REVISITED: #7 – What is Purpose-led Account Planning?

This week on The Sales Transformation Podcast we’re revisiting another early episode on key account management ahead of GST XIX in November. In this episode Phil sat down with Alf Janssen and Darragh Power from SAP to talk about how “purpose” can play a key role in account planning. 

 

 

Original episode description:  

How many of us practice ‘Purpose-led Account Planning’ or even know what it is? 

  

Dr Phil Squire is joined by Alf Janssen, Sales Director Strategic Accounts for SAP NL and Darragh Power, Sales Acceleration and Leadership Programs for SAP. The three discuss the idea of purpose-led account planning and how this notion connects with a company’s purpose and profitability. 

  

They explore: 

• The difference between purpose and objectives 
• What the current pandemic is doing to purpose-led account planning strategies right now 
• The level of interest for purpose-led account planning from millennials and Gen Z 
• How salespeople can get into a purpose-driven mindset 

 

 

Connect with Philip Squire on LinkedIn 

Connect with Alf Janssen on LinkedIn 

Connect with Darragh Power on LinkedIn 

 

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What is The Sales Transformation Podcast?

The Sales Transformation Podcast is brought to you by Consalia. Led by Dr Philip Squire, Consalia is the UK’s only Sales Business School, providing Masters, Postgraduate & Undergraduate Apprenticeship programmes in Sales, dedicated to the improvement of sales performance. For over 20 years he has provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services.

He is one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is a subject matter expert for the UK TrailBlazer undergraduate apprenticeship degree in sales and his passion for professionalising sales led him to create the world’s first sales consultancy delivering university-accredited undergraduate and postgraduate degrees in sales.

Consalia's vision is to make sales the world's most sought-after profession and this podcast has been created to provide sales professionals with inspiring and educational advice, as well as tips on relevant topics within the industry that will improve your knowledge, your careers and your sales teams.