Podcasts about key accounts

Key account management is more than a sales tactic — it is an organization-wide growth strategy that prioritizes deeper, value-driven relationships with your most important customers. On this episode of the podcast, Joel Schaafsma joins me to dig into the nuances that differentiate key accounts from regular accounts, why organizations struggle with defining them, and the organizational investment and ROI linked to strategic account management.  Joel is a strategic account management and customer experience expert known for driving organizational growth and building frameworks that translate customer insights into better business decisions. He shares his experience on evolving from vendor relationships to trusted advisor status, the common mistakes made when transitioning from sales to account management, and the critical importance of aligning your business strategy with your customers' objectives.    Outline of This Episode [00:00] Key account strategy overview [05:34] Building customer alignment [07:43] Stakeholder mapping for alignment [11:17] Key account management basics [13:37] Collaborating on customer-focused strategies [16:34] Key strategies and common pitfalls [21:31] Building a hospital partnership program Building a Key Account Strategy That Aligns With Customer Goals You build a winning key account strategy by aligning your business completely with your customers', integrating at multiple organizational levels. By orchestrating input from all stakeholders, not just the primary point of contact, account managers can spot trends, proactively address issues, and introduce co-creation opportunities that serve both parties' goals.   Leveraging Stakeholder Mapping and Executive Sponsorship Deep alignment is only possible with clear stakeholder mapping. This goes beyond knowing names on an org chart, it's about understanding influence, needs, and potential advocates across both organizations, which equips you to withstand changes such as leadership turnover and evolving expectations. Joel emphasizes the role of an executive sponsor program: connecting your senior leaders with theirs builds credibility, opens doors for value-driven dialogue, and quickly removes barriers when action is needed.   Tools, Technology, and Methodologies for Success The right foundation combines methodology, technology, and innovation. Joel recommends: A Distinct Strategic Account Management Methodology: This should include value co-creation and regular outcome validation, which differs from traditional sales playbooks. Enabling Technology: Use tools that collect and synthesize data from all touchpoints within both organizations, moving beyond spreadsheets to foster true alignment and prioritization. AI Integration: Those who ignore AI risk falling dangerously behind as it rapidly reshapes the landscape of business intelligence and process automation.   Making the Key Account Plan a Living Strategy Joel details that effective plans are co-created with customers, regularly revisited, and focused on mutual priorities. Simple, actionable documentation, combined with technology for prioritization and measurement, transforms the plan from a once-a-year formality into a working blueprint for partnership. When confronted with real-life challenges such as price competition, don't just look for cost savings. Take a step back, engage a wider range of stakeholders, and solve bigger problems. That strategic lens is at the heart of lasting success in key accounts. Resources & People Mentioned Strategic Account Management Association   Connect with Joel Schaafsma Joel Schaafsma on LinkedIn    Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Key account management (KAM) isn't merely a sales function—it's a transformative business model that bridges organizations with their most valuable customers. Too often misunderstood or underleveraged, KAM has the potential to drive deep strategic value and foster long-term growth. In this episode of Sales Reinvented, Mark Davies and I unpack the essentials of effective key account management, the common pitfalls organizations face, and the concrete strategies for building world-class account relationships. Mark, chairman of the Association of Key Account Management, visiting fellow at Cranfield, and founder of Value Matters. With deep expertise as both a buyer and seller, including leadership roles at BP and in the pharmaceutical industry, Mark brings a wealth of insight into what sets key account management apart from traditional sales approaches.    Outline of This Episode [00:00] Who are key account customers? [03:55] Challenges in key account management [07:26] Understanding the customer's big picture [10:25] Talking to customers at different levels [16:14] Building a customer-focused strategy plan [22:18] Unlocking growth through collaboration Avoiding Common Mistakes in Key Account Management One of the biggest traps companies fall into is believing that training alone can transform their KAM results. Mark cautions that KAM is more than just the key account manager, it's a company-wide mindset and approach, not a solo endeavor. A critical organizational misstep is continuing to reward key account managers on short-term sales targets while expecting them to deliver multi-year account growth. Metric systems must evolve to reflect longer-term, value-driven objectives, not just monthly or quarterly transaction goals.   What Makes an Effective Key Account Plan? A living KAM plan is not just a glorified document; it's a dynamic framework for strategy, internal alignment, and customer engagement. Mark recommends structuring plans around five pillars: capturing value insights, developing tailored value propositions, defining account strategies, securing internal buy-in (the "internal pitch"), and ensuring robust value delivery backed by measurable outcomes. Regular leadership reviews and organizational engagement are essential to keep the plan actionable and relevant—a "set it and forget it" approach simply won't work.   Top Do's and Don'ts for Key Account Management Key account management is ultimately about building trust, understanding, and value for both parties. With strategic leadership, disciplined processes, and a focus on genuine customer partnership, KAM can elevate selling from transactional to transformational. Here are Mark's dos: Do treat KAM as a distinct business model and change process Do start with a focused set of accounts Do engage the broader organization And here are his don'ts: Don't measure KAMs solely on short-term sales Don't overload them with too many accounts Don't neglect the fundamentals of value-based selling   Mark shares a powerful example of when key account management works from a business that, after implementing collaborative KAM strategies across its merged business units, unlocked organic growth so significant that they struggled to meet the surge in demand. Mark's story illustrates how the right KAM process can transform relationships and drive sustainable business results.   Connect with Mark Davies Mark Davies on LinkedIn     Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Ash Mahoney chats with Olly Sharp, who is Head of Key Accounts at Ibstock - the UK's largest brick manufacturer. This episode uncovers how the bricks behind Britain's homes and skylines are made. From factories producing up to 300,000 bricks a day to the journey from clay extraction to land restoration, they explore the scale, innovation and future of the industry, including how Ibstock creates more than 450 types of brick and keeps up with demand in a changing construction market. 

On this episode of the podcast, I'm joined by Ian Cartwright, a New Zealand-based sales coach, speaker, and author. Ian is known for his clear, actionable approach and his passion for empowering B2B sales professionals and SME owners with practical tools and engaging workshops. Ian gets straight to the point and shares the biggest mistakes salespeople make when moving into account management, as well as why stakeholder mapping is absolutely essential. We also talk about how to align strategies with customer objectives and the importance of building strong, value-driven relationships. He also tells a real-world story of turning around and growing a fractured strategic account. This episode is packed with actionable insights to help you elevate your key account management game and build even better customer partnerships.   Outline of This Episode [00:00] Shifting from selling to strategic account management [03:41] Building key account relationships [08:18] Building a strong key account plan [12:55] Maintaining key customer relationships [16:16] Key account management challenges [18:03] Navigating customer relationships Key Accounts are More Than Just Big Customers A common pitfall in sales organizations is conflating "big" customers with "strategic" or "key" accounts. As Ian says, many companies assume their largest customers automatically qualify as key accounts. However, true strategic accounts represent high revenue AND offer pathways to greater opportunity—such as access to new sectors, product development partnerships, and strong cultural fit. Working with a strategic account should be mutually enjoyable and aligned with the business's core values and long-term objectives. Size alone doesn't make a customer "key"—the relationship's potential for synergy and evolution does.   The Account Manager's Evolving Role Transitioning from frontline selling to account management requires a fundamental mindset shift. Sticking with purely transactional tactics is risky. Successful account managers act as connectors and orchestrators, mapping organizational dynamics, understanding stakeholders, and proactively seeking opportunities to add value. Equally, organizations must invest in upskilling their sales teams. Treating account management as a passive, reactive role limits growth. Ian advocates for a white space strategy: continuously identifying hidden opportunities within the account, even if the returns may manifest months or years later. At its heart, key account management is business development driven by insight and relationship-building.   Tools of the Trade: Blending Old School and New Proficiency with modern CRMs is non-negotiable, but Ian also recommends blending old and new methods for a comprehensive approach: CRM: Centralizes information, opportunities, and collaboration across the team. Desktop Research: Staying ahead of trends in the client's industry supports anticipation rather than simply reaction. The Phone: Proactive, personal outreach builds trust—don't be afraid to pick up the phone! A Credit Card: Never underestimate the power of a coffee or meal to grease the wheels of partnership.   Communication and Relationship-Building In our conversation, Ian shares a real-world example of how fractured relationships, even with major clients, can be turned around through intentional stakeholder engagement, regular communication, and focusing on shared wins. Simple, consistent reporting of impact—such as reducing unplanned downtime reinforces partnership and value. Key account management isn't a static process or a matter of "set and forget." It's an ongoing practice of curiosity, planned engagement, innovation, and value reinforcement. By treating key accounts as evolving partnerships rather than static revenue streams, sales teams can drive mutual growth and position themselves as essential partners for the long term. Resources & People Mentioned The Six Fundamentals of Sales Know How by Ian Cartwright   Connect with Ian Cartwright Ian Cartwright on LinkedIn    Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

This week, I'm joined by Jermaine Jones, visionary founder of Jones Global Group and a recognized leader in enterprise risk and strategic talent selection. Jermaine shares his insights on common pitfalls sales professionals encounter during account transitions, and gives actionable strategies for aligning account plans with customer objectives. We also discuss his favorite tools and methodologies for key account managers and why he believes that stakeholder mapping is a crucially important part of the process.    Outline of This Episode   [00:00] Key Account vs. Regular Account [01:26] Common mistakes organizations make in defining key accounts [02:45] Importance of diagnosis before prescription in consultative selling [03:31] Use of a closed loop system and Ansoff Matrix  [04:39] How to tailor communication for different decision-makers [06:16] 4D task prioritization tool [12:04] Finding a Zone of Possible Agreement (ZOPA) to protect margins and reduce risk   Moving Beyond Revenue Organizations often misclassify accounts by prioritizing revenue rather than focusing on profit or the return on time invested. Jermaine references the Pareto Principle, the well-known 80/20 rule, and explains that "80% of your profitable sales come from 20% of your customers". A key account isn't simply about large volume; it's an account where your domain expertise fundamentally shifts the client's profitability. To identify strategic partners, sales leaders have to calculate return on time invested and examine how their influence impacts the client's bottom line. Without this, accounts remain routine and are a missed opportunity for strategic growth.   Rethinking Relationship Management Transitioning from a transactional sales approach to effective key account management is fraught with pitfalls. The most common mistake is staying stuck in a perpetual "hunter" mindset. Salespeople fail because they skip the prescription before the diagnosis." The sales process is a little like medicine, where selling becomes 'malpractice' if you pitch solutions before properly understanding the client's needs via thorough discovery. The path to success lies in shifting focus. Account managers should embrace a consultative approach, building trust and acting as advisors rather than mere vendors.   Aligning with Client Objectives Jermaine recommends using closed-loop goal execution and the Ansoff Matrix to identify opportunities for market penetration and product development. He emphasizes aligning one's talent and resource supply chain to support the client's expansion and adapt quickly as objectives evolve. Critical to this approach is ensuring plans are dynamic—active tools shaped by real-time feedback and shifting environments rather than static documents filed away and forgotten. Effective plans rely on the 70/20/10 development model, so you're continuously adapting based on 70% real-world experience and market feedback.    The Power of Stakeholder Mapping Stakeholder mapping prevents communication style bias, for instance, pitching with enthusiasm to a data-driven CFO is a sure way to lose trust if the presentation lacks concrete analysis. To gain access to senior decision makers, authority and social proof are key: bringing rigorous, certified data positions the seller as an invaluable source of insight rather than a time-waster.   Essential Tools and Methodologies for Key Account Managers According to Jermaine, what sets top account managers apart is mastery of three things. First, understanding and employing the five pillars of sales success, with particular emphasis on self-awareness and domain expertise. Technology and AI are no substitute for deep industry knowledge. Second, the 4D task tool prioritization (Do it, Delegate, Date, Delete) ensures efficiency does not replace effectiveness—the real goal is to do the right things, not just do things right. Third, value-based motivation statements open every executive interaction with a clear, credible promise, establishing technical trust and ensuring every conversation is purposeful.   Resources & People Mentioned The Pareto Principle Ansoff Matrix    Connect with Jermaine Jones Jermaine Jones on LinkedIn  Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Key Account Management (KAM) isn't just about maintaining relationships and securing renewals. Today's business environment demands a new approach—one rooted in strategic growth, deep customer understanding, and proactive leadership. I sit down with Alex Raymond, founder of Amplify, author of "The Growth Department," and leading expert in account management and client engagement, to explore what sets world-class key account managers apart and how organizations can improve their KAM strategies. We discuss how to define and segment key accounts, ways to align strategies with customer objectives, and the best way to access senior decision-makers through stakeholder mapping. Alex also shares his top dos and don'ts for effective account management and shares a real-world example illustrating relentless curiosity and how it leads to strategic growth.   Outline of This Episode [00:00] Mindset, relationships, and strategic focus in key account management [01:38] Power law versus Pareto principle in account management  [03:10] Differences in skill sets and approaches—hunters vs. farmers [04:34] Understanding customer goals and challenges [07:07] Risks of communicating only with lower-level stakeholders  [09:25] Adopting a growth rather than a support mentality  [15:37] Key questions for impactful account plans  [21:09] A real-world example of growing a strategic account Clear Segmentation in Key Accounts Too many companies default to the assumption that their largest customers are automatically "key accounts." However, identifying key accounts digs deeper, weighing not just current size but growth potential, strategic alignment, and the strength of mutual commitment. By focusing on the 10–20% of accounts that generate 80–90% of results, companies can use the power law to prioritize resources and attention where they matter most.   The Hunter–Farmer Divide: Why Role Specialization Matters One of the most common mistakes in account management is assuming that the same employee can seamlessly transition from a new-business "hunter" to a relationship-building "farmer." These roles require fundamentally different skillsets and mindsets. Hunters sell a compelling vision of the future; farmers deliver sustained value, focusing on whether customers are realizing the promised benefits, moving closer to their objectives, and overcoming real-world obstacles. Recognizing this distinction helps organizations assign the right people to the right roles and ensures that post-sale relationships receive the expertise and attention they deserve.   A Customer-Centric Key Account Strategy Building a strategy that aligns with customer objectives requires more than guesswork—it demands insight direct from the source. Often account managers neglect the most obvious step: talking to the customer. Alex recommends structured conversations to uncover not just stated goals but underlying drivers, ongoing initiatives, and pressing challenges. Supporting techniques like SWOT analysis or internal research can help, but nothing replaces genuine, curiosity-driven dialogue.   Unlocking Stakeholder Access and Mapping Relationships Strong, resilient relationships create the safety net for account success. Alex points out two major risks: having too few contacts and being confined to lower levels of the customer's organization. Effective stakeholder mapping means expanding both breadth and depth, forging connections at all relevant levels, especially with the most senior decision-makers. When you target strategic issues, you naturally gain access to those with broader authority and larger budgets.   Making Account Plans Living Documents Too often, account plans become static corporate theater, written once and forgotten. Alex suggests moving to agile, actionable plans that center on high-impact questions: What big problems are we solving? What assumptions need validation? What specific results are we driving? Practical, concise account plans, not cumbersome spreadsheets, help teams stay aligned and responsive. Key account management today is about more than retention; it is strategic, consultative, and growth-oriented. By segmenting strategically, specializing roles, practicing curiosity, leveraging the right tools, and living the owner's mindset, organizations can turn KAM into a true engine for business success.   Resources & People Mentioned The Growth Department by Alex Raymond Account Management Secrets Podcast  Sales Reinvented Episode 233: Connie Kadansky    Connect with Alex Raymond Alex Raymond on LinkedIn    Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Wer im Verkauf Macht ausstrahlt, tut das zuerst über die Stimme – noch bevor ein einziges Argument fällt. Stimmexpertin Laura Wällnitz zeigt, wie du Stimme und Selbstwert als Statuswerkzeug nutzt und in Drucksituationen die Oberhand behältst.

My guest this week, Josh Curcio, is CRO and partner at Protocol 80, a HubSpot community champion, and experienced strategist for technical B2B companies. We dig into key account management—exploring what differentiates key accounts from regular ones, common mistakes salespeople make when transitioning to account management, and strategies for aligning sales approaches with customers' business objectives. Josh shares his expertise on stakeholder mapping, the importance of regular check-ins, and actionable tips for building lasting relationships. Tune in for practical advice as he shares how key account managers can avoid the pitfalls of overpromising and how to ensure account plans stay relevant even when plans change.    Outline of This Episode [00:00] Lessons and tools for outstanding key account management [02:27] Differences in mindset and approach between sales and account management [04:26] The importance of stakeholder mapping for successful key account management [06:07] Top tools for managing accounts [07:51] Importance of using a CRM [09:06] How do we make a key account plan a living document? [12:37] Building trust and managing expectations [15:04] Josh's real-world new product launch strategy Mastering Key Account Management Not all clients or accounts wield the same influence over your business's trajectory. Key accounts are typically those representing a significant portion of revenue or strategic value. Losing one can deliver a substantial blow, while regular accounts—though important—don't carry quite the same weight. The challenge for many organizations is clarity: few actually pause to set objective parameters for what constitutes a key account, relying instead on vague impressions. To move forward, businesses must formalize criteria, such as annual revenue thresholds or multi-service engagement, creating a blueprint for strategic focus.   Avoiding Common Account Management Pitfalls Transitioning from sales to account management demands a shift in mindset. One of the biggest mistakes is only appearing when there's an agenda to sell. It undermines trust and feels transactional, leaving clients unsupported in their day-to-day operations. Instead, key account managers should prioritize ongoing communication, shaping relationships that transcend the sales cycle. This regular presence builds credibility and ensures clients feel valued, not just targeted. A robust key account strategy hinges on aligning with the client's business objectives. This starts with scheduled, purposeful meetings, often in the form of Quarterly Business Reviews (QBRs) that dig into overarching goals and challenges. These sessions aren't just check-ins, they're opportunities to uncover future objectives and strategize collaborative pathways. The ritual of regular reviews ensures nothing falls off the radar and demonstrates a commitment to shared success.   Tools, Technologies, and Methodologies for Account Managers Modern key account management relies on leveraging technology to keep relationships alive and plans actionable. Josh recommends three essentials: CRM Systems: Platforms like HubSpot consolidate organizational knowledge, contact history, and stakeholder mapping, ensuring continuity if an account manager moves on. AI Note Takers: Tools such as Ask Elephant automate meeting documentation, sentiment analysis, and risk detection, feeding insights directly into the CRM. Structured Check-ins: Regular, process-driven meetings should be documented and tracked within the CRM so action items and objectives aren't forgotten. Growing a Strategic Account Josh shares a story of a client launching a new product. Rather than simply reallocating existing capacity, he transparently mapped client objectives and recommended increased investment to avoid undermining the main brand, resulting in a larger retainer and a stronger partnership. Listen, communicate honestly, and tie recommendations directly to the client's ambition. Key account management is not just about maintaining revenue streams—it's about creating strategic alliances that propel both companies forward.    Resources & People Mentioned Ask Elephant Hubspot   Connect with Josh Curcio Joshua Curcio on LinkedIn   Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and ShowNotess by PODCAST FAST TRACK https://www.podcastfasttrack.com  

In der neuen Folge des Wandelwerker Podcasts spricht Anna mit Hussein Tahmaz, Key Account im technischen Vertrieb der STA Schalltechnische Anlagen GmbH, über Lösungen für wirksamen Schallschutz in der Industrie. Gemeinsam beleuchten sie, wie maßgeschneiderte Einhausungen und Kabinensysteme Maschinenlärm direkt an der Quelle reduzieren – sowohl bei Neuanlagen als auch bei bestehenden Anlagen. Dabei geht es nicht nur um gesetzliche Grenzwerte, sondern vor allem um den Schutz der Mitarbeitenden, bessere Konzentration und produktivere Arbeitsbedingungen.

Rechtfertigen, ausweichen, beschwichtigen – in entscheidenden Momenten verlieren viele Verkäufer unbewusst an Status. In Teil 5 des Mini-Kurses „Machtspiele im Verkauf – Souverän auf Augenhöhe bleiben“ erfährst du, welche konkreten Werkzeuge dir helfen, Gespräche aktiv zu führen, statt nur zu reagieren. Du lernst, wie du durch kluge Fragen, klare Forderungen und saubere Grenzen Machtspiele elegant drehst – und dauerhaft souverän auf Augenhöhe bleibst.

Welcome to the 500th episode of the Sales Reinvented Podcast! I'm joined by returning favorite Mark Hunter, also known as "The Sales Hunter." We dig into the world of key account management—unpacking what sets key accounts apart from regular ones and why so many organizations struggle to define them clearly. Mark brings his extensive experience to the conversation, emphasizing that key account management is less about making the sale and more about building relationships, orchestrating resources, and understanding your customer's business as well as they do themselves. You'll hear practical strategies for stakeholder mapping, aligning your sales approach with a client's strategic objectives, leveraging executive sponsorship, and keeping key account plans relevant.   Outline of This Episode 00:00 Changing Sales Perceptions 04:32 Understanding the buyer's journey 07:00 Analyzing public company reports 11:38 Having an executive sponsor for senior engagement 12:56 Building relationships through reviews 18:16 Identifying business growth opportunities 21:11 Impactful account management strategies 23:08 Collaborative product development advantage What Sets a Key Account Apart? Regular accounts are those that buy from you on an ongoing basis — but not all of them warrant the investment and focus of true key accounts. Key accounts are those where your business is investing significant time, effort, and resources, and where you're not just selling but partnering with your client on their most impactful needs. This difference isn't just in the size of the account; it's about strategic value and mutual growth. Key accounts require more than just a transactional relationship. They demand ongoing attention, resource allocation from multiple levels of your organization, and a forward-thinking mindset.   From Sales Superstar to Team Coach One common mistake salespeople make is maintaining a purely sales-centric mindset after landing a key account. The transition from selling to managing means becoming a "coach" — orchestrating resources, aligning departments, and ensuring internal communication. Successful KAMs manage relationships not just with clients but internally, bridging gaps and ensuring alignment throughout their organizations. Selling internally can actually be more challenging than external client management. Standout KAMs often spend upwards of 75-80% of their time coordinating internal efforts to serve major clients. The best in the business get comfortable with this balancing act and drive operational improvements along the way.   Aligning Strategy to Customer Objectives Some KAMs fail to deliver strategic value because they focus on their own organization's journey rather than properly understanding the buyer's journey. Effective key account strategies begin with a granular understanding of the client's business: their industry dynamics, fiscal calendars, upstream and downstream customers or suppliers, budget cycles, and even risks as disclosed in public filings. A great KAM goes beyond the basics — reading annual reports, listening to investor calls, and conducting real stakeholder mapping. This intelligence arms them to anticipate client needs, participate in strategic conversations, and position their company as an essential business partner.   Tools, Processes, and the Living Key Account Plan Mark recommends three essentials for  a modern key account plan: A Robust CRM: The right customer relationship management platform is foundational to staying organized, tracking interactions, and identifying opportunities. AI Tools: Custom AI agents can dramatically improve competitive research and opportunity spotting, though human oversight remains critical. A Clear Sales Process: Frameworks like MedPick ensure you're systematically building relationships at multiple levels and identifying true economic buyers, coaches, and champions within client organizations.   Crucially, your account plan should never be static, it should be reviewed at least twice per quarter, with direct input from clients. And the annual business review is a powerful forum for catalyzing these strategic conversations and aligning on shared goals for the coming year. Key account management isn't about coasting on existing business or relying on luck. It's about growing relationships, aligning with your client's strategic vision, and relentlessly seeking out incremental value. When you take a consultative, collaborative approach, both your organization and your clients achieve lasting success — a vision the Sales Reinvented podcast and its guests passionately champion.   Resources & People Mentioned A Mind for Sales by Mark Hunter High-Profit Prospecting by Mark Hunter Sales Logic Podcast The Sales Hunter Podcast   Connect with Mark Hunter Mark Hunter on LinkedIn  Mark Hunter on X  Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Raum, Zeit, Prozess – Macht im Verkauf zeigt sich oft nicht in Worten, sondern in der Struktur des Gesprächs. In Teil 4 des Mini-Kurses „Machtspiele im Verkauf – Souverän auf Augenhöhe bleiben“ erfährst du, welche drei Machthebel Gespräche unbewusst steuern und wie dominante Gesprächspartner darüber Kontrolle aufbauen. Du verstehst, wie Macht über den Raum, über die Zeit und über den Prozess wirkt – und wie du diese Hebel bewusst nutzt, um souverän auf Augenhöhe zu bleiben.

Key account management (KAM) is often seen as the pinnacle of business-to-business (B2B) sales, but it's also one of the most misunderstood areas. The stakes are higher, the relationships more complex, and the rewards, when managed correctly, can be transformative for both supplier and customer. In this episode of the podcast, I welcome Dr. Beth Rogers, former business development practitioner in the IT sector, visiting Fellow at Cranfield School of Management, and researcher in key account management, to shed light on what differentiates key accounts, mistakes salespeople make when transitioning to KAM, tools and methodologies, and how to build action-driven key account plans.   Outline of This Episode [00:00] Key accounts: building value and growth [03:48] Key account management challenges [08:02] Building and mapping key connections [12:50] Customer-focused key account strategy [15:45] Key account management tips [18:12] Steps to key account management success   What Makes a Key Account "Key"? A key account isn't defined by its current size or spend, but by its strategic value, which can change depending on your organization's objectives. As Beth Rogers explains, strategic value can be realized in many ways: volume of business, innovation, quality, and most importantly, growth potential. It's about asking, "How much could this account grow over the medium to long term?" rather than focusing on current revenue.   Transitioning from Sales to Account Management One of the biggest pitfalls for sales professionals moving into KAM is underestimating the complexity and the patience required. Key account management isn't about quick wins, it's a marathon, not a sprint. The tendency to rely on previous sales habits can cause frustration, making coaching and developmental support essential. Interestingly, coaches don't always have to be senior managers. Sometimes, external consultants add value by helping navigate internal politics and providing perspective, supporting account managers through the slower, relationship-driven process of managing strategic accounts.   Strategic Tools and Methodologies To align key account strategies with clients' business objectives, Beth recommends putting yourself in the customer's shoes and using analytical tools such as the 9-box SWOT. Unlike standard SWOT, this version offers a more nuanced mapping of the interplay between strengths, weaknesses, opportunities, and threats, helping uncover where internal capabilities meet external realities and where investment or change is required. Stakeholder mapping is equally vital, especially in complex B2B relationships. Leveraging relationship mapping software like IntraHive can reveal hidden connections, trust points, and potential introductions, which are useful in an era where job turnover is rapid and maintaining up-to-date relationship maps is a constant challenge.   Must-Have Tools for Modern Key Account Managers Effective KAM plans start from the customer's perspective and use logical flow to connect supplier capabilities to customer needs. Plans should be ideas-driven and, crucially, shared with customers. When customers see creativity and "sparks" in the plan, they'll hold account managers accountable, ensuring the plan becomes a living document rather than a shelf artifact. Beth offers a shortlist of methodologies: Account-Based Marketing (ABM): Delivers relevant messaging to decision-makers. Knowledge Management (KM): Identifies expertise within the supplier organization and matches it with customer needs. Relationship Mapping: Documents all touchpoints and connections. Scenario Planning / Horizon Scanning: Keeps the conversation with customers innovative and ahead of the curve. Always start with the big picture. Each day, focus on what will help your customer succeed strategically—and translate that into immediate, actionable steps. As companies move towards sustainable growth, key account management becomes a catalyst for partnership, innovation, and long-term value.   Resources & People Mentioned The 9-Cell-SWOT Matrix: A Theoretical Framework for Dynamic Strategic Analysis  Introhive   Connect with Beth Rogers Beth Rogers on LinkedIn    Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Salesforce Solution Engineers are like general contractors, according to David Young, who leads a team of them at Salesforce. They need skills like carpentry and framing and plumbing but also know when to stop and call in an expert. In the Salesforce world this might be knowing when to bring in a service cloud or an Agentforce expert. They need to know enough to see the business challenge and know who to tap for help.I have always advocated that ISVs spend time thinking about SEs, even moreso than AEs, because the math just maths. AEs have shorter tenure at Salesforce than SEs. AEs have more ISVs reaching out to them than SEs. And AEs might have 1 or 5 accounts in the enterprise, but SEs often support multiple AEs which just multiplies the number of accounts that a single session with you could reach. We cover a bunch of topics, but here is a summary:What does an SE at Salesforce do?What type of person is an SE at Salesforce?How does David decide which ISVs to engage with?How do SEs learn about new ISVs?What are some dos and don'ts when ISVs are engaging with SEs? Shoutout to Myroad.io, who is doing a great job of it.What should an ISV know/do before they are “ready” to engage with Salesforce SEs?How do SEs work with SDOs and IDOs to demo Salesforce's tech?Thanks again to David for sharing with the community!And thank you to Sam Yarborough for the intro. If any of you have a Salesforce AE or RVP that might give us the real talk, it'd be great to get their pov. This episode is brought to you by ISVApp. ISVapp the usage analytics platform built specifically for Salesforce ISV and OEM applications.ISVapp is your central toolbox for reducing churn, increasing renewals, uncovering upsell opportunities, and closing more deals. 

This week's throwback guest is Belal Batrawy. Myself and many others consider Belal a sales industry legend, some of you may know him by his slogan “Death To Fluff” (which we get into in this episode). Belal is a life-long builder, he went from building Legos to building startups from the ground up. He has won numerous awards including Salesforce Top Sales Influencer, Salesloft REVstart Award Winner, Crunchbase 25 Leaders to Follow and many more. Since this episode originally aired (Episode 84), Belal became the Head of Key Accounts at Hyperbound. In this episode, we discussed:The Start of “Death To Fluff”The Law of ReciprocityHolding Yourself To More Than The ScorecardJust In Time EnablementWhat His Religion Taught Him About BusinessThe Importance of Learning Psychology As A SellerMuch MoreEnjoy this week's episode with Belal Batrawy.____________________________________________________________________________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!

Send a textIn this Love & Marriage Fusion Hack episode of the FitBody Lifestyle Podcast, Kerryne and Torrey Henich join Greg and Jami to discuss what it truly means to show up for your partner with intention and confidence. The conversation centers on the importance of self-respect, personal responsibility, and understanding your role within a committed relationship.The episode explores why loving yourself is foundational to loving someone else, how purpose shapes partnership, and what it means to be fully present as a spouse—especially when supporting a partner with high-level ambitions. Grounded, honest, and practical, this fusion hack offers insight into strengthening connection by becoming a better version of yourself first.Kerryne Henich is an accomplished IFBB Bikini Professional, Olympian, and dedicated Fitbody Fusion Coach. Her competition journey began in 2008 in the Figure division, but after transitioning to Bikini in 2011, she earned her pro card at the 2015 NPC Jr National Championships and qualified for the Olympia in 2018. In 2023, Kerryne competed in the inaugural Masters Olympia in Romania, placing 4th, and is thrilled to be invited back for the 2025 Masters Olympia in Japan. As a wife, mom, bonus mom, and dog mom, Kerryne balances family life with her passion for coaching, inspiring athletes to reach their fullest potential through Fitbody Fusion. Her journey is a testament to perseverance, dedication, and the power of chasing your dreams—both on and off the stage.

Send a textIn this Love and Marriage episode, the conversation shifts from highlights to the day-to-day realities that actually make a relationship work—especially when you're partnered with a competitor. Kerryne and Torrey Henich unpack how ambition, discipline, and high standards can either strengthen a marriage or create friction if you're not aligned on expectations.They get practical about food and lifestyle: navigating restaurants while dieting, the social dynamics of “Tupperware culture,” and how small moments can turn into big conflict when communication is off. The episode also explores identity and values—touching on faith (including an LDS lens) and how roles and the broader world are evolving, particularly around empowering women.From there, it turns into a real-life operating system for couples: managing finances and taxes, staying connected through shared “stats” and accountability, and leading a blended family through different parenting challenges. They break down the three phases of parenting, what consistency actually means in partnership, and why “feeling good together” isn't luck—it's a decision reinforced by habits, respect, and showing up even when life gets heavy.Kerryne Henich is an accomplished IFBB Bikini Professional, Olympian, and dedicated Fitbody Fusion Coach. Her competition journey began in 2008 in the Figure division, but after transitioning to Bikini in 2011, she earned her pro card at the 2015 NPC Jr National Championships and qualified for the Olympia in 2018. In 2023, Kerryne competed in the inaugural Masters Olympia in Romania, placing 4th, and is thrilled to be invited back for the 2025 Masters Olympia in Japan. As a wife, mom, bonus mom, and dog mom, Kerryne balances family life with her passion for coaching, inspiring athletes to reach their fullest potential through Fitbody Fusion. Her journey is a testament to perseverance, dedication, and the power of chasing your dreams—both on and off the stage.

Send a textIn this Love and Marriage Fusion Hack episode, Jami and Greg—joined by Kerryne and Torrey—explore a powerful reframe for relationships, competition, and long-term partnership: you don't need perfection to win; you need progress. Using relatable sports analogies and real-world relationship experiences, the conversation unpacks how lasting connection is built by “winning a little more than you lose.” From navigating conflict and communication to supporting each other's personal goals, this episode reframes success in marriage as consistency, perspective, and teamwork rather than ego or scorekeeping.The discussion dives deeper into forgiveness, self-awareness, and the discipline of letting go of being right in favor of becoming better together. Kerryne and Torrey share insights on learning how to lose well, embracing different perspectives, and not sweating the small stuff that often creates unnecessary friction in relationships. This Fusion Hack encourages couples to redefine winning as shared growth—building resilience, emotional maturity, and a marriage that strengthens over time through humility, grace, and intentional partnership.Kerryne Henich is an accomplished IFBB Bikini Professional, Olympian, and dedicated Fitbody Fusion Coach. Her competition journey began in 2008 in the Figure division, but after transitioning to Bikini in 2011, she earned her pro card at the 2015 NPC Jr National Championships and qualified for the Olympia in 2018. In 2023, Kerryne competed in the inaugural Masters Olympia in Romania, placing 4th, and is thrilled to be invited back for the 2025 Masters Olympia in Japan. As a wife, mom, bonus mom, and dog mom, Kerryne balances family life with her passion for coaching, inspiring athletes to reach their fullest potential through Fitbody Fusion. Her journey is a testament to perseverance, dedication, and the power of chasing your dreams—both on and off the stage.

Send a text In this Love & Marriage episode Kerryne and Torrey Henich join Greg and Jami for a candid conversation about what it truly takes to sustain a healthy marriage. The discussion explores how past relationships influence present dynamics, the role of accountability after infidelity, and the importance of recognizing your self-worth within a partnership.The episode balances meaningful reflection with real-life moments, touching on family dynamics, humor in marriage, shared traditions, and the intentional choices that strengthen long-term relationships. From navigating hard seasons to redefining expectations, this conversation offers grounded insight into growth, trust, and emotional maturity in marriage.Designed for couples and individuals alike, this episode delivers an honest look at marriage as a daily commitment built through clarity, responsibility, and connection.Kerryne Henich is an accomplished IFBB Bikini Professional, Olympian, and dedicated Fitbody Fusion Coach. Her competition journey began in 2008 in the Figure division, but after transitioning to Bikini in 2011, she earned her pro card at the 2015 NPC Jr National Championships and qualified for the Olympia in 2018. In 2023, Kerryne competed in the inaugural Masters Olympia in Romania, placing 4th, and is thrilled to be invited back for the 2025 Masters Olympia in Japan. As a wife, mom, bonus mom, and dog mom, Kerryne balances family life with her passion for coaching, inspiring athletes to reach their fullest potential through Fitbody Fusion. Her journey is a testament to perseverance, dedication, and the power of chasing your dreams—both on and off the stage.

One of my favorite things to do is to shout out our student wins and community wins from the rooftops. And part of that is also bringing people back to share their story.  Today's episode is with my friend Kate Murray of Quick Brown Fox Letterpress. She is back on the podcast to share where she's at now and all the new things that are happening in her business. Last time Kate and I talked here publicly was August of 2020, which feels like a lifetime ago. As we all know, business can significantly shift in five years and a lot has changed for Kate.  She opened her own retail store and she's got a new leadership role with the Greeting Card Association.  In our conversation today, Kate shares her journey of launching a storefront, how she balances wholesale and retail operations, and the innovative ways that she's nurturing relationships with both key accounts and independent retailers.  She shares about some exciting wholesale collabs she's doing in the next year and the importance of patience for these types of collaborations to actually come to fruition. Sometimes it's really about playing the long game with wholesale, which I know can be frustrating at times, but it is a really important reminder to us that good things do take time to develop. Today's episode is brought to you by our Paper Camp program. Paper Camp is our wholesale coaching program where we teach you everything you need to know to build strong wholesale foundations. Over the course of 4 weeks, we tackle your product line, sales tools, and marketing plan, and we even talk about how to exhibit at trade shows if that's what you want to do. We start with your product line and go into everything from how often you should be releasing new products to ensuring that your numbers are sustainable for the wholesale market and their price for profit. Then we move into sales tools you must have for selling wholesale so you make a strong first impression with buyers like catalogs and your terms and conditions. Then, we cover marketing strategies and ways to reach various store owners.  Each week's teachings build on the previous week, and we host weekly live engaging coaching calls to answer all of your questions. We will open enrollment for our next round of Paper Camp soon, and we sell this program out every time we run it. Join the wait list and you'll get early access to enroll. SIGN UP FOR THE WAITLIST You can view full show notes and more at http://prooftoproduct.com/427  Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

It's mid-January. Be honest... how are the resolutions going? Here's a better idea: forget the 5 AM wake-ups and juice cleanses. Instead, invest in something that actually compounds...Knowledge. These 10 books will transform how you manage accounts, navigate tough conversations, and think strategically in 2026. From mastering the art of influence to speaking the language of CFOs, this is your account-ability reading list (yes, we went there). The difference between you and AI? AI reads for information. You read for transformation.HIGHLIGHTS(0:57) Why Reading Matters for KAMs. The role is constantly evolving—clients are more sophisticated, buying committees are larger, and expectations are sky-high. Books give you the mental models you can apply immediately.(2:26) Communication Powerhouses. The foundation of everything we do: managing information, securing resources, convincing people, and navigating chaos.(2:50) 1. Look: Leading Yourself by Elizabeth Lautado. Focus on what you can control—your mindset, reactions, and priorities. If you can't lead yourself, you can't lead your accounts.(4:04) 2. Exactly What to Say by Phil M. Jones. Twenty-three simple phrases for closing deals and getting information. A toolkit of effective language for those moments when you're caught off guard.(5:20) 3. Supercommunicators by Charles Duhigg. Adapt to different conversations—from procurement to CFOs to internal teams. Recognize what type of conversation you're in and match it.(7:04) Strategic Thinking Trio. Communication gets you in the door, but these books help you think differently once you're there.(7:04) 4. Think Again by Adam Grant. Challenge your biases and question assumptions. Being able to unlearn and relearn is your superpower.(8:19) 5. Objections by Jeb Blount. Handle commercial "nos" without feeling pushy. Turn resistance into dialogue and get momentum.(10:30) 6. Smart, Not Loud by Jessica Chen. Don't do invisible work. Learn strategic visibility—communicating your value internally is just as important as delivering it externally.(12:27) Business Acumen Builders. Numbers are how decisions get made. Learn to talk the language of decision-makers.(12:27) 7. Financial Intelligence by Karen Berman. Understand the three financial statements every KAM should know and frame conversations around financial outcomes.(13:45) 8. Unsticking Deals by James Muir. Stop pushing deals out quarter after quarter. Learn why deals stall and get a diagnostic approach to reignite them.(15:37) Relationship Lifecycle Picks. Win the business and keep it.(15:37) 9. Selling With by Nate Nasrallah. Leverage your relationships with champions to grow accounts. Move from reactive to proactive account growth.(17:21) 10. Onboarding Matters by Donna Weber. The first few months are where customers decide if promises were kept. Protect your future self from inheriting problems.(19:00) Making It Actionable. Pick your weakest area first, aim for one book per month, and read with action in mind.NEXT STEPSPick one book by the end of this week and commit to itAim for one book per month with a two-month buffer for lifeAfter each chapter, identify one thing you can apply that week and do itBuild the reading habit—find your time and protect itRESOURCESFull book list: https://amzn.to/3L3II5TPodcast Show Notes: https://podcast.thekamclub.com/The KAM Club Business Briefs: Short courses at https://www.thekamclub.comWANT MORE STRATEGIES LIKE THIS?Join The KAM Club—a global community for key account managers packed with training, templates, coaching, and expert playbooks to help you grow accounts with confidence.

Berry en Jeroen tippen een topfestival in Leeuwarden, feliciteren stoelendansers voor de 2e of zelfs 3e keer, leggen uit hoe het zit met Key Accounts, zien roze wolken en benadrukken nog eens dat veel licht niet hetzelfde is als veilige verlichting.En!! Light + Building 2026 komt eraan. Laat ons weten waar we heen moeten gaam, met wie we moeten spreken, wat we moeten zien en waar de feestjes zijn! Jouw tips nemen we mee in de opname van 27 februari!shownotes:LUNA festival in Leeuwarden: https://mediaartfriesland.nl/Marjolijn van Heemstra in VPRO Boeken over veilige verlichting: https://www.linkedin.com/posts/vpro_met-veel-minder-verlichting-heb-je-veel-activity-7414184778327019520-M3ey

In this special on-location episode of the Know Zone Podcast, the Classic Vacations® Sales team invites listeners inside their team meeting at Windjammer Landing Resort & Residences in Saint Lucia. From behind-the-scenes insight into the Windjammer Landing resort experience to a closer look at what makes Saint Lucia such a compelling destination, the conversation explores the island's appeal, the value of strong hotel partnerships, and how Classic supports travel advisors through expertise and strategic collaboration.Hear firsthand from: • Arlien Dyer, Director of Sales and Marketing, Windjammer Landing Resort & Residences • Jess Pavloff, Strategic Account Manager, Classic Vacations • Julia Jakkaraju, Director of National Accounts, Classic Vacations• Francisco Rello, Strategic Account Manager, Groups, Classic Vacations • Marie Smith, Strategic Account Manager of Key Accounts, Classic Vacations• Christian Licea, Business Development Manager, Classic Vacations Tune in for an on-the-ground perspective from the Sales team, along with valuable destination and resort insights that bring the island to life.

In dieser Folge spreche ich mit Stefan Schneider, dem Leiter Key Account Management bei der SIEVERS Group - einem IT Service Provider mit 350 Mitarbeitenden - darüber, was seine Erfahrungen zum klassischen Fachvertrieb bis zu einem funktionierenden Key Account Management sind. Stefan teilt seine Erfahrungen aus 25 Jahren IT-Vertrieb und erklärt, warum Rollen, Prozesse und Mindset entscheidend sind, wenn Kunden größer und Lösungen vielfältiger werden. Einige wichtige Fragen, über die wir gesprochen haben, sind: 1. Ab wann lohnt sich ein eigenes Key Account Management beim IT-Dienstleister? 2. Worin unterscheidet sich ein Key Account Manager vom Fachvertrieb – fachlich, methodisch und vom Mindset her? 3. Welche KPIs und Ziele gelten für Key Account Manager? 4. Wie funktioniert die Zusammenarbeit zwischen Fachvertrieb und Key Account Management ohne Zielkonflikte? 5. Wie geht man mit Zielkonflikten um, wenn Fachlichkeit und Beziehungspflege auseinanderfallen? ----------------------- Und hier ein Link, wenn Ihr mehr über Stefan wissen möchtet: Homepage: https://www.sievers-group.com LinkedIn Stefan Schneider: https://www.linkedin.com/in/stefan-schneider-it/ LinkedIn SIEVERS GROUP: https://www.linkedin.com/company/sievers-group/posts/?feedView=all ----------------------- Und mehr von Olaf Kaiser: www.linkedin.com/in/olafkaiser/ www.olaf-kaiser.coach/ www.ubega.de Direkt einen kostenfreien Termin mit Olaf buchen https://bit.ly/allgemeinen-termin-buchen

Přednáška se zaměří na to, kdy je RTB vhodné pro klienty a jak s ním pracují v Seznamu. Dozvíte se, jak vzniká cílení, odkud se čerpají data o uživatelích, jaké možnosti nákupu RTB existují a jaké výhody tento způsob nákupu přináší. Prostor bude věnován i praktickým vychytávkám, které RTB nabízí pro efektivnější kampaně.Jiří Novotný pracuje již přes 6 let v Seznamu, kde má možnost vést mladý, dynamický tým, který se specializuje na komunikaci s mediálními agenturami nakupujícími přes technologii RTB. Jako největší publisher na českém trhu mají výjimečnou příležitost budovat kontakty napříč celým RTB trhem. Mají také možnost poznávat i nové talenty - třeba jako u nás, na VŠEM.Aneta Richterová zastává v Seznamu pozici RTB konzultant senior, ale své zkušenosti získávala například i v Economii, kde 8 let působila na pozici Key Account manager. V rámci své role spolupracuje s mediálními agenturami – pomáhá s nastavením a cílením kampaní, sdílí novinky, účastní se schůzek i konferencí a podílí se na vzdělávacích aktivitách i tvorbě článků o RTB. Na práci v Seznamu oceňuje podporu nápadů a prostor pro vlastní iniciativu – například při vymýšlení soutěží a speciálních aktivit pro partnery.

Vom Auftragsannehmer zum echten Challenger Sales – die einzige Sales-Rolle, die KI nicht ersetzen kann. In dieser VertriebsFunk-Folge spreche ich mit Markus Härlin darüber, warum klassische Auftragsannehmer, Problemlöser und Sachbearbeiter im Vertrieb ausgedient haben. Außerdem erfährst du, wie du dich und dein Team Schritt für Schritt in Richtung Challenger entwickelst. Fakt ist: Ein großer Teil der Tätigkeiten im Vertrieb lässt sich heute schon automatisieren. Administrative Aufgaben, Standardangebote und einfache Follow-ups – all das kann KI sehr gut übernehmen. Übrig bleibt deshalb genau der Teil, den KI (noch) nicht kann: echte Insight-Verkäufer, die Kunden herausfordern, neue Perspektiven aufzeigen und mit klaren Thesen Orientierung geben. Genau hier kommt Challenger Sales ins Spiel und macht den Unterschied. Warum Challenger Sales die Zukunft im B2B-Vertrieb ist Deine Kunden sind heute besser informiert als je zuvor. In vielen Fällen ist ein Großteil der Kaufentscheidung bereits gefallen, bevor ein Kunde mit dir spricht. Das liegt unter anderem an KI, Vergleichsportalen und einer Flut an Content. Wenn du dann nur nett berätst und Fragen abhakst, bist du austauschbar. Deshalb setzt Challenger Sales genau hier an. Als Challenger zeigst du deinen Kunden, dass die Welt nicht so ist, wie sie denken. Stattdessen stellst du Denkmuster bewusst in Frage und schaffst neue Sichtweisen. Du machst Risiken sichtbar, die der Kunde unterschätzt, und zeigst Chancen, die er liegen lässt. Zusätzlich bringst du konkrete Beispiele aus anderen Unternehmen oder Branchen mit in das Gespräch. So wirst du Schritt für Schritt vom Bittsteller zum strategischen Sparringspartner. Vom Auftragsannehmer zum Challenger: So gelingt der Shift In vielen Vertriebsorganisationen gibt es noch zu viele „Auftragsbearbeiter". Diese reagieren vor allem auf Anfragen, statt proaktiv zu agieren. Sie warten auf Leads, Angebote und Rückmeldungen. Dadurch bleibt viel Potenzial liegen. Challenger Sales funktioniert dagegen grundlegend anders, weil Challenger mit einer eigenen Agenda in den Termin gehen und starke Thesen mitbringen. Markus und ich sprechen darüber, warum du nicht jeden automatisch zum Challenger machen kannst. Du kannst aber viele in diese Richtung entwickeln, wenn du die richtigen Rahmenbedingungen schaffst. Dafür brauchst du klare Rollen im Vertriebsteam. Einige wenige starke Challenger Sales stehen an der Front und sprechen mit Geschäftsführung, Buying Center und Key Accounts auf Augenhöhe. Dahinter steht ein Team, das Angebote, Prozesse, Dokumentation und Delivery sauber abbildet. So nutzt du einerseits die Stärken deiner Leute und vermeidest andererseits, alle in dieselbe Schablone zu pressen. Wichtig ist außerdem: Challenger Sales ist kein „freches Draufhauen". Stattdessen steckt dahinter echte Substanz. Du brauchst ein tiefes Verständnis für Markt, Branche und Geschäftsmodell deiner Kunden. Deshalb arbeitest du mit klaren Hypothesen: Wie entwickelt sich der Markt? Was machen Wettbewerber anders? Welche Lösungen sind in anderen Branchen bereits erfolgreich? Wenn du mit drei bis fünf präzisen Thesen ins Gespräch gehst, wirst du automatisch als Experte wahrgenommen. Challenger Sales in Zeiten von KI und komplexen Buying Centern Heute entscheiden oft größere Buying Center über einen Deal. Sechs, acht oder sogar mehr Beteiligte sind dabei keine Seltenheit. Jeder hat eigene Ziele, Interessen und Risiken. Challenger Sales bedeutet in diesem Umfeld: Du hilfst deinem internen Champion, diesen Prozess aktiv zu steuern. Du gibst ihm Argumente, Storys und Unterlagen an die Hand, damit er intern für dich verkaufen kann. Dadurch entsteht echte Bewegung im Entscheidungsprozess, statt dass ein Angebot nur „herumliegt". Gleichzeitig sorgt KI dafür, dass viele Standardprozesse im Hintergrund schlanker werden. Das ist jedoch keine Bedrohung, sondern eine große Chance. Du kannst deutlich mehr Zeit in echte Challenger-Aktivitäten investieren: Vorbereitung, Recherche, Cases, Content und Storytelling. Wenn du diese Zeit nicht nutzt, bist du einer der Ersten, die KI ersetzt. Wenn du sie dagegen bewusst nutzt, wirst du zu dem Verkäufer, den der Kunde wirklich braucht. Was du aus dieser Folge mitnehmen solltest In dieser Episode zeige ich gemeinsam mit Markus Härlin, wie du dein Mindset vom Auftragsannehmer hin zum Challenger Sales drehst. Außerdem erfährst du, welche Rollen du im Team neu definieren solltest und welche Skills für die Zukunft im Vertrieb entscheidend sind. Wenn du als Verkäufer, Vertriebsleiter oder Geschäftsführer in einem KI-dominierten Umfeld relevant bleiben willst, solltest du unbedingt reinhören. Fang an, deine Kunden bewusst herauszufordern – und hör auf, sie nur zu bedienen.  

In this exclusive JSA TV interview, Jim Marsh, Director of Key Accounts at Munters, shares insights into the company's latest innovations in data center cooling. From the success of Munters' partnership with Geoclima to the game-changing Circlemiser™ chiller built for AI workloads, Jim offers a behind-the-scenes look at how Munters is driving efficiency, sustainability, and global impact. #DataCenterCooling #Sustainability #MuntersDCT

Vereinbare jetzt dein kostenloses Erstgespräch: www.andreasbaulig.de/termin In der heutigen Episode von die Coaching-Revolution spricht Andreas Baulig darüber, wie du als Agenturinhaber deinen Umsatz um 50% allein durch Bestandskundengeschäft steigern kannst. Wie genau das geht und mehr erfährst du in dieser Folge. Vereinbare jetzt dein kostenloses Erstgespräch: www.andreasbaulig.de/termin Sichere dir jetzt das Buch "WISSEN MACHT UMSATZ" auf www.wissenmachtumsatz.de Andreas Baulig & Markus Baulig zeigen dir, wie du dich als einer DER Nr.1 Experten in deiner Branche positionieren kannst und hohe Preise ab 2.000 Euro (und mehr) für deine Angebote & Dienstleistungen abrufen kannst. Als Coaches, Berater und Experten automatisiert Kunden im Internet gewinnen. Wie du Online Marketing nutzen kannst, um deine Produkte und Dienstleistungen erfolgreich zu verkaufen.

Key Accounts Advisor, David Martinez, works with Workstand merchants to improve many aspects of in-store and online sales execution to grow sales while increasing margin. Inventory management is an important part of David's work with bike shops.As we've brought on more dealers to the Digital Advisor Services program, some trends have emerged, offering useful tips for other stores. Obvious, you say? If they are obvious to you, that's great, but they come up often enough that we think they are worth covering. What may not be obvious is that we're talking about both in-store and online sales. Curating your product assortmentListen and learn from  your customers, staff, and communityWhat are customers asking for that you don't have?Bonus tip: Supplier Sync as an indicator of interestProducts your staff actually use - Your staff will enjoy selling items they actually useConsider ancillary products - Are you in a beach town and do lots of rentals?  Offer beverages, towels, sunscreen, etc.Curate around your brand/focused categories (MTB, road, e-bike, family) - it's easy to be a roadie store that also sells MTB and not take the extra step for what isn't your primary focus, but it mattersMTB'ers need gloves, helmets, tires, sealant, and colored pedalsRoadies love nutrition, sunglasses, and computersE-bikes: mirrors, bells, baskets, battery chargers, phone mountsFamily: fun helmets, bells, horns, burley trailers, Buying is important, but sell-through is what matters mostMonitor your aged inventory and strategize a plan for markdownsTake notes on what is working and what's not working.  Don't make the same mistakes season after season.  How many different brands of black shorts/bibs do you need?Does your assortment/levels align with your floorspaceMaintain as little backstock Minimizes shrinkage, theft, and aged inventoryHow many of ‘X' fit on a hook on your floorBonus Topic2nd tier e-bike brandsThe market is FLOODED with these brands.  Margins can look attractive, but brand recognition is low, so you and your staff really need to believe in the productOnline sales can be difficult because of low brand awarenessService parts can be difficult to get, causing a bad customer experienceBe sure to email your questions to podcast@workstand.com. We read all emails sent and we look forward to hearing from you.If you're a Workstand client with questions about your subscription, email support@workstand.com or call 303-527-0676 x 1. If you are not currently a Workstand client with questions about how our programs work, email info@workstand.com.Find Us on LinkedInRyan Atkinson, President + Co-OwnerMark Still, Business DevelopmentWe also publish Around the Workstand on our YouTube channel if you'd like to watch while you listen. Here is our Around the Workstand playlist.If you have any questions about the topics discussed in this episode of Around the Workstand or if you have ideas for new topics we can cover, schedule a time to meet with Mark Still here or email mark.s@workstand.com.

Clement Manyathela speaks to Daniela Thom, the Key Accounts and Business Development Manager at Strider Digital about the demand for flexible work.The Clement Manyathela Show is broadcast on 702, a Johannesburg based talk radio station, weekdays from 09:00 to 12:00 (SA Time). Clement Manyathela starts his show each weekday on 702 at 9 am taking your calls and voice notes on his Open Line. In the second hour of his show, he unpacks, explains, and makes sense of the news of the day. Clement has several features in his third hour from 11 am that provide you with information to help and guide you through your daily life. As your morning friend, he tackles the serious as well as the light-hearted, on your behalf. Thank you for listening to a podcast from The Clement Manyathela Show. Listen live on Primedia+ weekdays from 09:00 and 12:00 (SA Time) to The Clement Manyathela Show broadcast on 702 https://buff.ly/gk3y0Kj For more from the show go to https://buff.ly/XijPLtJ or find all the catch-up podcasts here https://buff.ly/p0gWuPE Subscribe to the 702 Daily and Weekly Newsletters https://buff.ly/v5mfetc Follow us on social media: 702 on Facebook https://www.facebook.com/TalkRadio702 702 on TikTok https://www.tiktok.com/@talkradio702 702 on Instagram: https://www.instagram.com/talkradio702/ 702 on X: https://x.com/Radio702 702 on YouTube: https://www.youtube.com/@radio702 See omnystudio.com/listener for privacy information.

This week Nick talks to Mike England Mike holds a Master's Degree in Engineering and brings over 25 years of commercial and operational leadership experience in industrial product distribution and services. He spent eight years with FTSE100 RS Group plc, where he held key leadership roles including Group Chief Operating Officer, overseeing P&L across the Americas, EMEA, and APAC. Prior to that, he served as President of EMEA and, earlier, as Managing Director, successfully leading the turnaround of operations in the UK and Northern Europe. Before RS Group, Mike spent nine years at FTSE250 Brammer plc (now Rubix), where he was Key Account and Sales Director, following nine years at Rexel in a variety of commercial and operational leadership roles.Nick and Mike discuss how Flowtech has been through a major transformation, bringing 17 brands together under one name and shifting the business from service issues to a more stable, profitable footing. Mike points to the relaunch of the company's well-known fluid power catalogue and the launch of a new website that makes it easier for customers to buy online while showcasing the full range of products and services. They touch on the steady MRO market, the quick turnaround of recent acquisitions, and the fresh leadership team now in place. Looking ahead, Mike shares his optimism that with stronger foundations and a scalable model, Flowtech is well placed to grow as markets recover, both through its own improvements and selective acquisitions. Mike's book choice was: Start With Why by Simon SinekMike's music choice was:Don't You (Forget About Me) by Simple MindsThis content is issued by Zeus Capital Limited (“Zeus”) (Incorporated in England & Wales No. 4417845), which is authorised and regulated in the United Kingdom by the Financial Conduct Authority (“FCA”) for designated investment business, (Reg No. 224621) and is a member firm of the London Stock Exchange. This content is for information purposes only and neither the information contained, nor the opinions expressed within, constitute or are to be construed as an offer or a solicitation of an offer to buy or sell the securities or other instruments mentioned in it. Zeus shall not be liable for any direct or indirect damages, including lost profits arising in any way from the information contained in this material. This material is for the use of intended recipients only.

Jennifer Chavez joins the show to share her unique path through medical sales — from breaking in as a remote sales rep at Medtronic, to driving strategy as a vascular account executive at Cook Medical, to now leading her own consulting firm helping medtech companies build sales teams and win hard-to-access accounts. She pulls back the curtain on what it's really like to succeed in roles that go beyond the OR. You'll hear how remote sales reps add value, why key account roles require a different skill set, and what it takes to balance strategic storytelling with on-the-ground sales execution. Jennifer also opens up about life as a single mom building a career in this demanding industry, the mindset shifts that fueled her success, and why betting on herself to launch a business was the natural next step. If you've ever wondered how to climb the ladder in medical sales without following the traditional rep-to-manager path, or what it takes to thrive in high-level strategic roles, this conversation is packed with insights you won't want to miss.   Connect with Jennifer: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

“How do I get my team to call on key accounts?”  -- That's the question from a frustrated sales leader.  Join me as I tap into 30 years of experience to respond.  It may not be the answer you'd expect. **************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Dave's substack page (PW) Subscribe to Dave's Newsletters

Jim Marsh, Director of Key Accounts at Munters, joins #JSATV live from DCD Connect New York to discuss the evolution of data center cooling and Munters' latest innovations. From liquid cooling and CDUs to their recent Geoclima acquisition, Munters is expanding its solutions to meet the industry's growing demands.What's next? More strategic collaborations and advancing direct-to-chip cooling solutions.

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!

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

#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 ___________________________

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 ___________________________

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 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!

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