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.
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