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

We’re going to lose sometimes, in fact, there will be times when we lose a lot and the path out of stormy weather seems hard to find. Dealing with adversity is a central part of the life of anyone who has chosen to make their career in the world of B2B sales.

In this podcast, we look at some of the simple tools we can adopt that might help us, and those people we lead come through the tough times and emerge better than before.

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

Nobody ever said, “Congratulations, you’ve had a great year. Looks like in the past 12 months you have answered nearly 200,000 emails and you spend an average of four hours per day on Outlook.” Email is a key part of the lifeblood of B2B sales, but it is also one of the biggest sources of workplace stress and drains huge amounts of energy from sales teams globally.

Are you and your teams suffering from email burnout? Are you looking for some simple ways to get this thing under control?

Check out this excellent article from Harvard Business Review on burnout.

https://hbr.org/2023/10/whats-fueling-burnout-in-your-organization

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

You can’t build a great team without making great hiring decisions, but it is one of the toughest challenges any organization faces and one that most struggle to get right.

All three parts of the process are essential to get this whole thing right:

• Define the role specification
• Run an effective interview process
• Make the decision

With the cost of a bad hiring decision constantly increasing, we need to get the basics right. This short pod takes us into some of the fundamental steps we need to cover before we start thinking about bringing our next team member in.

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

Business consists of making things and selling things. Your company might deliver a product or a service, but somebody has to make it and somebody has to sell it. We make promises through sales and keep promises through production and operations.

Classic situation is a salesperson and an engineer meeting a customer to sell a solution to a problem.

So, what about marketing?

In many years of sales and consulting I have never once heard a salesperson say that they had a great website. I have never heard any salesperson say,’ Thank goodness for marketing’.

In fact virtually every salesperson I meet says that the website is terrible and that the marketing collateral is no good.

https://www.gartner.com/en/sales/insights/buyer-enablement

https://www.sandler.com/blog/aligning-sales-marketing-crm-success-four-keys-motivating-sales-team-embrace-system-create-data-driven-accountability/

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

Unless you and your team are already perfect then you’ll probably be thinking about how to make some improvements in your professional performance.

Most of the time we probably improve our performance by changing how we work unconsciously and in incremental steps, there is no ‘grand plan’ in most cases. But sometimes we can take a bit more control and set ourselves some goals and try to make changes on purpose. This works when the focus is on our own performance and when it is on helping others.

The challenge is that so many good ideas and intentions don’t translate into results. Reading a book, watching a vid, or even listening to a podcast might help, but there is a lot to be learned by looking at the processes used in coaching.

Take a few minutes and listen to this short pod on how great coaches apply some simple steps to help transform good intentions into better results.

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