78: Crisis Selling: Focusing on Key Account Management to Win Bigger and Better: w/Mark Davies and Javier Marcos- Cuevas (KAM Forum)

<p>When the crisis first hit, many companies realized that their best strategy was to circle the wagons, focusing on existing customers and key accounts.</p> <p>Some of these key accounts are at risk, with many facing budget lockdowns, cutbacks and pressure to consolidate vendors. Others are not cutting back, but accelerating business and digital transformations.</p> <p>How do you make sure you don’t end up in the discount bin or the chopping block,&nbsp; evolving from being tactical&nbsp;to being more strategic and capturing new opportunities?</p> <p>These are just a couple of questions we pose to two key members from the Key Account Management Forum, a research group from the Cranfield School of Management: Dr Javier Marcos Cuevas and&nbsp;Mark Davies.</p> <p>Learn how proving value delivered and inspiring value opportunities is so important to Key Account Management success into the recovery.</p> <p><em>KAM best practices forum: </em><a href="https://www.cranfield.ac.uk/som/research-clubs/key-account-management-best-practice-forum" target="_blank"><em>https://www.cranfield.ac.uk/som/research-clubs/key-account-management-best-practice-forum</em></a></p> <p>#KAM #KAMForum #keyaccountmanagement #strategicaccountmanagement #b2b #sales #salesleadership #salesoptimization #salestransformation #salesenablement #valueselling #customersuccess #revenueenablement #valuediscovery #RealizedROI #Realizedvalue #salestechnology #salestech</p>