with an eye on key account managers. - - - 𝗚𝗥𝗔𝗡𝗧 𝗟𝗘𝗕𝗢𝗙𝗙 𝗕𝗜𝗢: Grant Leboff, from StickyMarketing.com, is one of the U.K's leading Sales and Marketing experts. His fourth book, ‘Digital Selling’, debuted at #1 on the Amazon charts prior to being published in September 2016. His latest book, ‘Myths of Marketing’ was published in January 2020. A thought leader in his field, Leboff's main focus is to address the massive changes that are taking place in a world that is constantly being introduced to new technologies and an evolving World Wide Web. He continually challenges Sales & Marketing conventions that become accepted wisdom, but don’t necessarily deliver results. 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. = = = = = = = = = = =
Thu, 12 Nov 2020 - 31min - 2 - #002 Creating Personal Relationships in an Impersonal Environment
Relationship building has always been a key ingredient to becoming the trusted partner to your most important customers. And an age-old question is whether a salesperson needs to be naturally good at it or whether relationship and rapport building is a skill that can be taught. This episode’s guest is Master NLP Trainer, Performance Coach and Equine Learning Specialist - Lisa Brice. She’ll be sharing her insights on: • how we can fine tune our rapport building across digital platforms, • the role that our core beliefs play in generating success in sales and • the importance of coaching to maximise performance. In our continual pursuit of sales success with our key customers, it really is all about identifying the difference that makes the difference. - - - 𝗟𝗜𝗦𝗔 𝗕𝗥𝗜𝗖𝗘 𝗕𝗜𝗢: Lisa (lisabrice.co.uk) is a highly-acclaimed and qualified international trainer, personal performance and leadership coach, and business consultant, who specialises in enhancing people’s potential and leadership development. She has worked with small independent businesses to global franchise operations, large corporate companies and public sector organisations, including Royal Institute of Chartered Surveyors, Delancey, Phillips, Carlsberg, Chartered Institute of Insurers, XPO, Get Living London, Sky, Ernest Young, Greencore, Winkworth, Rentokil, Land Registry and many others. She not only has incredible experience, she also holds an impressive list of qualifications – some of which are: CIPD Trainer, ANLP Master Trainer, NLP Trainer & Master Practitioner, Dip CMI Strategic Business Coaching, Licensed HeartMath® Trainer and Coach, and Systemic Coaching and Constellations Practitioner. 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.
Thu, 05 Nov 2020 - 38min - 1 - #001 Importance of a KAM Culture in today's modern marketplace
Many of the business leaders we’ve been talking to have been telling us that they are: (a) Worried about the impact of the current climate on their most important customer relationships (b) Concerned that they are so reliant on the revenue from a small number of accounts (c) Stressed that new business and customer growth strategies have become frantic and lack systematic, scalable and repeatable activities and processes (d) Frustrated at the lack of visibility of what is going on with important clients – what do we know, what are we trying to achieve and how do we plan to do it? (e) Too heavily reliant on individuals on the team who manage key customers – the intel is in their heads and the ‘relationship’ is between the people not the brands If you are hearing that and thinking, yes, that sounds familiar this is the podcast for you.
Thu, 29 Oct 2020 - 18min
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