Strategic Approach to Key Account Management Optimization

Sales leaders have great expectations for their key account programs, but they frequently disappoint.  Gartner expert Dan Hawkyard joins Betsy and Billy to discuss why key accounts so often underperform and how sales leaders can strengthen them for a fast start in 2024.

Dan Hawkyard is a Senior Principal Analyst in the Gartner for Sales Leaders Expert Team. He works with global sales leaders on their journey towards maturing their commercial functions and his expertise include key and account management, customer segmentation and buying insights and experience.