Have you ever been held by a fear so great that you expected it would be there forever. That was my story with swimming and it shaped every interaction I had around water for 20 years. Something dramatic changed when my daughters life was in danger and this is my story.
What are some of the most important questions you should be considering today as account manager, key account manager, account executive, consultant about your customers? You probably already ask great questions but what if there was one fundamental question that could help lead you into a new thinking to give you great sales and relationship results. Check out the post to see how.
The toughest problems are not solved in isolation there solved with others
Among the top skills for key account managers one which I believe is underrated and unappreciated is the ability to collaborate and lead teams to solve big problems faster, create more value than any other business for their customer and help their company build a culture that is focused on genuinely help each other win.
Have you ever heard the phrase ‘be so good they can’t ignore you’? The quote is from the legendary comedian Steve Martin but was popularised by the author Cal Newport.
I’ve read both Cal’s books ‘So good they can’t ignore you’ which looks at the importance of discovering your passion through mastering a skill that’s valuable and ‘Deep work’ which discusses the ability to focus without distraction for results on cognitively demanding task.
The connection between ‘being so good they can’t ignore you’ and ‘the ability to focus on that which matters most with distraction’ fits a great model for key account philosophy.
I received a phone call from a trainer I know named Michael from Germany on the 16th of September. His voice was steady but I could sense some urgency in his voice. After the brief hello and how are you he asked if I could fly to Germany and then to Denmark in the next 2 weeks and that’s where the fun began.
Michael was working with a large global chemicals manufacturer. They were on the verge of potentially losing a customer worth 50 million dollars. He was heading a negotiation with the customer who was positioned to change suppliers and his clients take a significant loss. This was a big deal.