#151 – GST XIX: Panel session – How to unlock a competitive advantage in your key accounts

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.  

 

Together 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. 

  

Highlights include:  

• [07:51] – Salespeople should connect with procurement and vice-versa  
• [11:48] – AI can’t replicate everything a salesperson does 
• [30:16] – Levergaging the agility that comes from being small 

 

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! 

https://youtu.be/-qIpI-ftIJo  

 

 

Connect with Philip Squire on LinkedIn 

Connect with Birgitte Pingel on LinkedIn 

Connect with David Mines on LinkedIn 

Connect with Michael Pearson 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.