REVISITED: #22 – GST XVI - Key Accounts: Where Values and Value Intersect

The Sales Transformation Podcast

With the recent announcement that the theme for GST XIX is “Cracking the Code of Key Account Management”, we thought we’d dig through the archives and revisit a talk from GST XVI from Phil and Introhive’s Ryan O’Sullivan this week on The Sales Transformation Podcast!

Original episode description:

After a long 2 year wait, our beloved GST Event returned in the early half of October 2021. The theme of this year’s event was “Relationship Capitalisation”; is there is a way to put a financial and balance sheet value on the relationships you hold with key accounts?

Dr Philip Squire and Ryan O’Sullivan discuss the predictability of Key Account Sales Performance and provide understanding on why this is important. With the use of real-life examples throughout the talk, the pair provide contextual evidence of the importance of ‘Relationship Capitalisation.’

Dr Phil and Ryan discuss:

• What is ‘Relationship Capitalisation’?
• The Science (or lack of) in how relationships are measured
• The introduction of software and AI to help understand relationships

Connect with Philip Squire on LinkedIn

Connect with Ryan O'Sullivan on LinkedIn

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