Najlepsze podcasty z kategorii: Account Management (2024)

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Episode 12: How to Uncover Blind Spots in Your Strategic Accounts 49:07

4d ago49:07

49:07

Blind spots in customer understanding can hold companies back, but customer advisory boards offer a way to uncover them and strengthen strategic accounts. Alex Raymond is joined by Betsy Westhafer, the CEO of the Congruity Group, to discuss how CABs reveal gaps in customer knowledge that companies often miss. Are you as customer-centric as you thin…

1
#001 Importance of a KAM Culture in today's modern marketplace 17:31

18d ago17:31

17:31

In this episode David Ventura, your host, explores the following BIG question: What is a KAM culture and why is it so important in today’s market? But first: what is KAM? We all know that businesses love a TLA (Three Letter Acronyms) and KAM is just another one of those. It stands for Key Account Management. Many businesses we meet are naturally fa…

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Episode 11: QBRs Don’t Have to Suck 27:14

11d ago27:14

27:14

“Most QBRs suck,” says Alex Raymond, calling out the truth that too many Quarterly Business Reviews are boring, one-sided, and lack real impact. But what if QBRs could be more? In this episode, Alex gets into why so many of these high-stakes meetings fall flat. Are outdated beliefs holding you back from having the kind of QBRs your clients want? Al…

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Episode 10: Unlocking the Ridiculous Upside That Already Exists Inside Your Strategic Accounts 48:15

18d ago48:15

48:15

“There are strategic accounts that will organically grow without proactive effort. Every account is strategic but you don’t have the time to grow them in terms of the way in which top performers do versus the rest. I think it’s a big mistake up front by trying to go for it all, because you end up winning less,” says Andy Springer, the Chief Client …

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#002 Why most KAM plans don’t work 18:11

18d ago18:11

18:11

IN THIS EPISODE: “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” – Abraham Lincoln, 16th President of the United States “By Failing to prepare, you are preparing to fail.” – Benjamin Franklin, one of the Founding Fathers of the United States “Good fortune is what happens when opportunity meets with planni…

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#013 Account Management is Where Marketing Starts, with Bryony Thomas 52:37

18d ago52:37

52:37

IN THIS EPISODE... Sales and Marketing is like stealing your neighbour’s cat…and in this episode, I talk to Bryony Thomas at Watertight Marketing to find out why. Bryony is the creator of the Watertight Marketing methodology, captured in her best-selling book of the same name which acts as the hub to a suite of thinking tools that have been designe…

1
#012 Selling Through Partnering, with Fred Copestake 46:15

18d ago46:15

46:15

IN THIS EPISODE Do you tell your clients that you work in partnership? What evidence do you have to reassure them that the statement is, in fact, true? What are the qualities of a good partnership? Does your team possess the skills required to forge strong win:win relationships, built on trust, transparency, transparency, comfort with change and in…

1
#011 Perfect Your Communication Style with Practice 26:31

18d ago26:31

26:31

IN THIS EPISODE How ‘in tune’ are you with the qualities, traits and characteristics that make up your personality? How does your personality affect the results you have with your key account relationships? If you are in tune with who YOU are, let me ask: how well can you read other people? Do you use your knowledge and reflection to change the way…

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#010 The Loyalty Loop, with Drew Davis 48:45

18d ago48:45

48:45

IN THIS EPISODE Do you have LOYAL customers? What does loyalty mean to you? Is it a destination where happy customers, who love what you do, gather to bathe in the success that your product or service has brought them? Or is it more than that…? Rather than a destination, is it an on-going journey of moments that inspire your loyal customers to comm…

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#009 A Conversation about Race in KAM, with Sharon Amesu 52:42

18d ago52:42

52:42

IN THIS EPISODE... When was the last time you had a conversation about racism? Perhaps, like so many, these conversations are triggered within your circles, by high-profile cases of injustice in the media or by your own personal experiences on the receiving end of overt or covert prejudice. Or perhaps… like so many, you have NEVER had a conversatio…

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#008 Five Reasons your KAM Programme is Failing 17:39

18d ago17:39

17:39

IN THIS EPISODE: Key account management is a beautifully simple business basic…one that isn’t that easy! If it was, we’d all be doing it brilliantly wouldn’t we? Like most working practices in business, there are a handful of common, or typical reasons why a KAM culture struggles to get off the ground in an organisation. In this episode, I seek to …

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#007 Mind the Intergenerational Gap with Henry Rose Lee 47:30

18d ago47:30

47:30

IN THIS EPISODE… Have you ever found yourself struggling to understand, or get along, with people who are older or younger than you? Perhaps a clash in communications style, working preferences, belief systems, values or motivational needs? Many of the business leaders that we talk to in our work at Front&Centre® tell us how difficult they find dri…

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#006 What does a strategic conversation look like? 42:42

18d ago42:42

42:42

IN THIS EPISODE: Do you wish your team members were having more strategic conversations with your key accounts? Do you have a clear understanding of what strategy is? Does your team have a clear understanding of what strategy is? It’s fair to say that the S word – strategy – gets bandied around a lot in business - we even talk about it as one of ou…

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#005 The Five Types of Talk Triggers with Jay Baer 38:03

18d ago38:03

38:03

IN THIS EPISODE: I continue my discussion with Jay Baer, Hall of Fame Keynote speaker and the author of SIX best-selling books which all point to the importance of the customer experience. One of those books is ‘Talk Triggers’ which delves into creating intentional mechanisms within the day to day carrying out of your business which spur your custo…

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#004 Crafting Talk Triggers with Jay Baer 27:59

18d ago27:59

27:59

IN THIS EPISODE: How many of your Key Account contacts have a story to tell about their (customer) experience of you? I am not talking about a prompted testimonial packed with marketing quotes, engineered to pitch your products and services to a new audience. I am also not meaning a review of the features and benefits they enjoy from using your sol…

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#003 Be a Value Creator, not a Cost Generator 31:39

18d ago31:39

31:39

IN THIS EPISODE: In today’s world we could categorise organisations into two camps: those that add value, and those that add COST. Why type of organisation are you? What is your definition of value? How will you know when you are adding and creating value for your customers? Do your most important clients know the extra lengths you go to provide th…

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Episode 9: Building True Customer and Employee Experiences 37:05

25d ago37:05

37:05

“I strongly believe that there’s a strong connection between employee experience and customer experience. Employee experience drives the customer experience,” says Annette Franz, the CEO of CX Journey Inc. She joins Alex Raymond to talk about how putting employees first fuels customer success. Annette challenges the typical focus on metrics, asking…

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Episode 8: Customer Journeys That Drive Real Results 39:47

1M ago39:47

39:47

“When we try to get customers to do something, if we ourselves don’t know what the path to success looks like and how to measure that path to success, how do we get them to do what we want them to do?” says Kia Puhm, CEO of DesiredPath. In this episode, Kia shares her insights on customer journey mapping, making the case that businesses need to und…

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Episode 7: Real-World Strategies for Revenue Growth 43:11

1M ago43:11

43:11

“You’ve got to move your customers to be a partner. Your aim is to get larger revenues, have partnership relationships with your key customers, so that you have a much bigger share of the purse going forward,” says Janice Gordon, a renowned account management strategist. She joins Alex Raymond in this episode to talk about the importance of account…

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Episode 6: Mastering the Art of Win Backs and Renewals with Tim Riesterer 48:42

2M ago48:42

48:42

“Winning somebody back who had experiences with you is easier than taking net new share. You need to understand why they left because certain reasons for leaving are more likely to result in a potential opportunity for a win back than others,” says Tim Riesterer, Chief Strategy Officer at Corporate Visions. He sits down with Alex Raymond in this ep…

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Episode 5: Why Unhappy Customers Stay 41:09

2M ago41:09

41:09

“Happy customers stay, and unhappy customers leave”—or at least that’s what we’ve always believed. But Greg Daines, a customer retention expert, sits down with Alex Raymond to challenge that assumption. Are metrics like net promoter score really reliable indicators of loyalty? According to Greg’s extensive research, retention has more to do with de…

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Episode 4: Why Account Management Matters More Than Ever 25:53

2M ago25:53

25:53

“What if I told you that you’re responsible for over 70% of your company’s revenue, but probably aren’t getting the recognition, resources, or support you deserve,” says Alex Raymond as he draws attention to how often account managers are overlooked. In this episode, he talks about how account management is becoming more critical in today’s busines…

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Episode 3: Earning the Right to Sell 40:16

2M ago40:16

40:16

“When I got into sales, I was thinking about the customer throughout the whole life cycle. It wasn’t just about the hunting aspect; it was also about the farming aspect. Because of that, I think I always connected how to grow the account with how the customer was growing,” shares Jan Young, an expert in customer success and post-sale strategies. In…

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Episode 1: Customer-Centric Metrics for Account Managers 47:10

2M ago47:10

47:10

“Every team should have some kind of number, some kind of metric to show what their impact on the business is,” says Jay Nathan, a veteran in customer success and account management. In this debut episode of Account Management Secrets, he joins host Alex Raymond to discuss why customer success teams need to focus on measurable business results—whet…

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Episode 2: Mastering the Chief Customer Officer Role 44:14

2M ago44:14

44:14

“I am responsible for ensuring that our customers derive value from our partnership and remain with us for the long term,” says Mary Poppen, President and Chief Customer Officer at HRIZONS and co-author of “Goodbye Churn, Hello Growth!” In this episode, she sits down with Alex Raymond to talk about how the role of a CCO is evolving, especially as c…

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Accounts Management Secrets - Trailer 1:07

3M ago1:07

1:07

Account Management Secrets is the podcast designed specifically for the unsung heroes of the business world—Account Managers. Every week, we share insights, strategies, and tools that will help you excel in your role and drive success within your organization. As someone responsible for over 70% of your company’s revenue, the stakes are high, but t…

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The Art and Science of Account-Based Marketing 21:57

1y ago21:57

21:57

Marketing to everybody is like marketing to nobody. The first step in ABM is identifying your ideal customer profile.” – Ankit Sharma. In episode 13 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Ankit Sharma, VP Marketing at Netcore Cloud. Join us as we delve into the dynamic world of ABM in the digital age, exploring th…

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Building a Dynamic and Data-Driven Digital-First Sales Mindset 20:27

1+ y ago20:27

20:27

In episode 12 of the Shift podcast, join Dr. Karthik Nagendra, CMO at DemandFarm, and Peter Hanford, Group Director of Digital Growth at Ebiquity Plc, as they explore how organizations can thrive in today's ever-changing business landscape by embracing digital transformation for sales success. Discover the power of data-driven strategies that fuel …

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How to Develop a Winning Digital-First Sales Strategy 13:07

1+ y ago13:07

13:07

In episode 11 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Julie Lentz, Head of Retail Industry Media Sales for Google. Learn how organizations can develop a digital-first approach to sales that not only engages customers but also fuels revenue growth. In this podcast, you'll learn: The importance of balancing data and …

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The Shift Podcast on Digital Key Account Management: Tejas Arur, Business Communication and Customer Engagement Strategist at Axtria Inc. 33:15

1+ y ago33:15

33:15

Have you wondered how to engage specific high-value accounts effectively? In episode 10 of the Shift podcast, Dr. Karthik Nagendra, CMO at Demand Farm, interviews Tejas Arur, Business Communication & Customer Engagement Strategist at Axtria Inc., about the key principles and strategies behind account-based marketing in a digital age. They discuss t…

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The Shift Podcast on Digital Key Account Management: Sherrod Patching, VP CSM at Gitlab 13:55

1+ y ago13:55

13:55

Maximizing Customer Retention with Key Account Management Looking for valuable insights into growing your existing customer base? The Shift Podcast has got you covered! In episode #9 of The Shift Podcast Dr. Karthik Nagendra speaks to Sherrod Patching, VP CSM at Gitlab to delve into customer retention trends, strategies, challenges, and much more. …

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The Shift Podcast on Digital Key Account Management: Prasad Varahabhatla, Senior Director, Sales & Data Operations @Philips 28:26

1+ y ago28:26

28:26

Digital transformation has become an essential element for businesses to remain competitive in today's ever-changing business landscape. It has provided many benefits, including increased productivity, improved customer satisfaction, and enhanced sales performance. What has changed in the sales experience since the ability to integrate digital tool…

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The Shift Podcast on Digital Key Account Management: Pavel Carballo, Director, Enterprise Sales Nordics @ Databricks 24:11

1+ y ago24:11

24:11

The ability of a company to effectively manage and grow their strategic accounts directly impacts revenue generated from high-value customers. How does one manage key accounts and set up successful key account management processes? In episode #7 of The Shift Podcast on Digital Key Account Management, Pavel Carballo (Director, Enterprise Sales Nordi…

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The Shift Podcast on Digital Key Account Management: James Manno, VP of Sales, Enterprise West @Qualtrics 23:08

1+ y ago23:08

23:08

At a time when the global economy is expanding at a slow pace and financial conditions are tightening, B2B selling has turned almost completely digital. How does one navigate such a time of economic uncertainty? In the sixth episode of The Shift Podcast on Digital Key Account Management, James Manno (VP of Sales, Enterprise West at Qualtrics) and D…

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The Shift Podcast on Digital Key Account Management: Andrew Collings, Head of Enterprise at Gearset 17:05

2y ago17:05

17:05

When working with large businesses and going outbound, being deliberate about the planned approach provides structure to your organization's interactions. Recently B2B selling has almost completely turned digital. With ever-growing, larger buying groups in this digital age of B2B selling, what are some factors that go into it; challenges encountere…

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The Shift Podcast on Digital Key Account Management: Ethan Trifari, Director @CapTech Ventures, Inc 18:19

2y ago18:19

18:19

The digital world is now more connected than ever to every action and transaction in our daily lives. In this new world, the priority for companies lies in creating and implementing a digital account strategy that can be utilized to grow. In the fourth episode of The Shift Podcast on Digital Key Account Management, Ethan Trifari, Director at CapTec…

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The Shift Podcast on Digital Key Account Management with Jennifer Smith Byers, VP Client Services at TaskUs 21:18

2y ago21:18

21:18

The world is more dynamic now than ever before, and no one knows this better than sales teams. The shift to digital selling has already happened, and having the right tools for that is key. In the third episode of The Shift Podcast on Digital Key Account Management, Jennifer Smith Byers, VP Client Services at TaskUs and Karthik Nagendra, Chief Mark…

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The Shift Podcast on Digital Key Account Management: Liangbi David Shen, Head of Revenue Operations at Cambridge Mobile Telematics 16:46

2+ y ago16:46

16:46

As Account Managers and Sales Leaders have to adapt quickly to evolving trends in Key Account Management, technological innovations come to the forefront as vital aspects in the Account Planning journey. Join Liangbi David Shen (Head of Revenue Operations at Cambridge Mobile Telematics) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFar…

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The Shift Podcast on Digital Key Account Management with Anees Merchant, EVP, Sales at Course 5i 21:11

2+ y ago21:11

21:11

As Key Account Management and Account Planning transition to a more digital environment, technology comes to the forefront as a key differentiator and enabler. Account Managers and Sales Leaders have to adapt quickly to these changing trends. How do you enable yourself to manage future changes? What works and doesn't work in the transition to digit…

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#028 Choose to be a coach, with Lisa Brice 43:53

3y ago43:53

43:53

IN THIS EPISODE: How well do you empower your people to reach their own full potential, supported along the way with good, timely, and accessible coaching conversations? Now sure how to go about that? Then this episode is for you because I’m joined by a friend of the show, Lisa Brice, NLP Master Trainer and Coach and author of a new book called: “C…

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#027 Account Management is Where Marketing Starts, with Bryony Thomas 52:44

3y ago52:44

52:44

IN THIS EPISODE... Sales and Marketing is like stealing your neighbour’s cat…and in this episode, I talk to Bryony Thomas at Watertight Marketing to find out why. Bryony is the creator of the Watertight Marketing methodology, captured in her best-selling book of the same name which acts as the hub to a suite of thinking tools that have been designe…

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#026 Getting Closer to the Close, with David (Ledge) Ledgerwood 30:43

3y ago30:43

30:43

IN THIS EPISODE How strong is your account management team when it comes to the skills of closing new business? I’m not talking about taking repeat orders from happy clients here. I’m talking about applying the art of winning new business, creating opportunities, and closing deals, with existing customers. In this episode, I am joined by Nashville-…

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#025 Selling Through Partnering, with Fred Copestake 46:10

3y ago46:10

46:10

IN THIS EPISODE Do you tell your clients that you work in partnership? What evidence do you have to reassure them that the statement is, in fact, true? What are the qualities of a good partnership? Does your team possess the skills required to forge strong win:win relationships, built on trust, transparency, transparency, comfort with change and in…

1
#024 Perfect Your Communication Style with Practice 26:44

3y ago26:44

26:44

IN THIS EPISODE How ‘in tune’ are you with the qualities, traits and characteristics that make up your personality? How does your personality affect the results you have with your key account relationships? If you are in tune with who YOU are, let me ask: how well can you read other people? Do you use your knowledge and reflection to change the way…

1
#023 The Loyalty Loop, with Drew Davis 48:51

3y ago48:51

48:51

IN THIS EPISODE Do you have LOYAL customers? What does loyalty mean to you? Is it a destination where happy customers, who love what you do, gather to bathe in the success that your product or service has brought them? Or is it more than that…? Rather than a destination, is it an on-going journey of moments that inspire your loyal customers to comm…

1
#022 A Conversation about Race in KAM, with Sharon Amesu 52:45

3y ago52:45

52:45

IN THIS EPISODE... When was the last time you had a conversation about racism? Perhaps, like so many, these conversations are triggered within your circles, by high-profile cases of injustice in the media or by your own personal experiences on the receiving end of overt or covert prejudice. Or perhaps… like so many, you have NEVER had a conversatio…

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#021 CX – A serious opportunity to add value as a KAM Pro 34:19

3+ y ago34:19

34:19

IN THIS EPISODE How much attention are you paying to the customer experience with your Key Accounts? Do you surprise and delight your clients on a regular basis or, have you fallen into the trap of leaving this up to marketing at the front end of the sales cycle? With customers experiencing thousands of ‘moments’ every day in all areas of their liv…

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#020 The evolution of a key account manager, with Chris Ortolano 39:38

3+ y ago39:38

39:38

IN THIS EPISODE This is such an expansive topic, I really wanted to add some context and perspective to the subject here. So, I’m going to really open this discussion up for you with some background to get you in the right mindset to listen to this episode. If you had to be truthful - what kind of salesperson would you say you are? What’s your natu…

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#019 Employee Engagement in a Hybrid Working World, with Robert Hicks & Lou Kwakye 48:32

3+ y ago48:32

48:32

IN THIS EPISODE: Do you have a team whose hearts and minds are 100% invested in your business goals? What are the levels of motivation across your account managers and sales team? How ENGAGED are they? For many businesses, the working world has changed and for most - it’s still changing. The concept of remote and Hybrid working is no longer uncommo…

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#018 Mapping your way to success, with Ian Windle 40:40

3+ y ago40:40

40:40

IN THIS EPISODE: How successful is your key account management team? What is the definition you have for what success is, for your business? How do you measure the performance of your key account managers? If you find that the answers are all to do with growth, you’re probably looking at it TOO LATE and you are running a massive risk with your most…

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