Лучшие подкасты про Key Account Management (2024)

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

1M 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…

1
#013 Account Management is Where Marketing Starts, with Bryony Thomas 52:37

1M 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

1M 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

1M 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…

1
#010 The Loyalty Loop, with Drew Davis 48:45

1M 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…

1
#009 A Conversation about Race in KAM, with Sharon Amesu 52:42

1M 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…

1
#008 Five Reasons your KAM Programme is Failing 17:39

1M 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 …

1
#006 What does a strategic conversation look like? 42:42

1M 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…

1
#002 Why most KAM plans don’t work 18:11

1M 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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#007 Mind the Intergenerational Gap with Henry Rose Lee 47:30

1M 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…

1
#003 Be a Value Creator, not a Cost Generator 31:39

1M 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…

1
#004 Crafting Talk Triggers with Jay Baer 27:59

1M 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…

1
#005 The Five Types of Talk Triggers with Jay Baer 38:03

1M 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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The Art and Science of Account-Based Marketing 21:57

1+ y 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

2y 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…

1
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

2+ y 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…

1
#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…

1
#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-…

1
#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

3+ y 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

3+ y 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…

1
#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…

1
#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…

1
#017 Five Reasons your KAM Programme is Failing 18:18

3+ y ago18:18

18:18

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 …

1
#016 The ‘Next’ Normal, a KAM Industry reflection with Warwick Brown 42:16

3+ y ago42:16

42:16

IN THIS EPISODE Are you 'ready' for getting back to normal? And…what is normal? For many of us, the effects of the pandemic have been going on for so long that we can’t quite remember what normal is anymore. So, as we start to 'unlock' society, here in the UK, and begin thinking about how we will reengage with our key accounts, many of whom we won’…

1
#015 Mind the Intergenerational Gap with Henry Rose Lee 47:46

3+ y ago47:46

47:46

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 KAMGuru tell us how difficult they find driving h…

1
#014 KAM and COVID, One Year On 16:02

3+ y ago16:02

16:02

IN THIS EPISODE... How has the last 12 months been for you and your business? At the time of recording this episode, it’s been a year… to the day that I delivered my last ‘in person’ seminar for a group of Chief Executives in Leeds. By then, we had already stopped shaking hands with people and we were pouring copious amounts of antibacterial gel ov…

1
HAPPINESS 15:52

3+ y ago15:52

15:52

Let’s deep dive into the most searched topic on google”HAPPINESS”

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#013 What does a strategic conversation look like? 42:59

4y ago42:59

42:59

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…

1
Key Account Management 7:02

4y ago7:02

7:02

KAM will give you an idea of how to strengthen partnerships with your client and talks about the 4C Model

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#012 When you lose…don’t lose the learning, with Vince Tickel 43:36

4y ago43:36

43:36

IN THIS EPISODE: How often do you put aside time to reflect honestly on the learning you have gained following the closure of a deal, whether you won or lost it? Do you pause for a moment to celebrate the victory or commiserate the loss? Or do you go deeper than that, in pursuit of feedback that can be fed forward into future pitches? Creating a le…

1
#011 Great Answers to Tough Questions, with Michael Dodd 41:29

4y ago41:29

41:29

IN THIS EPISODE: What is the toughest question you have faced from your most important customers?What is the toughest question you have faced from you team? How did you handle those questions? Did you answer with confidence and finesse? Or did you crumble under the pressure and end up blurting out more that you would care to share? As a business le…

1
#010 The Five Types of Talk Triggers with Jay Baer 38:00

4y ago38:00

38:00

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…

1
#009 Crafting Talk Triggers with Jay Baer 28:31

4y ago28:31

28:31

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…

1
#008 Survive the speed of change - become an irreplaceable advisor 40:56

4y ago40:56

40:56

IN THIS EPISODE How well have your client relationships faired against the almighty test that was 2020? With research suggesting that 68% of customers citing ‘perceived indifference’ as their top reason for leaving a supplier - have you lost customers by not remaining close enough to them? Or, by not fully understanding what they really needed from…

1
#007 Be a Value Creator, not a Cost Generator 32:16

4y ago32:16

32:16

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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