KAMCast - Key Account Management Strategies for Business Leaders David Ventura | KAMGURU.com

IN THIS EPISODE:How well do you empower your people to reach their own full potential, supported along the way with good, timely, and accessible coaching conversations?
Now sure how to go about that? Then this episode is for you because I’m joined by a friend of the show, Lisa Brice, NLP Master Trainer and Coach and author of a new book called:
“Choose to be a coach - the be quick guide to coaching in the corridor, at the coffee shop or on the computer.”
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𝗟𝗜𝗦𝗔 𝗕𝗥𝗜𝗖𝗘 𝗕𝗜𝗢:
Lisa is a certified Master NLP Trainer, coach and business consultant. Her work is focussed on enhancing personal performance and intuitive leadership development. Her specialism is her Equine Assisted Learning which is built into her work with clients.
To support her work with Leaders, Lisa also holds a Diploma in Strategic Business Coaching from the CMI; is a Licensed HeartMath® Trainer and Coach; and is also a Systemic Coaching and Constellations Practitioner. (Lisabrice.co.uk)

𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢:
David is the principal KAM Consultant & Managing Director at KAMGuru.com, a specialist in Key Account Management training and consultancy business, based in the UK.
David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries.

IN THIS EPISODE...Sales and Marketing is like stealing your neighbour’s cat…and in this episode, I talk to Bryony Thomas at Watertight Marketing to find out why.
Bryony is the creator of the Watertight Marketing methodology, captured in her best-selling book of the same name which acts as the hub to a suite of thinking tools that have been designed and refined over two decades and across over 2000 organisations. 
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𝗕𝗥𝗬𝗢𝗡𝗬 𝗧𝗛𝗢𝗠𝗔𝗦 𝗕𝗜𝗢:
Bryony is an award-winning speaker, author, marketing strategist and the creator of the proven Watertight Marketing Methodology. She stops people from wasting money on marketing.
In 2008, she left her corporate role as Director of Marketing for Experian, a FTSE100 company, and set up her own consultancy. She believes that small businesses are a real lever of meaningful and sustainable change in the world, and she has built a proven methodology to help them to do just that.
Through her 12-month marketing transformation programme, book and speaking she reaches audiences far and wide, and today also has a team of licensed Watertight Marketing Practitioners.
𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢:
David is the principal KAM Consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK.
David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries.

IN THIS EPISODEHow strong is your account management team when it comes to the skills of closing new business?
I’m not talking about taking repeat orders from happy clients here. I’m talking about applying the art of winning new business, creating opportunities, and closing deals, with existing customers.
In this episode, I am joined by Nashville-based David ‘Ledge’ Ledgerwood, Managing Partner at Add1Zero, a business that provides lead-to-close sales execution for tech-enabled B2B service companies ready to take the leap from 6 to 7-figure annual revenue.
He and his team spend their days, week in week out, sharpening the tools and crafting the processes for maximising revenue and sales opportunities. David truly is the expert here having personally closed more than $40million worth of deals in his career (with an average deal size of $150k plus).
 
HIGHLIGHTS FROM THIS EPISODE:  With Ledge’s deep-rooted experience and expertise in predominantly selling software and services, and an impressive track record of having helped several companies grow from $0 to $5million in sales – I was keen to tap into his brain and find out:
how he and his team define the sales process,what great onboarding looks like for him and how key account managers can use a methodical approach to insight-led selling (where every team member who interacts with clients is feeding information and intelligence back into the business to enable better marketing, better selling and great account management)
How informed is your sales approach?
Are you and your team acting as intelligence agents who are able to feed powerful insights into your sales approach back into the business? Thus providing higher levels of value to your key account customers and ultimately creating more opportunities for account growth?
For me, Ledge’s approach clearly works well for him and his team, I love the intentionality in his work.
You will have your own processes and ways of engaging with accounts and onboarding new customers, and it’s always nice to hear how other people work to then decide if there are any great ideas, new or otherwise, that could enhance our account management approach.
Did you hear something you liked? Or perhaps disagreed with?
I’d love to hear your thoughts on this topic. Do get in touch and let me know what you’d like you to hear more of as well.
Like many of the episodes on KAMCast, LEARNING is the running theme and again, after listening to Ledge - we see more examples of how important it is to close the gap between sales and other departments.
  
FIND OUT MORE ABOUT MY GUEST: DAVID (LEDGE) LEDGERWOODDavid (‘Ledge’) is the Co-founder and Managing Partner at Add1Zero, a business that provides lead-to-close sales execution for B2B services and tech companies ready to take the leap from 6 to 7-figures.
With start-up founder, executive, and sales experience spanning more than a decade, Ledge has led growth efforts at several companies into the 7-and 8-figure revenue stages.
In his career in sales, he has amassed an impressive deal closure sum of $40M, with an average deal size in excess of $150,000.
You can find out more about him on his website, connect with him on LinkedIn or follow him on Twitter.

Do you tell your clients that you work in partnership?
What evidence do you have to reassure them that the statement is, in fact, true?
What are the qualities of a good partnership?
Does your team possess the skills required to forge strong win:win relationships, built on trust, transparency, transparency, comfort with change and interdependence and a focus on the future?

In this episode, I invite Fred Copestake, a sales consultant and trainer specialising in complex B2b sales environments, to get into this topic with me. He has spent the last 22 years travelling around the world to develop salespeople, in over 200 companies, to move from the transactional selling styles of yesteryear, into the collaborative selling styles of today and shaping the ‘business partners’ of the future.

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𝗙𝗥𝗘𝗗 𝗖𝗢𝗣𝗘𝗦𝗧𝗔𝗞𝗘 𝗕𝗜𝗢:
Fred is the founder of Brindis, a sales training consultancy based in the UK. He is a Sales Consultant, Trainer, Speaker and Author with a special focus on teaching selling through partnering skills.

He has worked with 10,000+ sales people in 200+ companies across 36 countries. His work is concentrated on sales professionals working in complex B2B environments.

𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢:
David is the principal KAM consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK.

David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries.

In this solo episode, I take a dive into an important topic in the world of building customer relationships: how well do you adapt your communication style with different customers?

I am going to challenge you to consider, for a moment, that rather than thinking of yourself as a classically labelled sales person… what if you were called a sales practitioner. In that vein…you could say: rather than being an account manager you were an account management practitioner.

How does that sit with you? Can you see how the change in language brings a change in focus?

To be a practitioner, you must continue to practice. To practice indicates that growth, development and improvement are always possible and we cannot sit back and assume that perfection has been attained.

Think of this episode as a moment to pause, reflect and decide how you will practice this imperative skill of shaping your communications style and personality preferences to elevate your results with your most important customers.


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𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢:
David is the principal KAM consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK.

David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries.

Do you have LOYAL customers?
What does loyalty mean to you? Is it a destination where happy customers, who love what you do, gather to bathe in the success that your product or service has brought them?
Or is it more than that? Rather than a destination, is it an on-going journey of moments that inspire your loyal customers to commit to you, time and time again, whilst shouting from the rooftops to all who will hear their recommendation to work with you?
How often do you find yourself telling your clients that you are different?
And, when you are comparing your business to your competition, could you - hand on heart - say that you truly offer something that no one else does?
In a journey of moments, how well do you craft an experience that inspires your clients to commit data, time and eventually money before starting the whole cycle again?
Do you deliberately and intentionally inspire the emotions YOU need in your clients to motivate them to WANT the products and services you can offer?
In this episode, I am joined by Drew Davis, bestselling author and internationally acclaimed speaker. He was dialing in from across the pond, so you’ll have to forgive the odd connection glitch in the matrix on the recording!

𝗔𝗡𝗗𝗥𝗘𝗪 (𝗗𝗥𝗘𝗪) 𝗗𝗔𝗩𝗜𝗦 𝗕𝗜𝗢:
Andrew Davis is a bestselling author and keynote speaker. Before building and selling a thriving digital marketing agency, Andrew produced for NBC and worked for The Muppets. He's appeared in the New York Times and on the Today Show.
He's crafted documentary films and award-winning content for tiny start-ups and Fortune 500 brands. Today, Andrew Davis teaches business leaders how to grow their businesses, transform their cities, and leave their legacy.

𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢:
David is the principal KAM Consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK.
David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries.