EPISODE · Nov 30, 2021 · 54 MIN
#22 - GST XVI - Key Accounts: “Where Value and Values Intersect”
from The Sales Transformation Podcast · host Consalia Ltd
After a long 2 year wait, our beloved GST Event returned in the early half of October 2021. The theme of this year’s event was “Relationship Capitalisation”; is there is a way to put a financial and balance sheet value on the relationships you hold with key accounts? Dr Philip Squire and Ryan O’Sullivan discuss the predictability of Key Account Sales Performance and provide understanding on why this is important. With the use of real-life examples throughout the talk, the pair provide contextual evidence of the importance of ‘Relationship Capitalisation.’ Dr Phil and Ryan discuss: What is ‘Relationship Capitalisation’?The Science (or lack of) in how relationships are measured The introduction of software and AI to help understand relationships Show notes: Consalia Ltd Phil Squire LinkedIn profile Ryan O’Sullivan LinkedIn profile Consalia Mindset SurveyIntrohive LinkedIn - Like us on LinkedIn! Twitter - Follow us on Twitter! Sign up to our newsletter to stay up to date with the latest podcast episodes.
What this episode covers
After a long 2 year wait, our beloved GST Event returned in the early half of October 2021. The theme of this year’s event was “Relationship Capitalisation”; is there is a way to put a financial and balance sheet value on the relationships you hold with key accounts? Dr Philip Squire and Ryan O’Sullivan discuss the predictability of Key Account Sales Performance and understanding on why this is important. With the use of real-life examples throughout the talk, the pair provide contextual evidence of the importance of ‘Relationship Capitalisation.’
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#22 - GST XVI - Key Accounts: “Where Value and Values Intersect”
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