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The Gartner Sales Podcast
Optimizing Your Key Account Strategy, with Dan Hawkyard
Dec 20, 2023
Discussing the challenges and strategies for successful key account management, including key account selection and resource optimization. Exploring the role of technology, such as AI, in streamlining processes and enhancing outcomes. Recommendations on key account success strategies and book recommendations for enriched perspectives.
21:51
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Quick takeaways
- Key accounts often underperform due to unclear strategies and misaligned customer expectations.
- Future key account management involves leveraging technology like AI seller assistants for efficiency and effectiveness.
Deep dives
Challenges in Key Account Programs
Key account programs are essential for organizations' growth strategies, with a high focus on driving organic growth. Economic challenges like market volatility and uncertainty have led to a need for maximizing potential in key accounts. However, many organizations face challenges, as 58% reported missing their key account quota. These challenges stem from unclear strategies, rudimentary key account selection practices, misaligned customer expectations, and a generic approach to all key accounts.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode