We’ve got one more episode of The Sales Transformation Podcast to revisit in celebration of the announcement of Global Sales Transformation XIX: Cracking the Code of Key Account Management!

This time we’re looking back at a dinner hosted by Introhive where Consalia Programme Director Brian Tilley spoke about how Relationship Capitalisation can unlock the potential of your key accounts.

Original episode description:

Starting off with a short introduction from John Smit, Senior Channel Sales Manager at Introhive, this episode of the Sales Transformation Podcast gives listeners a more in-depth understanding of how Consalia transforms a salesperson's mindset through our Mindset Survey, and the importance of understanding the value of relationships within sales.

This episode, Brian Tilley, Programme Director, Master’s Programme in Sales Transformation, gives an insightful presentation to a group of sales leaders on understanding the true value of relationships between a salesperson and their clients.

Including questions from the audience and an overview of the Mindset Survey, this short episode is a great opportunity to think about the values of your own business relationships, how to cultivate and measure them, as well as keeping them strong.

Look forward to:

• [3:00] Overview and definition of Relationship Capitalisation. What are the values and how do you measure relationships?
• [6:52] The S.P.A.C.E curve. When your business is under pressure, how do you survive, preserve, stay agile and emerge stronger?
• [13:00] An In-depth explanation of Relationship Capitalisation and how to assess client relationships as well as its importance to an organisation
• [20:36] The Mindset Survey explained: Get a full explanation, with examples, of how the Mindset Survey will help you build better customer relationships

Connect with Philip Squire on LinkedIn

Connect with Brian Tilley on LinkedIn

Connect with John Smit on LinkedIn

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