Podcasts
Implementing KAM systems
You’ve got your KAM strategy—but is your system set up for success or headed for failure? Jalber Nunes, Global Director at Kestral Vision, provides essential
Podcasts
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Podcasts
From relationships to real-world implementation
Everyone talks about relationships in KAM—but can you actually turn them into real-world results? Flavio Ferracuti of STAAR Surgical explains why many relationship-driven strategies fail
Podcasts
Key account managers as agents of change
Are you just managing accounts, or are you changing your organisation? Daniel Santos, former Sales Director at GSK and current LBS Sloan Fellow, argues that
Podcasts
Technology-Driven KAM Evolution
Is your Key Account Management ready for the digital era, or getting left behind? Christian Calcagni, Strategic Advisor at Rocket.Chat, explains why embracing new technology
Podcasts
Building long-term client relationships
Every key account manager says relationships matter—but what really makes them last? Rimma Anelok-Berlaimont, former Account Management Head, uncovers the secrets behind turning good customer
Podcasts
Meeting internal and external challenges
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
Podcasts
Why training fails
Richard Ilsley and Olivier Riviere, highly experienced trainers themselves, discuss how and why training often doesn’t work. In part it may be because what it is supposed to deliver hasn’t been defined, no objectives have been set. But should those objectives be hardwired to the commercial targets of the organisation, or should they represent intermediate…
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Podcasts
Defining the Key Account Manager’s job and what it takes to do it
Armelle Dupont (Group Customer Experience Manager, Vetropack) explains very clearly the considerable depth and range of responsibilities expected of her company’s key account managers – and selling doesn’t get a mention! John Bailey (Director Of International Key Accounts & OEMs, Hiab) agrees. Both companies specifically match each key account manager with the customer they will…
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Podcasts
Key account teams – essential not optional
Paul Wilson tells Diana Woodburn that key account managers working on their own are salespeople, not really key account managers at all. Why? Because a supplier should be making a broad offer to a key/strategic account, Not of products or even services, but wide-ranging support for the customer in the pursuit of their business objectives.…
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Podcasts
When is a key account not a key account?
In this podcast, John Bailey (Hiab), Armelle Dupont (Vetropack) and Diana Woodburn (AKAM) talk about how and why key accounts are chosen, and why some major accounts don’t make the cut. Key strategic accounts should be selected for their potential and willingness to partner, allied with their strategic fit with the supplier. But suppliers need…
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