Podcasts about key accounts

Welcome to Episode 1 of “SOLD! Presented by Lane's End Farm,” your inside track to the Thoroughbred auction scene. We're kicking things off from the Fasig-Tipton Midlantic 2-Year-Olds in Training Sale in Timonium, Maryland, one of the premier juvenile sales in North America.In this episode, we break down some of the most buzzworthy hips with pedigree insights, consignor notes, and training observations. Whether you're a buyer, seller, breeder, or bloodstock enthusiast, this episode offers a sharp look at the horses attracting attention in the sales ring.Horses Discussed:Hip 24 – Filly by Honor A. P. out of Bread and Butter, consigned by Cary Frommer LLCHip 237 – Colt by Twirling Candy out of Maid of Honor, consigned by Cortez Racing and Sales LLCHip 523 – Filly by Union Rags out of Aggregator, consigned by Crane Thoroughbred ServicesHip 120 – Colt by Quality Road out of Firsttime Longtime, consigned by de Meric SalesHip 154 – Filly by City of Light out of Greek Sister, de Meric SalesHip 556 – Colt by Twirling Candy out of Concinnoous, de Meric SalesHip 204 – Filly by Union Rags out of Key Account, consigned by Goldencents ThoroughbredsHip 299 – Filly by Tonalist out of Onemoresweetkiss, Grade One InvestmentsHip 549 – Colt by Connect out of Awesome Aurora, consigned by Hidden Brook Agent IIIHip 236 – Colt by Game Winner out of Magnificent Margo, Hidden Brook Agent VIIHip 47 – Filly by Game Winner out of Cash Queen, JVC Training and SalesHip 266 – Colt by Game Winner out of Miss Personality, JVC Training and SalesHip 405 – Colt by Game Winner out of Socialite, JVC Training and SalesHip 13 – Filly by Connect out of Blithely, consigned by Parrish Farms Inc.Hip 448 – Filly by Game Winner out of Team Hansen, Parrish Farms Inc. AgentHip 121 – Filly by Twirling Candy out of Fleet Dude, Randy Miles Agent IXHip 128 – Colt by Liam's Map out of Flummoxed, Scanlon Training & SalesHip 29 – Colt by Twirling Candy out of Brooke and Emory, Tom McCrocklin AgentHip 201 – Filly by Liam's Map out of Kauai Katie, Wavertree Stables Inc. (Ciaran Dunne)We dig into the pedigrees, performance on the track, and potential upside for these standout two-year-olds.

In this episode of Stronger Sales Teams, Ben Wright delves into the critical discipline of key account management—a fundamental pillar for cultivating enduring client relationships and securing ongoing revenue. Shifting focus from simply acquiring new business, Ben underscores the value of strengthening existing client partnerships to drive repeat sales. He highlights the necessity of a systematic approach to key account management and urges sales leaders to prioritise customer lifetime value. Key Takeaways: Establish a consistent approach for engaging customers throughout the delivery cycle, ensuring repeat sales through deep trust and strong relationships. Focus on maximising the value provided to a customer over their entire journey, from initial purchase to future sales. Implement a regular schedule for communicating with customers to address satisfaction, solicit feedback, and build future business opportunities. Develop tailored strategies to offer insightful advice and additional services that resonate with client needs. Expand relationships within client organisations to uncover more sales opportunities and safeguard against turnover or shifting priorities. Time Stamps: 0:00 Intro 2:00 Strategy for the Future 4:00 Key Account Management 5:55 What is Key Account Management? 7:15 Where Does Key Account Management Starts 9:45 Engaging With Customers 14:07 Adding Value to the Customer Base 20:25 Expansion of Customer Relationships 23:25 Recap 24:07 Road to Cairns 25:18 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode! I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

On this episode of Growing Places SMGA CEO Tyler Tordsen and Economic Development Specialist Chris Fields sit down with a very special guest--Jay Buchholz. Jay is the Manger of Public Relations and Key Accounts for Sioux Valley Energy. In addition his work at Sioux Valley Energy, Jay has held many positions on the Sioux Metro Board of Directors, most recently serving as the Past Chairman of the Board.Jay's Hidden Gem: South Dakota State Parks

In this inspiring episode of The Greenbook Podcast, host Karen Lynch is joined by Katie O'Connor, incoming SVP of Key Accounts at Behaviorally, to celebrate the 2025 Greenbook Future List honorees. Together, they explore the importance of innovation, mentorship, and visibility in shaping the future of insights.Katie reflects on her career journey, the qualities that fuel success in the research industry, and why Behaviorally chose to sponsor this year's Future List. The conversation highlights emerging leaders, powerful quotes from honorees, and how industry-wide collaboration is shaping a more inclusive and dynamic future.Key Takeaways:The Greenbook Future List honors early-career professionals driving innovation, strategy, and community impact.Behaviorally's commitment to nurturing talent and future-facing solutions.Qualities like passion, resilience, creativity, and strategic thinking are consistent markers of rising stars.Mentorship plays a critical role in personal growth and industry transformation.Supporting initiatives like the Future List is an investment in the future of insights.Resources & Links:Learn more about BehaviorallyDiscover the 2025 Greenbook Future List HonoreesExplore Greenbook Events and get involvedYou can reach out to Katie O'Connor on LinkedIn.Many thanks to Katie O'Connor for being our guest. Thanks also to our production team and our editor at Big Bad Audio.

In this episode Keith Legro, VP of Key Accounts at Fender covers what it takes to be successful online while selling musical instruments - a category where the feel and sound of the products is often critical. Tune in for lessons on who is shopping for instruments online vs. in-store and how Fender works to reach consumers at every stage of the purchasing journey.

Send us a textIn this insightful episode, Clint Biggs shares his extensive experience in test engineering sales, discussing the critical intersection of technical expertise and customer relationships. With over 30 years in the industry, Clint provides valuable insights into sales engineering, team collaboration, and career development for engineers.Main Topics:Test Engineering Across IndustriesSales and Engineering CollaborationBuilding Professional RelationshipsSales Engineer Compensation and IncentivesEffective Communication StrategiesValue-Based Service DeliveryClint Biggs is the Senior Vice President of Sales and Marketing at Testeract, a company specializing in automated test systems. Since March 2023, he has driven revenue and market growth, notably overseeing the merger of SOLUbit into Testeract.Previously, as President of SOLUbit, Inc. (October 2015 – May 2024), Clint led significant growth, expanding the team and tripling revenue. The company served industry leaders like Agilent Technologies and Intel, providing solutions across mechanical, electrical, and software engineering disciplines.At National Instruments, Clint held leadership roles over a 23-year tenure, including Principal of Key Accounts & Sales Excellence and Department Manager for Americas Services & Support, where he led over 250 engineering professionals.He holds a Bachelor of Science in Computer Science from Park University, graduating Magna Cum Laude. Clint is recognized for his leadership development, strategic growth, and aligning engineering with market needs.Links:Clint Biggs - LinkedInTesteract WebsiteAbout Being An Engineer The Being An Engineer podcast is a repository for industry knowledge and a tool through which engineers learn about and connect with relevant companies, technologies, people resources, and opportunities. We feature successful mechanical engineers and interview engineers who are passionate about their work and who made a great impact on the engineering community. The Being An Engineer podcast is brought to you by Pipeline Design & Engineering. Pipeline partners with medical & other device engineering teams who need turnkey equipment such as cycle test machines, custom test fixtures, automation equipment, assembly jigs, inspection stations and more. You can find us on the web at www.teampipeline.us

In this week's episode, we are throwing it back to one of the most listened episode featuring Jen Allen-Knuth. At the time of recording, Jen was the Chief Evangelist at Challenger as well as the Co-Host of Winning the Challenger Sale Podcast. You may be asking yourself, what is a Chief Evangelist? She wasn't always this role, she started her career in Account Management at CEB which was acquired by Gartner and Challenger for the past 15 + years, working through the ranks in both New Business Sales and Key Accounts prior to actually creating the Chief Evangelist role at Challenger.In today's episode, we discussed: What is an Evangelist and how she created the role at Challenger? Finding purpose outside of work The importance of being passionate about what you sell Being Your Authentic Self Sales lessons Learned From Skiing So much more!Please enjoy this week's episode with Jen Allen-Knuth____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me!Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

We have a webinar recording for you this week on the Sales Transformation Podcast. In ‘The Network Effect' Phil was joined by Introhive's Dr Ryan O'Sullivan and NTT's Julia Munn to discuss how account managers can leverage their networks to generate more value.  The conversation focuses on three types of network: your network of contacts within your client's organisation, the people you know from other departments in your own company, and everyone else you know externally. When nurtured and deployed correctly all these networks can help to massively grow your accounts.   Highlights include:  [13:26] – Identifying the relationships you need to build is as important as nurturing existing ones [20:23] – Mapping people in your client's business to people in your own [43:58] – Look to connect with Analysts who know about your client  You can find a recording of Ryan's talk from Global Sales Transformation XIX, which was mentioned during the webinar, on our YouTube channel. Ryan's book, Building B2B Relationships, is available to buy on Amazon. You can find out more about how Introhive can help you map and foster relationships with your clients on their website.  Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn Connect with Julia Munn on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

This week we're taking a look back at the panel session from GST XIX, featuring Birgitte Pingel, Vice President – Business Development Leader Consumer Goods & Retail, Europe, at Genpact and David Mines, Commercial Director at Worldpack. They were also joined by a last-minute guest Phil plucked from the audience to give a client's perspective: Michael Pearson, former Group Head of Procurement and Vendor Management at OSB Group and founder of insidetheprocurementmind.   Together they discuss what the essential ingredients are for success in today's key account management landscape. Discussion with the audience particularly focuses in on the impact of AI, as well as stories of successful deals the panel have been involved in.   Highlights include:  [07:51] – Salespeople should connect with procurement and vice-versa  [11:48] – AI can't replicate everything a salesperson does [30:16] – Levergaging the agility that comes from being small  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/-qIpI-ftIJo    Connect with Philip Squire on LinkedIn Connect with Birgitte Pingel on LinkedIn Connect with David Mines on LinkedIn Connect with Michael Pearson on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

ACTIONABLE TAKEAWAYS: Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding Intent Matters: Don't just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal. AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance. Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively. MADDY'S PATH TO PRESIDENTS CLUB: Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies Account Executive @ Procore Technologies Senior Business Development Rep @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

This week on The Sales Transformation Podcast we have Dr Ryan O'Sullivan's talk from Global Sales Transformation XIX – his second time speaking at a GST event!  Ryan, Global Account Manager at Introhive, explains how he came to be interested in the subject of relationship mapping, which eventually led to writing his new book: Building B2B Relationships. Understanding the full network of relationships in both your and a client's organisations, he argues, can lead to exponential revenue growth via discovering new ways to multi-thread different service lines.  If you'd like to hear more from Ryan, he will be joining NTT's Julia Munn and our own Dr Phil Squire for a free webinar at 16:00 GMT on 13th February. Sign up below: https://us02web.zoom.us/webinar/register/2317382540925/WN_Eq8wVcBbRDu8atp_iJrG2w   Highlights include:  [00:43] – A rude awakening to neglecting relationships with senior management [04:21] – The key stats behind the importance of existing relationships [22:15] – Outperform your competitors with multi-threading  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/BlJe6Kt7xR4  Ryan's book, Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business, is available to buy on Amazon.  Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

#updateai #customersuccess #saas #business Amy Oilman, SVP of Customer Success at Conversica, joins hosts Jon Johnson, Principal CSM, Key Accounts at UserTesting, and Josh Schachter, Co-Founder & CEO at UpdateAI, to share insights from her experience building and leading customer success teams at industry giants like Google and Salesforce. Drawing from her time at these powerhouse companies, she reveals how to create the most effective customer success teams, emphasizing the importance of a well-defined team vision, the core values guiding her teams, and innovative approaches to battling churn and ensuring customer satisfaction. Timestamps 0:00 – Preview & Intros 4:10 – Priorities for 2025 7:07 – Rules of the Road 8:40 – The #1 Rule of the Road 11:23 – Collaboration with Internal Teams 13:00 – Showing Up with a Point of View & Being Engaged 15:37 – Identifying and Hiring Potential Candidates 17:20 – "The Best in the Universe" 21:37 – Amy's Experience at the CS100 Conference 23:40 – Personal Branding and Growth ___________________________

In meiner neuen Podcast Folge spreche ich mit Olaf Hirsch, Key Account Manager bei Allergosan, über Antibiotika und Probiotika. Natürlich sprechen wir über das Unternehmen Allergosan und dessen Erfolgsgeschichte, aber auch über das Probiotikum omnbiotic und die Potentiale dieses Produkts in der pharmazeutischen Beratung bei der Abgabe von Antibiotika. Dieses Interview ist ein MUSS für alle Mitarbeiter in der Apotheke, die Kunden am HV aktiv beraten.

You don't need to work longer; you just need a better plan. Schedule a peace of mind visit for your retirement planning with this link: https://calendly.com/charlesdzama/dzamatalk-complimentary-15-min-phone-call"A plan today ensures peace for your loved ones tomorrow."Chapters:0:00 - Podcast Introduction1:00 - The Importance of Financial Planning for Couples4:15 - Why Tax Planning is Crucial for Survivors7:30 - Understanding Survivor Benefits and Health Insurance11:00 - The Role of Trust and Fiduciaries in Financial Planning15:30 - Why You Should Involve the Next Generation in Planning17:45 - Common Financial Pitfalls After a Spouse Passes21:30 - Key Accounts to Update and Monitor After a Loss25:15 - How to Organize Documents and Certificates for Survivors34:00 - Mental Health: Coping with Loss and Financial Stress39:36 - ClosingConnect with CD Financial for More Insights:Twitter: /CDFinancial_LLCInstagram: /CDfinancial.llcFacebook: /CDFinancialLLCLinkedIn: /cd-financial-llc Visit our Website: https://cdfinancial.org/Subscribe and Stay Updated: Don't miss out on crucial advice for your financial journey. Subscribe now for weekly insights and strategies to secure your retirement.Get More from CD Financial: Looking for personalized advice? Schedule a consultation with Charles to tailor a plan that suits your unique financial situation: https://calendly.com/charlesdzama/dzamatalk-complimentary-15-min-phone-call#RetirementPlanning #OpenSeason2024 #FEHB #FederalEmployees #HealthInsurance #Podcast #FinancialWellness #CDFinancial #HealthMeetsWealth #InsuranceComparisonAdvisory services are offered through CD Financial LLC dba CD Financial, an Investment Advisor in the State of California. Insurance products and services are offered through CD Financial & Insurance Services LLC, an affiliated company.Opinions expressed herein are solely those of CD Financial and our editorial staff. The information contained in this material has been derived from sources believed to be reliable but is not guaranteed as to accuracy and completeness and does not purport to be a complete analysis of the materials discussed. All information and ideas should be discussed in detail with your individual adviser prior to implementation.Support the show

#updateai #customersuccess #saas #business Hosts ⁠⁠Kristi Faltorusso (CCO, ClientSuccess)⁠⁠, ⁠⁠Jon Johnson(Principal CSM, Key Accounts at UserTesting)⁠⁠ & ⁠⁠Josh Schachter (Co-Founder & CEO, UpdateAI) dive into a dynamic conversation to kick off the new year. Tune in as they share insights on how companies are restructuring compensation models, discuss the trends they're observing, and reflect on the evolution of customer success and account management and the ongoing merger of these roles. Timestamps 0:00 - Preview, BS & Intros 5:44 - Are CS leaders transitioning to account management roles? 9:00 - Redesigning compensation models to align CS with revenue activities 14:50 - Problems with current data management practices 25:18 - Predictions for 2025 28:52 - LinkedIn algorithm, AI content, and Social Media Behavior 36:08 - Need for a defined strategy and long-term planning 39:30 - Pressure on CS to demonstrate quick impact and results ___________________________

For the next few weeks on The Sales Transformation Podcast we'll be uploading the sessions from Global Sales Transformation XIX, all focusing on the theme of Cracking The Code of Key Account Management. First up is David Beare, Global Practice Leader at Mott MacDonald.  David talks us through his relationship with major client Heathrow Airport through big projects and tough times, emphasising that humanity can be the key to nurturing strong partnerships. Sometimes that means empathy, and sometimes that means getting on “the fun bus” together!  Highlights include:  [08:50] – Becoming the fun bus to attract new talent [11:37] – Going above and beyond during covid [26:02] – What are some of the key characteristics to look for when hiring a Key Account Manager?  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/JW9Oqr6c8N8  Connect with Philip Squire on LinkedIn Connect with David Beare on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

Jennifer Chavez, a remarkable figure in medical sales, joins us to share her inspiring journey from a former vascular peripheral sales representative to the founder of her own medtech consulting agency. We explore her unique role at Medtronic, where she managed key accounts remotely, strategically engaging with isolated and high-priority clients. Jennifer offers a firsthand look at the shifting landscape of medical sales, underscoring the significance of remote interactions and the increasing reliance on data engagement and virtual product launches. Trace Jennifer's career path from selling suits at JCPenney to becoming a key account manager in the medical sales industry. Her story highlights the importance of understanding customer needs and cultivating strong relationships, skills that formed the foundation of her success. We discuss the transformative impact of an MBA and analytical skills on crafting compelling value propositions and how COVID-19 has accelerated the shift from face-to-face to virtual sales models. Jennifer's move into consulting showcases the potential for career reinvention, fueled by a passion for impacting lives with innovative medical technologies. Jennifer also opens up about her journey as a single mother balancing a demanding career with family life. Her transition into entrepreneurship demonstrates the rewards of dedication and emphasizes her commitment to fostering diverse leadership within the MedTech industry. As we wrap up, Jennifer shares her insights on personal growth, motivational tips, and the importance of family bonds, leaving us with a vision for the future of medical sales centered on value-based healthcare and health equity. Tune in to be inspired by Jennifer's remarkable journey and her vision for a more equitable and innovative future in medical sales. Meet the guest: Jennifer Chavez is a Medical Technology Expert and founder of TransformEdge Consulting Group. With a decade of top global medical device industry commercialization experience, she is passionate about improving the lives of many through creating access to impactful medical technologies. Jennifer holds a Strategic Management MBA and a Medical Industry Leadership Institute Certification from Carlson School of Management.  Connect with her:  https://www.linkedin.com/in/jennygchavez/ https://www.transformedgecg.com/ Books by Dr. Joe Dispenza   https://www.amazon.com/stores/author/B001IGX24Q   Medical Sales Winter Bash!! Saturday, January 25, 2025 6:00 PM PT Herb & Wood 2210 Kettner Blvd San Diego, CA 92101 Register now: https://evite.me/EYS_IgniteNexus_WinterBash   This Podcast offers a pathway to continuing education via this CMEfy link: https://earnc.me/h25vby

In this episode of In Conversation With…, Kimberley Dondo speaks with Kate Rainbow, Head of Key Accounts at Hymans Robertson Investment Services. They discuss how Consumer Duty is reshaping the advice industry, from the rise of outsourcing to ensure sustainable income to understanding the manufacturer versus distributor distinction. Kate also explains the importance of scenario testing, evidencing value for money, and ongoing compliance strategies. Listen now to discover how firms can adapt and thrive under the new regulations.

In this episode I sit down with Benjamin Butler, Vice President of Key Account Development at Aramark SeniorLIFE+, to dive into the world of culinary, environmental services (EVS), and facility solutions in senior living. With nearly two decades of experience in senior living, Ben brings a wealth of knowledge, passion, and a fresh perspective to the conversation. We explore Ben's incredible journey, from his early days in the industry to his current role at Aramark SeniorLIFE+. He shares what drew him to this position after 18 years in senior living and how his passion for creating exceptional resident experiences drives his work every day. Ben and I discuss the unique challenges senior living communities face in delivering top-tier culinary, EVS, and facility services. From balancing the needs of residents, families, and staff to innovating solutions that improve quality of life and operational efficiency, Ben offers valuable insights into what it takes to succeed in today's senior living landscape. As we look ahead, Ben shares his vision for the future of senior living and the role of innovative partnerships like those offered by Aramark SeniorLIFE+. Whether you're a provider looking to elevate your services or someone passionate about the industry, this episode is packed with practical advice and inspiration. What You'll Learn in This Episode: Ben's personal journey into senior living and what inspires his work. How Aramark SeniorLIFE+ creates customized solutions for culinary, EVS, and facilities. The biggest challenges and opportunities for senior living providers today. The importance of balancing the needs of residents, staff, and families. How the industry is evolving and where innovation is heading. Tune in for an engaging conversation that connects the dots between passion, innovation, and the future of senior living. Don't miss this one!

Neste episódio recebemos Deidi Souza, Gerente Nacional de Vendas Key Account na Suzano, para uma conversa imperdível sobre como líderes comerciais podem alinhar métricas técnicas e inteligência emocional para transformar a gestão e o desenvolvimento de seus times de executivos de key accounts.

Vertrauen ist gut, Kontrolle ist besser? Nicht in der Führung! Um als Team produktiv und nachhaltig erfolgreich zu sein, braucht es mehr als nur Fachwissen – es braucht Soft Skills und echte Menschlichkeit. Gerade in unsicheren Zeiten sollten Führungskräfte die zwischenmenschliche Ebene nicht vernachlässigen und Vertrauen als ihren moralischen Kompass verstehen. Im Gespräch mit Moritz Ollmert teilt Patrick Minßen, Manager of Sales, Public and Key Accounts bei Brother International GmbH, seine Erfahrungen: Wie er während der Pandemie ein neues, ihm unbekanntes Team führte und trotz der Herausforderungen von Remote-Arbeit eine vertrauensvolle Zusammenarbeit schuf. Minßen zeigt, wie wichtig es ist, den Menschen in den Mittelpunkt zu stellen – besonders, wenn das Umfeld turbulent ist. Was bedeutet Volatilität? Volatilität beschreibt die Schwankungsintensität in einem bestimmten Zeitraum. Im wirtschaftlichen Kontext bedeutet dies, dass Märkte, Rahmenbedingungen oder auch interne Unternehmenssituationen starken und oft unvorhersehbaren Veränderungen unterworfen sind. Diese Unsicherheiten stellen besondere Herausforderungen für Führungskräfte dar, die Flexibilität und Empathie erfordern, um das Team sicher durch die stürmischen Zeiten zu führen. Erfahren Sie, für diesen Podcast ungewohnt persönlich, wie Vertrauen zum Schlüssel für Erfolg in volatilen Zeiten werden kann!

Viele Unternehmen schöpfen das Potenzial ihrer bestehenden Kunden nicht voll aus - dabei liegt hier oft viel mehr Umsatz, als man denkt. Wusstest du, dass es siebenmal teurer ist, neue Kunden zu gewinnen, als das Potenzial bestehender Kunden voll auszuschöpfen? Gemeinsam mit Markus Härlin gehen wir dieser Frage auf den Grund: Wie erkennst du systematisch ungenutzte Chancen bei deinen Key Accounts? Und wie schaffst du es, diese Kundenbeziehungen so zu vertiefen, dass beide Seiten davon profitieren? Entdecke einfache, aber wirkungsvolle Schritte, um verborgene Potenziale zu heben und langfristig erfolgreicher zu sein - ohne immer auf Neukunden angewiesen zu sein.  

Today on Tapod we sit down with our sponsor Oncore to talk all things Contingent Workforce. Emilie Bansel (Head of Customer Success) and Carl Oates (Head of Key Accounts) break down what Enterprise Clients are really looking for when it comes to Contractors. We talk about Oncore's recent State of Contracting Report and what trends are developing.Maybe the most exciting thing was that the entire podcast was filmed and reminded Lauren and I that we have great heads for radio...

Have you ever wanted to step into something new in your career? Make a big change? Have you let fear hold you back? In this episode we're talking to Michelle Shanley about stepping into change and saying yes to fear. As Global Head of Strategic and Key Accounts, Michelle Shanley leads a global team of senior account managers for MSCI. Prior to her current role, she served as Head of Americas Strategic Accounts and Asset Owner and Investment Consultant Coverage. Michelle joined MSCI in 2003, bringing over 10 years of institutional sales and trading experience; spanning Bank of America (Merrill Lynch), Citigroup, and Goldman Sachs. Michelle holds an MBA in Finance from the University of North Carolina at Chapel Hill and a Bachelor of Arts in Communications from the University of New Hampshire. She sits on the U.S. board of Women in ETFS and is actively involved in Partners in Development (Haiti), a non-profit organization focused on helping impoverished communities attain independence and whole-life development. Michelle lives with her family in Maine on a beautiful pastoral property. Kristine Delano guides the conversation about how to think practically about fear and when to say yes.  This episode features a special cameo by Diane E. Samson. Diane is the author of the Young Adult Fantasy series, Gems of Fire.  Check out Diane E. Samson's Gems of Fire series. Follow on Instagram kristine.delano.writer  Visit www.womeninetfs.com to find additional support in the ETF industry.  Go to www.kristinedelano.com for your Thrive Guide: a compilation of the most requested and insightful advice from our guests on Leadership and Advancement.

Join Daniel Scharff in this episode of the Startup CPG podcast as he delves into the intricacies of exhibiting at distributor shows within the food and beverage industry with Samuel Jacobson, Senior Director of Key Accounts and Alternate Channels at Hop WTR. They explore the distinct dynamics of UNFI and KeHE shows, contrasting them with larger shows like Expo West.From buyer prep and negotiation tactics to booth management and cost-saving strategies, Daniel and Samuel offer valuable insights for optimizing trade show participation. Whether you're a vendor seeking to drive business growth or a buyer looking for new products, this episode provides essential tips.Tune in now!Listen in to hear about:Purpose of Distributor ShowsStrategies for Success at Distributor ShowsCost-Saving TipsBuyer BehaviorBooth Management and PresentationInteractions at Trade ShowsUnderstanding Buyer DynamicsTrade Spend GuidelinesDeal Negotiation and Logistics  During Trade ShowsPreparation and Booth SetupNetworking and OpportunitiesDeal Structures and Show StrategiesMarketing Option and Negotiation TacticsFollow-up and Inventory PlanningEpisode Links:Hop WTR's WebsiteHop WTR's  InstagramSamuel Jacobson's LinkedInDon't forget to leave a five-star review on Apple Podcasts or Spotify if you enjoyed this episode. For potential sponsorship opportunities or to join the Startup CPG community, visit http://www.startupcpg.com.Show Links:Transcripts of each episode are available on the Transistor platform that hosts our podcast here (click on the episode and toggle to “Transcript” at the top)Join the Startup CPG Slack community (15K+ members and growing!)Follow @startupcpgVisit host Daniel's Linkedin Questions or comments about the episode? Email Daniel at podcast@startupcpg.comEpisode music by Super Fantastics

Patient assistance programs can make a huge difference for patients who need expensive medicines but can't afford them. In this episode, Jeff Stewart talks with Dave MacLeod, Managing Director, Value & Access at Syneos Health about the benefits and challenges of patient assistance programs, which provide free or low-cost medicines to eligible patients. They discuss how these programs can improve access, adherence, and outcomes, as well as the operational and regulatory issues involved in running them. Covering key topics such as the Inflation Reduction Act (IRA), the impact of technology and AI in patient services, and the challenges posed by copay accumulators and maximizers, Dave sheds light on the complexities of navigating copay assistance optimization and the strategies employed to mitigate the effects on patients and manufacturers alike. For more from our Value & Access experts, check out these topics: Syneos Health Podcast | Real Talk About the Inflation Reduction ActBLOG: Industry Cheers “Co-Pay Accumulator” Ruling, Should Prep for What's Next Potential Impact of European Pharma Legislation on Commercialization and Access of New Therapies BLOG: What Can We Learn From ICER's New Value Framework Syneos Health Podcast | Market Access for Weight Loss Drugs MM+M Podcast | Gaining Access and Delivering Pull-Through in IDNs and Key Accounts  The views expressed in this podcast belong solely to the speakers and do not represent those of their organization. If you want access to more future-focused, actionable insights to help biopharmaceutical companies better execute and succeed in a constantly evolving environment, visit the Syneos Health Insights Hub. The perspectives you'll find there are driven by dynamic research and crafted by subject matter experts focused on real answers to help guide decision-making and investment. You can find it all at insightshub.health. Like what you're hearing? Be sure to rate and review us! We want to hear from you! If there's a topic you'd like us to cover on a future episode, contact us at podcast@syneoshealth.com.

Joining me this week On The Virg is Senior Sales Manager for Key Accounts for Bushnell Golf, Ryne Fisher. We discuss what we hope and expect to see at the Masters this week. Plus we discuss the technology and fun amenities to golf that Bushnell provides.

Securing and retaining strategic accounts can be challenging, especially in complex industries like life sciences. In this episode, Jerid Lydic from Pfizer draws on his 25 years of experience to offer battle-tested strategies for winning a greater share of your most valuable customers.

Thinkenergy launched May 2019, with host Dan Séguin leading the charge to demystify the fast-changing world of energy. From helping Canadians better understand the sector to sharing insights from industry leaders and experts, Dan is a key reason why thinkenergy is the podcast for conversations around the future of energy. In his last episode as host, Dan passes the mic to Trevor Freeman, Supervisor, Key Accounts at Hydro Ottawa. Listen in as they share favourite episodes, what's to come and more. Related links   Daniel Séguin on LinkedIn: https://www.linkedin.com/in/daniel-s%C3%A9guin-a29b4130/ Trevor Freeman on LinkedIn: https://www.linkedin.com/in/trevor-freeman-p-eng-cem-leed-ap-8b612114/ Hydro Ottawa: https://hydroottawa.com/en To subscribe using Apple Podcasts: https://podcasts.apple.com/us/podcast/thinkenergy/id1465129405   To subscribe using Spotify: https://open.spotify.com/show/7wFz7rdR8Gq3f2WOafjxpl   To subscribe on Libsyn: http://thinkenergy.libsyn.com/ --- Subscribe so you don't miss a video: https://www.youtube.com/user/hydroottawalimited   Follow along on Instagram: https://www.instagram.com/hydroottawa   Stay in the know on Facebook: https://www.facebook.com/HydroOttawa   Keep up with the posts on X: https://twitter.com/thinkenergypod --- Dan Seguin  00:06 This is thinkenergy, the podcast that helps you better understand the fast changing world of energy through conversations with game changers, industry leaders, and influencers. So join me, Dan Seguin, as I explore both traditional and unconventional facets of the energy industry. Hey, everyone, welcome back. Today's show is going to be a little different. This is a bittersweet episode of thick energy podcasts. Today marks the end of an era for me on this incredible journey through the world of energy. It's been an honor and a privilege to share stories, insights, and innovations with all of you these many years on the show. But as they say, all good things must come to an end. Today, I'm excited to introduce you to the new Captain steering this ship into the future, someone who is just as passionate and knowledgeable about the energy sector than I am, maybe a little more. So. Without further ado, please join me in welcoming your new host of the think energy podcast. Trevor Freeman. Trevor, welcome to the show.   Trevor Freeman  01:21 Thanks very much, Dan. And thanks for having me on and entrusting me with this project. I just want to start by recognizing all the hard work that you and your team have put into building thinkenergy into what it is today. It's a great community of listeners who are enthusiastic and curious about all things energy related. I've really enjoyed following along. And I'm thrilled to be joining the think energy team as we continue to explore this dynamic and ever changing world of energy at this really critical time in our industry.   Dan Seguin  01:50 Trevor, for our listeners, perhaps you can tell us about yourself, your expertise in the energy sector in short, what is your role now? And how did you get here?   Trevor Freeman  02:02 Sure. So I'm an environmental engineer who has been in the sustainability and energy field for about 14 years now. Right when I graduated out of university, I spent about four years working in international development and water and sanitation. But I'm coming back home to Canada I decided to explore this passion for sustainability and environmental improvement. And I made the shift to working in green building design and energy management. I worked in consulting and helping building owners primarily commercial real estate, improve their buildings, reduce energy consumption and costs, and incorporate sustainable thinking into their day to day business operations. I joined Hydro Ottawa about eight years ago now, first working on our conservation and demand management team, before making the jump over to our key accounts team, which I now lead. As the leader of the key accounts team, we support some of our largest commercial customers with all things related to energy, we're here to be their trusted advisors, whether that's routine questions or access to various services that Hydro Ottawa offers, or looking ahead, as more and more of our customers start to plan their own decarbonisation, or energy transition pathways. It's really a great role that helps my team and I really understand the needs and drivers of our customers, which are ultimately the end users of the energy that gets talked about on this podcast so often, that understanding helps Hydro Ottawa plan to meet the needs of those customers moving forward.   Dan Seguin  03:37 Okay, aside from fame and fortune, what drew you to take on this role of hosting the podcast?   Trevor Freeman  03:45 Well, I mean, since I can't talk about the first two, which are really the main drivers. In addition to being an engineer, I'm actually really passionate about communicating complex items. I know the term 'good communication' is not always associated with engineers, and I'm allowed to make that joke. But I really do enjoy having, you know, those tough conversations about complex and technical topics, whether that's how the grid works, to the changing landscape and technologies associated with energy to simply how does your electricity bill work? Or how does a building mechanical system work? I really enjoy having those conversations. And this seems like a great opportunity. So that plus seeing all the great conversations you've been able to have over the past years, with some really fantastic folks who are doing really great things, made it an easy decision to step into the role when the opportunity arose.   Dan Seguin  04:37 Very cool, Trevor, sorry, but I'm gonna put you on the spot here. Do you have any favorite episodes of rhe thinkenergy podcast that resonate with you?   Trevor Freeman  04:48 Sure. I'm actually going to cheat here, Dan, and give you three but I promise I'll be quick. So the first one is an episode that you did about residential heat pumps, with our mutual colleague Sean Carr. So I'm a little bit biased in this one because not only do I know Shawn story very well, but I actually went through my own heat pump journey about four years ago when I installed the hybrid heating system and my own house. And I think the more we talk about the benefits and the challenges of electrifying home heating, the easier we make that step for everyone else, who's going to be doing it as well. The second one I'm going to pick is your interview with Hydro Ottawa's CEO, Bryce Conrad, about our own netzero ambitions as an organization. So folks can go back and listen for themselves. But as a member of the Hydro Ottawa team, I was really inspired by the ambition and the drive to be a leader, and commit to something bold and lofty, even though we don't necessarily have all the answers about exactly how we're going to get there. And finally, I really loved your conversation with Dr. Monica Gettinger about the conversation we need to have around the future of energy, specifically her Positive Energy Program. As someone who is really passionate about taking action around climate change. I'm all too aware that as much as we finally seem to be getting some consensus that climate change is indeed a problem, there's still a lot of polarizing views about how to address the issue and how fast to move. Dr. Gettinger's work on building consensus and having a constructive dialogue was really refreshing to hear and made me really optimistic about where we can go with this.   Dan Seguin  06:22 Cool. Okay, now, what excites you about the future of energy?   Trevor Freeman  06:28 Yeah, I think this is a really great time to be in the energy fields, things feel like they're changing rapidly. And it seems like we're on the cusp of a real evolution of how we power our lives and our society. Whether it's what kind of energy we use - clean energy versus emissions producing energy, where that energy comes from, you know, centrally produced versus distributed, and how much control over that energy, the end users. So that's the homes and the businesses have through things like self generation and storage and smart technology. And that's not even talking about how that smart technology and AI is going to impact all of the above. So above all, I think I'm really excited to be working in an industry. That's really one of the major tools we have as a society to combat climate change. Electricity, while not the only answer is a major avenue for decarbonisation, and I really love being a part of that.   Dan Seguin  07:28 Okay, Trevor, are there any topics or themes from your experience that you'd like to explore further on show? What can our listeners expect?   Trevor Freeman  07:38 Honestly, Dan, I hope it's more of the same as what you've been doing over these past years. So that's talking to smart folks who are doing really cool things in the energy industry, especially around decarbonisation, and the energy transition that includes helping demystify some of those more complex topics for our listeners, you know, how does this big machine that we call the electricity grid in the energy industry? How does that all work? And what does it mean for our consumers, and then getting into the weeds on the energy transition, whether that's specific technologies or policy ideas, or more likely a mix of the both because you really can never have one without the other?   Dan Seguin  08:16 Very cool. Thanks, Trevor.   Trevor Freeman  08:19 Thank you, Dan. So I think this is the part where I get to take over. Now your listeners will know that you've been sitting behind the microphone for a number of years now, but I don't think anybody has ever interviewed you. So let's take this opportunity to ask you a couple of questions. So first of all, I was thinking maybe you could take us back to the beginning and tell us what inspired you to start this podcast?   Dan Seguin  08:43 Well, our first podcast for those who don't remember, it was released in May of 2019. The topic was Microgeneration, wow! Ee explored the possibility, back then, of turning your home into your own virtual power plant. Now, the reason why we dove into podcasting was driven by the fact that we were looking for a product a platform that could help demystify maybe better understand the fast changing world of energy. We were looking for a product where we could maybe better shape the narrative, you know, by leveraging influencers and subject matter expert. It provided us with greater ability if you want to maximize the reach of the podcast, but also its amplification. Also, working with a captive audience like minded people, is much easier. Finally, another reason we gravitated to podcasting was to deal with info obesity, great term here, you know, cluster and noise on channels is constantly increasing and customer attention span is shrinking. So podcasts were convenient and very easy to consume. They're poor. audible. You can listen to them in a gym, drive to work or even on a plane. So it was a great choice for us to do and it worked very well. Now, if I look back five years, I think that podcasts have been extremely sticky. This long form content, basically had a great listen rate. And for us, I think we did good.   Trevor Freeman  10:24 Great. Thanks, Dan. I can tell already that I've got a lot to learn on the communication side of things and marketing what we do here. On the podcast, do you have a favorite moment or more than one from doing the show that you want to share a favorite episode or something that really stands out and encapsulates the essence of think energy?   Dan Seguin  10:45 So you're asking me to pick my favorite child? That's a tough one. Okay. Well, I think the one that comes into mind is the episode with a disaster volunteer from the Canadian Red Cross. As we all know, we've experienced a pandemic, a number of natural disasters in the last couple of years, devastating wind storms, tornadoes, hurricanes, freezing rain, forest fires and floods. And when disaster strikes, electricity supply is usually jeopardized. So during these large scale, emergencies, emergency response becomes critical. And in this interview, we explored what it's like to be a Canadian Red Cross volunteer with boots on the ground during a disaster. It's a very cool episode.   Trevor Freeman  11:36 Over the past number of years of doing this, what has been the most significant change or changes and developments in the energy sector that you've seen?   Dan Seguin  11:44 I think it's the acknowledgement of reducing our environmental footprint, the commitment to provide innovative sustainable solutions, things like achieving net zero operations. Also, climate change, coupled with the push for electrification is now driving a lot of innovation and change in our sector. What comes to mind is that greater push towards renewable energy, expanding access to EV infrastructure, as zero emission with public transit, there's a lot going on. And let's not forget the evolution of customers. They are no longer passive consumers of electricity, some of them are now becoming prosumers, managing, generating and selling their energy. So the energy landscape is in a constant flux. And it's going to be an exciting ride.   Trevor Freeman  12:40 So as I sit here, behind the microphone on this side of the desk, what advice do you have for me taking on this podcasts around that ever evolving world of energy?   Dan Seguin  12:50 This is not going to be long winded. Always make sure the content provides value for the audience. You must be audience driven. Be curious, and have fun. That's it.   Trevor Freeman  13:04 Perfect. Sounds easy. So Dan, as you step away from hosting, what comes next? Are we going to be competing for podcast listeners or what's in your future?   Dan Seguin  13:12 Not at all. I'll be spending a lot more time with my wife. I'm going to continue my karate journey. I'm going to master pickleball my word. I want to do bike rail trails across Canada in the US. And I'm looking forward to joining the ever growing generation of snowbirds in Florida. While renovating my condo in Naples and enjoying the beach.   Trevor Freeman  13:40 As long as you put some solar on that condo, Dan, I think that sounds like an awesome plan. So finally, just to wrap it all up again, our regular listeners will know that you have subjected your guests to some on the spot rapid fire questions. And again, I don't think you've ever answered them yourselves. So I think it's time that we get to hear what your answers to those questions would be. So are you ready?   Dan Seguin  14:03 I am.   Trevor Freeman  14:04 Here we go. What are you reading right now?   Dan Seguin  14:07 Right now I'm reading Forever Young by Dr. Gabrielle Lyon. It's a book on strategies for aging.   Trevor Freeman  14:13 Well, sounds appropriate given your coming retirement. So what would you name your boat if you had one? And do you have one?   Dan Seguin  14:21 I do not. I used to have a pontoon boat when I lived by the lake, but I would call it now, I think, Gilligan.   Trevor Freeman  14:29 Who is someone that you admire?   Dan Seguin  14:31 Hands down my life partner, my better half, France, my wife.   Trevor Freeman  14:35 I know that if I'd have asked you to name two people, I would have been number two.   Dan Seguin  14:38 Oh, absolutely.   Trevor Freeman  14:39 I know that like many of us, you are probably guilty of watching a lot more Netflix and streaming platforms over the last number of years. So what's your favorite movie or show?   Dan Seguin  14:49 Okay, well, the best Netflix series hands down is Peaky Blinders. And for me the best movies I'll go with three. The Godfather, Memento and Lock Stock and Two Smoking Barrels.   15:03 Well Dan, I think we've reached the end of this transition episode of the thinkenergy podcast. Thanks again for pulling me in and then trusting this with me. And thanks for sharing a little bit about your life with us today.   Dan Seguin  15:16 Very cool. Thank you very much.   Trevor Freeman  15:18 And finally, what excites you about the energy industry right now?   Dan Seguin  15:22 Well, I think I alluded to this earlier, I think what's exciting me is seeing how the electricity grid, how utilities across North America will cope with a millions of EVs should be interesting.   Trevor Freeman  15:36 You'll have to come back in Dan and check in on things in a year or two. And we've got it all figured out. No doubt. So Dan, I think that's it. I think we've reached the end of this transition episode of the thinkenergy podcast. Thanks again for having me on for entrusting this with me, and for sharing a little bit about your insights and your life with us on this episode.   Dan Seguin  15:58 Thank you, Trevor. There you have it, folks, thank you all for being part of this amazing community. And I look forward to tuning in now as a listener. From now on. This is Dan Seguinsigning off and passing the microphone over to Mr. Trevor Freeman.   Trevor Freeman  16:17 Thanks, Dan. It's been a pleasure.   Dan Seguin  16:20 Thanks for tuning in for another episode of The thinkenergy podcast. Don't forget to subscribe and leave us a review where ever you're listening. And to find out more about today's guests or previous episodes, visit thinkenergypodcast.com I hope you'll join us again next time as we spark even more conversations about the energy of tomorrow.  

Takeaways - Lead with empathy and put yourself in their shoes- How to interrupt with a positive mindset- 4 skills to master in sales- Mentorship between AMs and SDRsAnthony Kayashttps://www.linkedin.com/in/anthony-v-kayas/Watch this episode on Youtubehttps://www.youtube.com/playlist?list=PLNpnig-8yQuwbM5AueF_cDRub_GQW5FB2Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAbout Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join

⚠️Dear Listeners, I encountered challenges with my video conferencing app, leading to frequent crashes during recording. If you noticed any delays in my responses, it was a result of these technical issues. Tune in now as our special guest, Deanna, unfolds her journey. A native of the Chicagoland area, "I've navigated through diverse roles and achievements. My academic background in Business and Accounting at Harper College ignited my entrepreneurial drive. Before meeting my late husband, I operated a small event planning business and provided personal training services. I further developed my leadership and entrepreneurial skills as the VP of Key Accounts & Business Operations at a $20 million transmission remanufacturing facility, overseeing four other entities concurrently".Explore Deanna's website: [labelfreepodcast.com](https://labelfreepodcast.com)For our incredible listeners, Elisha is eager to connect with you. Join his WhatsApp channel here: [whatsapp.com/channel/0029VaEwVd27oQhWqdp9XP0y](https://whatsapp.com/channel/0029VaEwVd27oQhWqdp9XP0y) Hosted on Acast. See acast.com/privacy for more information.

“A 18 ans je vais tout casser (…) bon bah après on se prend un coup de pelle dans la vie” Découvrez le parcours d'Axel et son métier de Key Account Manager dans ce premier épisode de Kastor ! Peut-être que le métier de commercial vous inspirera ? Peut-être que c'est le parcours d'Axel et ses 12 vies de 18 à 22 ans qui vous parlera ? Un épisode en trois temps sur son présent, son passé, et ce qu'il projette pour son futur. Pour contacter Axel : https://www.linkedin.com/in/axel-normand/ Faites nous vos retours ! On est ravi de vous avoir avec nous. Bonne écoute à tous

Sales leaders have great expectations for their key account programs, but they frequently disappoint.  Gartner expert Dan Hawkyard joins Betsy and Billy to discuss why key accounts so often underperform and how sales leaders can strengthen them for a fast start in 2024.Dan Hawkyard is a Senior Principal Analyst in the Gartner for Sales Leaders Expert Team. He works with global sales leaders on their journey towards maturing their commercial functions and his expertise include key and account management, customer segmentation and buying insights and experience.

How does podcasting help you connect with key accounts? In this podcast episode, Joe Lemon discusses the benefits of podcasting as a networking tool, particularly for connecting with key accounts and influential individuals in large companies.  They share their experience of using podcast interviews to build relationships, emphasizing the importance of depth in conversations. The speaker also highlights the value of sending handwritten cards as a gesture of gratitude. The episode concludes with a mention of Ken Trumka's upcoming appearance on the Shaping Culture Podcast and a recommendation for his Clarity Advisors Podcast. Timestamp Podcasting: A Guaranteed Way to Connect with Key Accounts (00:00:00) The speaker discusses the power of podcasting for building relationships and connecting with key accounts. Bringing Influencers on Your Podcast to Connect with Large Companies (00:00:52) The speaker shares their experience of bringing influential people from large companies onto their podcast to connect with top influencers in those companies. Building Quality Relationships through Depth and Handwritten Cards (00:02:32) The speaker emphasizes the importance of depth in building quality relationships and the value of handwritten cards to show appreciation and build connections. --- Send in a voice message: https://podcasters.spotify.com/pod/show/sales/message

We're diving deep into the art of goal setting and how it can catapult your success in the talent industry. We're exploring the impact of written goals, the power of accountability partners, and the specifics you need in your goals to thrive in recruiting and staffing. Yes, the landscape has shifted with challenges like skill shortages and changing candidate expectations, but fear not—we're unpacking the opportunities for companies ready to adapt and innovate.Expect to hear about 'WOOP goals', a novel strategy that comprises Wish, Outcome, Obstacle, and Plan, a realistic and action-oriented framework that's revolutionizing traditional goal setting. We're rolling out strategies to improve candidate pipelines, reduce time to hire, and enhance the overall candidate experience, and we're not shying away from challenges like competitive compensation or employer branding.In our AMA, Kortney will discuss turning clients into key accounts, leveraging data, and the role a client portal plays in solidifying client relationships and communication.We're packed with advice on setting ambitious goals, providing resources, and, yes, treating technology as a support tool, not a solution. So, let's roll up our sleeves, set some WOOP goals, and turn our teams into recruiting rock stars. Get ready for a powerful session that could very well redefine how you approach your next set of ambitious goals here on The Full Desk Experience!Links:Crelate & Conquer: https://join.crelate.com/crelate-and-conquerIndustry Spotlight with Julie Jones: https://www.crelate.com/blog/podcast-industry-spotlight-julie-jonesEpisode about Key Accounts: https://www.crelate.com/blog/developing-key-accountsWOOP Goals worksheet: https://join.crelate.com/download-your-woop-goals

Zu Gast in der 32. Episode von Handelsvertreter Heroes ist Oliver Büchel: Sales Trainer, Coach, Berater und Vertriebsexperte.

In this week's episode, we are throwing it back to the #1 most listened episode, Jen Allen-Knuth.  At the time of recording, Jen was the Chief Evangelist at Challenger as well as the Co-Host of Winning the Challenger Sale Podcast. You may be asking yourself, what is a Chief Evangelist? She wasn't always this role, she started her career in Account Management at CEB which was acquired by Gartner and Challenger for the past 15 + years, working through the ranks in both New Business Sales and Key Accounts prior to actually creating the Chief Evangelist role at Challenger. In today's episode, we discussed: What is an Evangelist and how she created the role at Challenger? Finding purpose outside of work The importance of being passionate about what you sell Being Your Authentic Self Sales lessons Learned From Skiing So much more! Please enjoy this week's episode with Jen Allen-Knuth ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

Join us for an exciting interview with Jen Halboth, CEO, and Kelly Browne, Director of Sales, Western U.S. & Key Accounts of Riverside Luxury Cruises. We discuss river cruising with Riverside and, more specifically, their Romantic Rhone itinerary, which Kim and Gary will be sailing with a small group on May 19, 2024. This 8-day journey along the Rhone river visits top destinations in France's Burgundy and Provence regions. Ports of call include Lyon, Tournon, Viviers, Avignon, and Arles, allowing you to immerse yourself in the food, wine, art, and culture of southern France. Jen and Kelly share insights into what makes Riverside different - from their intimate, luxurious ships to exceptional service and cuisine. We talk about the highlights of the Romantic Rhone itinerary, including culinary experiences, guided tours of Roman ruins, and opportunities to enjoy the region's famed wines. Whether you're a first-time river cruiser or looking for a new luxury experience, this episode will get you excited to set sail with Riverside along the captivating Rhone.   For more information on Riverside Luxury Cruises: http://riverside-cruises.com/en/Thank you for tuning in to this episode of Passport Required. We hope you feel inspired to embark on your next adventure and explore all the amazing destinations our world has to offer. Don't forget to leave a review, subscribe to our podcast, and follow us on Facebook (@silverleaftravelco) and Instagram (silverleaf_travel). If you would like Kim to help plan and book your next vacation, please visit www.silverleaftravel.com to review her process. Happy travels!

At the center of each new, retention or expansion deals lies a series of struggling moments that need to be listened to, understood, catered to, reframed and solved. These are moments that most sales, marketing and customer success teams are ignoring as they focus on scaling vs. driving account-based revenue growth with the accounts that matter the most to the bottom line.On the ABM Done Right Podcast below, Doug Hutton joins Kristina Jaramillo (President of Personal ABM.) He and his team at Corporate Visions created learning experiences that give marketers, sellers, and customer success professionals what they need to win each and every customer conversation. He is now the EVP of Customer Experience at Corporate Visions and  he has the privilege of leading all post-sale teams for exceptional delivery of Corporate Visions' science-backed messaging, content, and skills. From Customer Success to Delivery, his teams orchestrate a customer experience that leads directly to revenue growth - their clients first and foremost, and as a result, their own. While Doug and Kristina put a strong focus on winning the retention and expansion sale conversations . because they find that many customer success teams are not having the right interactions nor delivering the right experiences to existing accounts, they cover the complete buyer's journey and customer lifecycle.

90% des contenus sur la vente se concentrent sur l'acquisition, alors qu'on sait que vendre à un client coûte moins cher.  C'est d'autant plus vrai dans notre contexte économique difficile, où l'acquisition de nouveaux clients s'avère être de plus en plus difficile et coûteuse. Pour les entreprises ayant atteint un certain niveau de maturité, le meilleur moyen de croître est de mieux exploiter la base de clients existante, de les chouchouter et de travailler sur comment faire des ventes additionnelles avec eux. C'est là où les Key Account Managers (ou CSM) jouent un rôle crucial.  J'ai invité Majid Fariss, International Key Account manager chez flyx.cloud pour parler de comment garder et développer ses meilleurs clients. Il a une solide expérience en vente, et s'est donné comme objectif d'atteindre 1 million cette année. Il m'a partagé : Comment bien gérer la transition d'un nouveau client entre l'Account Executive et le KAM  Comment jongler entre les différentes casquettes du KAM (gestion de projet, consulting, défense des intérêts du client, vente …) L'organisation idéale pour assurer la satisfaction, l'upsell et identifier les futurs besoins.  Comment construire une roadmap pour aider le client sur le long terme. La stratégie pour gérer la pression du chiffre  Et enfin, les qualités à développer pour devenir un excellent Key Account Manager. Si vous cherchez à augmenter vos revenus en maximisant la rétention client, cet épisode est pour vous. Retrouvez Majid Fariss sur : Son linkedin, c'est là qu'il est le plus actif (et réactif !) Vous aimez le podcast Vendue et souhaitez le soutenir ? Abonnez-vous au podcast sur votre ⁠⁠plateforme préférée⁠⁠. Laissez un avis sur ⁠⁠Apple Podcast⁠⁠ ou 5 étoiles sur ⁠⁠Spotify⁠⁠ pour faire découvrir le podcast à d'autres personnes. Pour aller plus loin : Abonnez-vous à ⁠la newsletter ⁠⁠Vendue⁠⁠⁠ - 2 X par mois, je décortique une vente que j'ai conclue (ou ratée) et nous la déroulons ensemble, du début à la fin. Laetitia Fall sur ⁠⁠Linkedin⁠⁠ C'est votre dose de culture sales ! Bonne écoute.

The post Identifying and Booking Meetings With Key Accounts (23/36) appeared first on Salesman.com.

Junior is a Senior Mid-Market Account Executive at Avoma, as well as the Founder and Host of the How I Deal Podcast. Today we are going to discuss the importance of building an internal army either as you're prospecting to break into an account, and when you're in an active deal ……………….. Interested in more insights, industry best practices, and actionable content →

Leslie is a tenured sales leader and former enterprise rep. She is currently the founder of Sales Team Builder LLC and came by the podcast to talk about how she has broken into major accounts. Considering every company wants to go enterprise, she shares her insights on how to do it and how to do it well. ……………….. Interested in more insights, industry best practices, and actionable content →

You've likely seen 1% for the Planet's logo stamped on grocery products and outdoor gear. That logo is a way for consumers to know that the companies they're buying from are paying their dues back to the planet, and Raghav gets to play a key role in brokering that deal. He and his team pair businesses with like-minded nonprofits and ensure their unions are long-lasting and fulfilling. Join us as we hear how he landed such a cool gig and what it looks like on a day-to-day basis.Raghav's LinkedIn: https://www.linkedin.com/in/raghavbhandari/Raghav's vegan blog: https://veganism101.com/

In commercial real estate brokerage, the most valuable customers are known as "key accounts." They are your ‘bread and butter' as an agent or broker. These clients should be at the centre of your prospecting activities. They will drive revenue, spread the word, and remain loyal across many real estate transaction types.   Check out our article on this critical new business topic on our website here.   Getting Your Lists Started   How do you go about beginning to handle your key accounts? Large corporations, financial institutions, and investors are easy pickings because they likely have holdings or transactions in more than one geographical area.     It is impossible to overestimate the significance of key accounts. They allow brokers to develop long-term relationships, learn about their client's needs and preferences, and leverage their network and reputation.   Key accounts also provide a consistent source of income or commissions for brokers because they tend to give repeat business and negotiate larger deals. Key accounts can also assist brokers in increasing their market share and reaching new prospects.   Establish Your List of Important People   What does your key account list look like? Have you created the segments that allow you to focus into the VIP Key Accounts in your real estate business?  It's time to help those special clients.   To effectively manage key accounts, brokers must take a strategic approach that focuses on delivering value and exceeding expectations with commercial property. Brokers must understand their key accounts' property goals, challenges, and opportunities and tailor their services accordingly.     Brokers must also regularly communicate with their key accounts, provide feedback and updates, and anticipate future needs. There is always change in the property market; you are the consistent element that moves with the market.   Think about today's property market and how you can connect with the ‘high value' people. Brokers should strive to provide value-added solutions beyond the transaction's transactional aspects, such as market research, financial analysis, or consulting services.  

Top billers typically have one or more “cornerstone clients.”    These key accounts are ones you can build your business on because they use you exclusively and give you lots of repeat business. My special guest, Katherine Jerald, is someone who's mastered the art of client development.    Katherine is the founder of Elray Search, a firm that is committed to solving the biggest talent needs of middle-market clients in the aerospace, satellite, and defense firm. She's also a member of the Pinnacle Society.    What's fascinating about Katherine's story is that she's a second-generation recruiter. She remembers the first day her father opened a recruiting firm. She actually got to skip school at the age of 12 to help set up the office computers.    Katherine later rejoined her father's search firm, FPC Portland in 2015 as an executive recruiter, and opened an FPC office in Lake Oswego, Washington. During her tenure within the FPC franchise network, Katherine was the five-time winner of FPC's “Top Recruiter” Award.   In this episode, Katherine shares the skillset and mindset that enabled her to become a top producer and successful business owner. She reveals some killer strategies for winning and developing clients, plus how she transitioned from contingency to 100% engaged search.   Episode Outline and Highlights   [02:06] How Katherine's father influenced her career path as a recruiter and owner. [06:13] Was it easier or harder working in a family recruitment business? [11:30] Success factors to becoming a five-time top recruiter in the FPC network. (client-side development, grind, and hustle) [16:48] Strategies for identifying, breaking into, and caring for the correct accounts. [21:14] Pitching a relationship instead of a transaction in a recruitment call. [25:16] Katherine shares her process for developing client relationships. [32:12] How commitment plays a big part in Katherine's success. [33:24] Transitioning from being a top recruiter to launching her own firm - Katherine shares her story. [37:29] Discussion and thought process on engaged versus contingent search. [45:49] Creating your “irresistible offer” - most recruiters don't understand this! [49:55] Hiring and building your business - how Katherine started growing her team. [58:06] Katherine reveals her selling style.   How to Become a Top Recruiter: Hustle, Grind and Focus on Client Development   During her tenure at FPC, Katherine was the five-time winner of FPC's top recruiter award. What's her secret?   According to Katherine, “The baseline is you gotta hustle and you gotta grind. And most people do not want to work that hard.” But of course, that can't be all there is to it because I also have seen recruiters work really hard but still not get the same results that Katherine does.    She then revealed the differentiator: “I would say it's been really connecting and developing the client side.” Katherine is aware of the importance of client development.  She shared her strategies for finding the right account, landing that business, and caring for the relationship. This strategy leads to her getting referrals which leads to more businesses and clients.    Katherine also gave tips on how to pitch without being too salesy, how to establish relationships during a recruitment call instead of being purely transactional, and her process for developing those accounts.   Transitioning From Contingency to an Engaged Search   The most exciting part of Katherine's story is how she recently launched her own recruitment firm, Elray Search. They officially launched on April 1 of this year, and in their first quarter they've taken off like a rocket ship, which is fitting since they specialize in aerospace and defence.   One of the key shifts that Katherine made when she started on her own is that she hasn't accepted any contingent searches since their launch. How does she pitch this engaged search to her clients? Here's some of her verbiage:   “We ask for ten grand to kick things off.” “What you can expect from me is weekly update calls. We do a video chat, we'll record them so I can share them with my team as well.” “Hey, I'm gonna do your first interview for you. Just tell me what questions you want me to ask. You can watch it on video when you're on the airplane.” “If you're not happy with what we're doing after three weeks, I'll give you your ten grand back.”    Katherine added, “Guess how many have asked for it (the $10k deposit) back? Zero!”   Katherine also discussed how she started to build her team - having just hired their third member very recently, and how it helped her be free from the 360 model.   Pitching it the Right Way   I love Katherine's mindset when it comes to pitching: “So the whole like the premise is, nobody likes a hard sell anymore. And this is totally contradictory to what we, you know, how it was taught 20 years ago, where you're trying to say, ‘Hey, can I accept on your behalf?' That doesn't work anymore.”   For Katherine, it is all about attraction rather than promotion. By asking the right questions, she is able to nudge a candidate to start talking and building a relationship, which eventually leads to successful placements. Katherine added, “I tell them, ‘Hey, I'm never gonna try to talk you into something. At the end of the day, you're always gonna do what's best for you and your family, and everybody should understand that. And if they don't, they don't have the right intentions'.”   Katherine shared so many golden nuggets, but that little script was my absolute favourite. Could the same approach be effective for you and your recruiters?   Our Sponsors   This podcast is proudly sponsored by i-intro and Recruitment Entrepreneur.   i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you'll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained Recruitment Entrepreneur is the world's leading Private Equity firm specializing in the international recruitment industry. If you've dreamed of starting, scaling, and selling your recruitment business, this is your chance. James Caan and his team at Recruitment Entrepreneur are actively seeking ambitious recruiters in who they can invest. They provide everything you need to grow a successful recruitment business including funding, financial expertise, coaching and mentoring, operational strategy, back-office support, marketing, and talent attraction solutions. Be sure to mention Mark Whitby or The Resilient Recruiter. Start a conversation here: https://recruitmentcoach.com/vc   Katherine Jerald Bio and Contact Info   Katherine is a second-generation recruiter. She remembered the first day her father opened a recruiting firm; she got to skip school at the age of 12 to set up office computers.  She received her bachelor's in business from the University of Oregon in 2004 and her MBA in finance from Washington State University in 2015.    She rejoined her father's search firm, FPC Portland, in 2015 as an executive recruiter and opened an FPC office in Lake Chelan, Washington. She specializes in defense, satellite, and aerospace technologies. During her tenure at FPC, she was the five-time winner of FPC's Top Recruiter award.    In 2022, Katherine launched Elray Search, LLC, a firm that is committed to solving the biggest talent needs of middle market clients in the aerospace, satellite, and defense firm.  Katherine is a member of the Pinnacle Society.    She was a 2022 Pinnacle Conference Speaker and a 2022 Whitman Partners Conference Speaker. She is also an active member of SSPI (Space & Satellite Professionals International) and Leading Ladies of Aerospace.    Katherine on LinkedIn Elray Search website link Elray Search on LinkedIn The Pinnacle Society website link   People and Resources Mentioned   Seven Ways to Get New Clients Fast Ebook $100M Offers: How To Make Offers So Good People Feel Stupid Saying No, by Alex Hormozi Crelate Jon Bartos on LinkedIn Josh Braun on LinkedIn Allan Fisher on LinkedIn Wes Ashworth on LinkedIn   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach Related Podcast You Might Enjoy TRR#166 How to Bill $1,000,000 For Ten Years Straight and Grow a Successful Team, with Allan Fisher TRR#132 How to Break Out of a Slump and Bill an Amazing $420k in 5 Months, with Wes Ashworth Subscribe to The Resilient Recruiter  

The episode features Kiri's conversation with Juan Munoz, a PPC Specialist at Acadia, where they discuss the recent changes on Instacart and what to look forward to in the future. Make sure you tune in to find out more! Before joining Acadia, Juan was a Sales Account Manager at Amazon, managing Key Accounts at the European level, focusing on the UK and Spanish marketplaces.  In his free time, Juan enjoys researching new emerging e-commerce markets, and going on hikes with his dog named "Whopper".

The philosophy, goals, objectives and the Schmincke-strategy remain co-carried by the owner-family and directed to a global market for professional quality traditional artists' colours. Schmincke offers a full range of bench-mark products for the demanding artists. The Schminke goal is to supply not only top quality products but also equivalent customer-service.If you are a fine artist, then you need to know about the Schmincke line of products.You can see more of the Schmincke product by clicking hereArt Supply InsidersClick here to subscribe & follow (and be notified of every new podcast): Subscribe & FollowPlease leave a comment (we love feedback!): CommentsSupport the show