Sales

Answer the Critical Questions to Unlock Key Account Growth

ON-DEMAND
| 1 hour

Chief sales officers’ (CSOs) rank growing key accounts among their top three priorities. However, the majority of companies report their key account managers (KAMs) often do not meet quota, and KAMs say their organizations do not have practices that effectively grow key account partnerships. To reverse this gap between goal and outcome, CSOs must reassess their key account management approach through the lens of four critical questions: 1. What do we mean by “key” accounts? 2. How can we achieve cross-functional alignment on selecting and serving key accounts? 3. How should we partner with key customers? 4. How do we maintain key account program performance? This complimentary sales webinar will CSOs answer these critical questions so they can forge a clear path to unlocking growth through a key account program.

Discussion Topics:
  • Understand why many key account programs often fall short of achieving their goals
  • Learn how peer organizations overcome growth challenges to their key account programs
  • Address the 4 key questions to help align your organization around a key account program

Contact us at gartnerwebinars@gartner.com with questions about viewing this webinar.

Hosted by
Host

Robert Blaisdell

Sr Director Analyst, KI Leader

Host

Daniel Hawkyard

Sr Principal, Advisory

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