Preview Mode Links will not work in preview mode

Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

Please give the show a rating and review on iTunes? 😊 Ensure you subscribe for more expert insights and please do SHARE the LOVE.

Apr 4, 2022

In this episode, my guest talks about how we need to drive customers down the path to mutual value co-creation. We talked about Strategic Account, or as we call it here in the UK, Key Account Management.

Harvey Dunham is the Managing Director and has led for 6 years the Strategic Account Management Association SAMA. Prior to this, he worked at Schneider Electric for 35 years, starting as a Sales Engineer and retiring as a Global Solutions VP for the Life Sciences and Retail segments.

0:00 Drive customers down the path to co-creation. 

2:26 How to become essential to your largest and most important customers. 

9:53 The main objective is to become the customer’s trusted advisor. 

17:47 The effect of market share winners and losses last for 7-10 years, so partner with your key customers carefully and invest in them.

19:55 The pandemic has forced everyone in the key account management sector to learn new skills and connect with their customers virtually.

Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150  Women B2B Thought Leaders You Should Follow in 2021

Janice helps companies around the world to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event



Scale Your Sales Podcast:

More on the blog