Key Account Management is too big and too important for any one person, success in a complex B2B business relationship is a team effort. Nothing in an account team is more important than the way in which the Account Manager works with the Customer Success Executive.

One simplistic, but reasonable way to look at this is to consider that the Account Manager makes promises and the Customer Success Executive makes sure that your company keeps them.

When this works well it delivers incredible value for the relationship and can create a critical point of differentiation.

Follow Bill on LinkedIn

https://www.linkedin.com/in/william-morrisonswitzerland/

If you want to get more from Bill, you can find his book here

https://www.amazon.com/Bootstrap-Selling-Sandler-Bill-Morrison

You can also buy it as an Audible book here:

https://www.amazon.com/Bootstrap-Selling-Sandler-Way Audible

‘Sell yourself, sell your company, then sell your product’. That is one of the best pieces of advice I have ever heard and curiously one of the hardest to follow. We rush to deliver value to the people we talk to; we want them to understand how we can help them and how good our ideas and products are so, far too often we trip over ourselves in our rush to give the classic ‘features, advantages and benefits’ sales pitch.

People buy from people so if we make our product and solution our top priority are we really doing what is right for us and for the customer?

This podcast looks at the real value our customers expect to get from those people they buy from and how to deliver it time after time in a way that builds relationships that really last.

Follow Bill on LinkedIn

https://www.linkedin.com/in/william-morrisonswitzerland/

If you want to get more from Bill, you can find his book here

https://www.amazon.com/Bootstrap-Selling-Sandler-Bill-Morrison

You can also buy it as an Audible book here:

https://www.amazon.com/Bootstrap-Selling-Sandler-Way Audible

Sales is one of the very few professions that has a high degree of rejection built into it. Even the best B2B teams in the world are going to meet failure in a significant proportion of the opportunities in their pipelines.

How do we as individuals cope with this? How do we respond when the other side says, ‘no thanks we’re going with the other people’. A reasonable start might be to follow the old adage of, ‘Plan for the best prepare for the worst.’

There are at least three levels we need to look at to address this topic.

• What do I feel?
• What should I think?
• What should I do?

We will work through all three of these, and a few more ideas in this short podcast.

Follow Bill on LinkedIn

https://www.linkedin.com/in/william-morrisonswitzerland/

If you want to get more from Bill, you can find his book here

https://www.amazon.com/Bootstrap-Selling-Sandler-Bill-Morrison

You can also buy it as an Audible book here:

https://www.amazon.com/Bootstrap-Selling-Sandler-Way Audible