The Sales Transformation Podcast

We have another talk from GST XIX this week on The Sales Transformation Podcast! This time it’s Luke Skinner, VP of Global Strategic Initiatives at SAP, discussing the key attributes a Global Account Manager needs to address the unique challenges they face. 
 
Drawing on the research he conducted while studying for his master’s with Consalia, Luke splits the traits a GAM needs into foundational and leading characteristics. Above all, he stresses the fact that they need to be able to work effectively with people from all levels of both their own and their clients’ organisations. 
 

Highlights include:  
  • [03:00] – Global Account Management is a boundary spanning role 
  • [12:35] – The leading characteristics of an exceptional Global Account Manager 
  • [21:56] – As a Global Account Manager you are an expert in your customer 
 
NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! 
https://youtu.be/oOImd9Olhl0

 
Connect with Philip Squire on LinkedIn 
Connect with Luke Skinner on LinkedIn 
 
 
Join the discussion in our Sales Transformation Forum group. 
 
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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.