The Sales Transformation Podcast

Relationship Capitalisation: Is there a way to put a financial and balance sheet value on the relationships we hold with our key accounts?

Dr Phil Squire and Ryan O’Sullivan, Industry Head for Professional Services at Introhive took KAM (Key Account Management) Forum participants through an introduction to Relationship Capitalisation and what this could potentially mean for the future of sales and how salespeople view relationships as a means for future business growth.

Interested in hearing more? We’re hosting our annual Global Sales Transformation event in October at the London Stock Exchange where the topic for the event is Relationship Capitalisation. For more information on tickets when they are released, sign up to our newsletter using the link in the show notes.

Show Notes

Relationship Capitalisation: Is there a way to put a financial and balance sheet value on the relationships we hold with our key accounts? 
 
Back in October 2020, Dr Phil Squire, alongside, Ryan O’Sullivan, Industry Head for Professional Services at Introhive took part in the Key Account Management Forum webinar hosted by Cranfield School of Management. The KAM Forum is the leading centre for research and best practice in key account management and strategic sales.
 
The pair took participants through an introduction to Relationship Capitalisation and what this could potentially mean for the future of sales and how salespeople view relationships as a means for future business growth.

Dr Phil and Ryan talk about:
 
-       Why Relationship Capitalisation will be an important topic in the future, not just for sales, but for the whole organisation
-       The metrics that can be used to measure relationships
-       How to start looking at your key accounts through a different lens
 
Interested in hearing more? We’re hosting our annual Global Sales Transformation event in October at the London Stock Exchange where the topic for the event is Relationship Capitalisation. For more information on tickets when they are released, sign up to our newsletter using the link in the show notes.

 Show notes:
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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.