Every great story has a hero, but the hero never succeeds alone.
In Key Account Management, the “hero” is the customer, and the account team plays the critical role of the pit crew—the special resource that helps them win the race.
This session will explore how KAM is truly a team sport and why cross-functional teams must be developed and trained together to create transformational value.
By attending this webinar, you will:
- Understand how The Hero’s Journey applies to modern Strategic Account Management.
- Recognize the role of the KAM team as the “special resource” that enables customer success.
- Learn how to align and train cross-functional teams to operate as a unified pit crew.
- Explore practical ways to build collaboration, trust, and strategic discipline across functions.
- Discover how story structure can transform internal alignment and customer engagement.
Speaker:
Adrian Davis
President, Whetstone Inc.
Adrian is an international speaker, business strategist and trusted advisor for chief executives and sales leaders. He speaks on the subjects of Key Account Management and Strategic Selling.
Adrian has achieved the highest distinction in the professional speaking industry – Certified Speaking Professional (CSP). He is also a certified professional in Business Process Management (P.BPM) and a certified Competitive Intelligence Professional (CIP).
Adrian is the author of Heroes, Villains and the Thrill of Professional Selling: How to Direct a Winning Buying Experience, and Human-to-Human Selling: How to Sell Real and Lasting Value in an Increasingly Digital and Fast- Paced World.
He is the President of management consulting firm Whetstone Inc., Principal Partner of The Summit Group, and a leading faculty member at The Strategic Account Management Association Academy. He has trained 1,000s of sales professionals around the world.
His highly talented team has developed a reputation for leading organizations to innovative and practical solutions that enhance customer value and dramatically increase sales and profitability.
