We have a webinar recording for you this week on the Sales Transformation Podcast. In ‘The Network Effect’ Phil was joined by Introhive’s Dr Ryan O’Sullivan and NTT’s Julia Munn to discuss how account managers can leverage their networks to generate more value.

The conversation focuses on three types of network: your network of contacts within your client’s organisation, the people you know from other departments in your own company, and everyone else you know externally. When nurtured and deployed correctly all these networks can help to massively grow your accounts.

Highlights include:

• [13:26] – Identifying the relationships you need to build is as important as nurturing existing ones
• [20:23] – Mapping people in your client’s business to people in your own
• [43:58] – Look to connect with Analysts who know about your client

You can find a recording of Ryan's talk from Global Sales Transformation XIX, which was mentioned during the webinar, on our YouTube channel. Ryan's book, Building B2B Relationships, is available to buy on Amazon. You can find out more about how Introhive can help you map and foster relationships with your clients on their website.

Connect with Philip Squire on LinkedIn

Connect with Ryan O'Sullivan on LinkedIn

Connect with Julia Munn on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

This week we’re taking a look back at the panel session from GST XIX, featuring Birgitte Pingel, Vice President – Business Development Leader Consumer Goods & Retail, Europe, at Genpact and David Mines, Commercial Director at Worldpack. They were also joined by a last-minute guest Phil plucked from the audience to give a client’s perspective: Michael Pearson, former Group Head of Procurement and Vendor Management at OSB Group and founder of insidetheprocurementmind.

Together they discuss what the essential ingredients are for success in today’s key account management landscape. Discussion with the audience particularly focuses in on the impact of AI, as well as stories of successful deals the panel have been involved in.

Highlights include:

• [07:51] – Salespeople should connect with procurement and vice-versa
• [11:48] – AI can’t replicate everything a salesperson does
• [30:16] – Levergaging the agility that comes from being small

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!

https://youtu.be/-qIpI-ftIJo

Connect with Philip Squire on LinkedIn

Connect with Birgitte Pingel on LinkedIn

Connect with David Mines on LinkedIn

Connect with Michael Pearson on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.