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Key Customer Management Video Top Tips

As part of our overview on Key Customer Management, we have developed a series of interviews with industry experts which bring each part of the Key Customer Management model to life. Each video shares experiences from their careers within customer management and key tips for you to take back into your day-to-day role:

Putting the Customer at the Heart of What You Do

Hear Paul Howlet – Group Sales Capability Director at Brand Learning, talking about the importance of this in order to develop a more focussed strategy for your business.

 

 

Building Customer Understanding

Listen to Martin Adkins - Managing Director of Sales Capability at Brand Learning, share his view on how customer managers should spend time understanding their customers, both specifically and holistically, to build plans aligned to customer’s needs.

 

 

 

Creating Trusted Partnerships

Where Martin Adkins – Managing Director of Sales Capability at Brand Learning, talks about the importance of mapping contacts, understanding the role they can play and ensuring that you have ‘connections with purpose’ in order to build a trusted partnership.

 

 

Preparing to engage

Listen to Pedro Figueira - Sales Capability Director at Brand Learning, talk about his experiences as the head of the Walmart International team for Colgate, and how preparation is key to driving your plan.

 

 

Engaging with your customers:

Pedro Figueira – Sales Capability Director at Brand Learning, describes how engaging with customers is critical to driving business.

 

 

Excellent Execution:

Where Paul Howlet – Group Sales Capability Director at Brand Learning, highlights that execution doesn’t start and stop with promotions – it’s also about reliability, consistency and doing ‘what you say you will, when you will’