{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F52c85bac-e606-45f6-be18-396abc0a8cc3","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"#020 The evolution of a key account manager, with Chris Ortolano","description":"Do you deploy an intentional methodology to maximise the impact of your interactions? Or are you winging it along the way, relying on personality to build those relationships with key contacts? \n\nThe evolution of an account manager, over the decades, has taken us on a bit of a journey from the gossiping entertainer of the 70s (who liked talking about others) morphed into the boring informer of the 80s (who liked talking about themself) and then evolved into the consultative problem solver of the 90s & 00s who finally learned the value of talking to the customer about, well, the customer.\n\nThe question is how do the problem solvers of the 90s and noughties transition from the consultative selling world of the efficient supplier, to the transformational space of the effective business partner? That, my friend is the question.\n\nBe sure to read my full shownotes on this one!\n\n\n- - -\n\n\ud835\uddd6\ud835\udddb\ud835\udde5\ud835\udddc\ud835\udde6 \ud835\udde2\ud835\udde5\ud835\udde7\ud835\udde2\ud835\udddf\ud835\uddd4\ud835\udde1\ud835\udde2 \ud835\uddd5\ud835\udddc\ud835\udde2:\nChris is the founder of Outbound Edge, a sales process consultancy business, set-up in 2017. He specialises in the sales process and solving complex problems by aligning processes with internal champions, engaging stakeholders and facilitating strategic decision-making.\n\nHe specifically focuses on the niche area of Product Tours, which he describes as interactive click-through demonstrations that strategic-minded KAMs can use to create a meticulous customer experience before, during and after meetings with their key contacts. \n\nChris is also the community manager and founder at SalesStack, an online community for emerging B2B SaaS leaders to exchange and test new ideas.\n\n\n\ud835\uddd7\ud835\uddd4\ud835\udde9\ud835\udddc\ud835\uddd7 \ud835\udde9\ud835\uddd8\ud835\udde1\ud835\udde7\ud835\udde8\ud835\udde5\ud835\uddd4 \ud835\uddd5\ud835\udddc\ud835\udde2:\nDavid is the principal KAM consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK.\n\nDavid 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.\n\n=========","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/c44c57f1-716b-4e3a-8eea-384a61d699fd/nkdd-tzzohh9fha8y76hyitj.jpg"}