Pilot & Co-Pilot
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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
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