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Internal barriers often hinder external account success, so how do you break through? Matt McKeever, Global Enterprise Sales Head at Brightmine, joins our KAMversation to reveal practical strategies for overcoming internal silos to win externally. Is your organisation holding itself back? Tune in to unlock the full potential of your key accounts. Or listen to…
AI (artificial intelligence) might not be magic, but it is a game-changer for key account management. In this practical and engaging workshop, Matt Sankary (ShipMoney) and Matt Willkinson (Strivenn) helped participants to explore how AI supports, rather than replaces, key account managers by improving efficiency, insight and personalisation at scale. From crafting the right prompt…
Silos are usually seen as the enemy of collaboration, but what if the real challenge is how we work WITH them, not against them? In this insightful session, Dr Hajo Rapp, Head of Strategic Account Management and Sales Excellence at TÜV SÜD, argues that silos, when understood and embraced, can actually strengthen the role of…
How should you respond when the value chain no longer works the way it used to? When digital transformation, rising customer expectations and increasing market complexity turn your customer relationships into full ecosystems? In this thought-provoking session, Marco Lippuner, Head of Sales Excellence at Siemens, explains why ecosystems are becoming an intrinsic part of KAM.…
What’s radical about collaboration? And what does it have to do with KAM? Expert Professor David Loseby debunks the idea that collaboration is about being ‘agreeable’ and that collaborations with customers are outside the KAM remit. For a start, key account managers need to understand what good ‘radical’ collaboration looks like. That means understanding that…
Key account managers have to navigate their own organisation and their key account’s. Having an awareness of how organisations manage themselves and people within them can make the process a whole lot easier. Company cultures differ, so interpreting and anticipating their impact can help to find alignment. The ways that organisations operate can seem very…
Key account managers are responsible for the financial success of the business with key customers. But do you know how your decisions impact that profitability? Or how to make a business case for investment with future returns? You need at least to interpret the financial drivers on both sides, appreciate financial health and strategies from…
Since the pandemic supply chain security is front of mind in every customer. But do you know how supply chains work? Can you discuss and understand the risks and opportunities in supply chain developments? Indeed, supply chain issues can derail some of the most exciting initiatives key account managers might propose. So a basic understanding…
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