42 min
78: Crisis Selling: Focusing on Key Account Management to Win Bigger and Better: w/Mark Davies and Javier Marcos- Cuevas (KAM Forum) Evolvers
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- Business
When the crisis first hit, many companies realized that their best strategy was to circle the wagons, focusing on existing customers and key accounts.
Some of these key accounts are at risk, with many facing budget lockdowns, cutbacks and pressure to consolidate vendors. Others are not cutting back, but accelerating business and digital transformations.
How do you make sure you don’t end up in the discount bin or the chopping block, evolving from being tactical to being more strategic and capturing new opportunities?
These are just a couple of questions we pose to two key members from the Key Account Management Forum, a research group from the Cranfield School of Management: Dr Javier Marcos Cuevas and Mark Davies.
Learn how proving value delivered and inspiring value opportunities is so important to Key Account Management success into the recovery.
KAM best practices forum: https://www.cranfield.ac.uk/som/research-clubs/key-account-management-best-practice-forum
#KAM #KAMForum #keyaccountmanagement #strategicaccountmanagement #b2b #sales #salesleadership #salesoptimization #salestransformation #salesenablement #valueselling #customersuccess #revenueenablement #valuediscovery #RealizedROI #Realizedvalue #salestechnology #salestech
When the crisis first hit, many companies realized that their best strategy was to circle the wagons, focusing on existing customers and key accounts.
Some of these key accounts are at risk, with many facing budget lockdowns, cutbacks and pressure to consolidate vendors. Others are not cutting back, but accelerating business and digital transformations.
How do you make sure you don’t end up in the discount bin or the chopping block, evolving from being tactical to being more strategic and capturing new opportunities?
These are just a couple of questions we pose to two key members from the Key Account Management Forum, a research group from the Cranfield School of Management: Dr Javier Marcos Cuevas and Mark Davies.
Learn how proving value delivered and inspiring value opportunities is so important to Key Account Management success into the recovery.
KAM best practices forum: https://www.cranfield.ac.uk/som/research-clubs/key-account-management-best-practice-forum
#KAM #KAMForum #keyaccountmanagement #strategicaccountmanagement #b2b #sales #salesleadership #salesoptimization #salestransformation #salesenablement #valueselling #customersuccess #revenueenablement #valuediscovery #RealizedROI #Realizedvalue #salestechnology #salestech
42 min