{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Sales Transformation Podcast","title":"#151 – GST XIX: Panel session – How to unlock a competitive advantage in your key accounts","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/70a0a739\"></iframe>","width":"100%","height":180,"duration":2268,"description":"This week we’re taking a look back at the panel session from GST XIX, featuring Birgitte Pingel, Vice President – Business Development Leader Consumer Goods & Retail, Europe, at Genpact and David Mines, Commercial Director at Worldpack. They were also joined by a last-minute guest Phil plucked from the audience to give a client’s perspective: Michael Pearson, former Group Head of Procurement and Vendor Management at OSB Group and founder of insidetheprocurementmind.  \n \nTogether they discuss what the essential ingredients are for success in today’s key account management landscape. Discussion with the audience particularly focuses in on the impact of AI, as well as stories of successful deals the panel have been involved in. \n  \nHighlights include:  \n[07:51] – Salespeople should connect with procurement and vice-versa  \n[11:48] – AI can’t replicate everything a salesperson does \n[30:16] – Levergaging the agility that comes from being small \n \nNOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! \nhttps://youtu.be/-qIpI-ftIJo  \n \n \nConnect with Philip Squire on LinkedIn \nConnect with Birgitte Pingel on LinkedIn \nConnect with David Mines on LinkedIn \nConnect with Michael Pearson on LinkedIn \n \n \nJoin the discussion in our Sales Transformation Forum group. \n \nMake sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. ","thumbnail_url":"https://img.transistorcdn.com/ifCUh3xhLCfghaJaswDcrRSrjrUSXbXkbwJtqg3lpAw/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS82NzQ5/OTE1YTQ3NGU2ZmUy/Njc0ZGUyODgzM2Q3/YTZjZS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}