http://www.jellycast.com The Sounds of SellWell from Mercuri International en-PI http://creativecommons.org/licenses/by/2.0/ JellyCast http://www.jellycast.com Richard-Higham@mercuri.co.uk (mercurifinance) Education Thu, 03 Dec 2009 08:34:15 +0000 Thu, 03 Dec 2009 08:34:15 +0000 mercurifinance mercurifinance Richard-Higham@mercuri.co.uk podcast No No The Sounds of SellWell from Mercuri International Richard Higham, International Sector Head Finance and Professional Services discusses the key facets of an innovative approach to Key Account Management. Filled with new thinking and practical tips these podcasts are an essential resource for new or existing Key Account Managers https://mercurifinance.jellycast.com/node/35 Key Account Managers need a range of knowledge, skills and aptitudes. In this episode Richard Higham highlights the key competences for an effective Key Account Manager. Thu, 03 Dec 2009 10:26:59 +0000 Content https://mercurifinance.jellycast.com/node/35 jellycast https://mercurifinance.jellycast.com/node/35 No Podcast 00:08:22 https://mercurifinance.jellycast.com/node/34 Riachard Higham explains the Strategic elements of a successful KAM approach and gives an example of a successful Key Account Management strategy. Listen for the latest thinking. Thu, 03 Dec 2009 10:19:22 +0000 Content https://mercurifinance.jellycast.com/node/34 jellycast https://mercurifinance.jellycast.com/node/34 No Podcast 00:09:35 https://mercurifinance.jellycast.com/node/33 New thinking in this podcast from Mercuri's Finance and Professional Services Sector Head. Sometimes you will be a trusted advisor to your Key Accounts and sometimes you will have to be brave and give them the view from the outside. Richard Higham explains why and how. Thu, 03 Dec 2009 10:14:16 +0000 Content https://mercurifinance.jellycast.com/node/33 jellycast https://mercurifinance.jellycast.com/node/33 No Podcast 00:11:53 https://mercurifinance.jellycast.com/node/32 Drawing from practical experience Richard Higham recommends that Key Account Managers take a careful look at their offer to Key Accounts. Understanding the components of the offer and their value to customers is critical for successful Key Account selling. Thu, 03 Dec 2009 10:07:31 +0000 Content https://mercurifinance.jellycast.com/node/32 jellycast https://mercurifinance.jellycast.com/node/32 No Podcast 00:08:20 https://mercurifinance.jellycast.com/node/31 Managing the Decision Process that is at work in your Key Account is critical to success. Finance and Professional Services Sector Head, Richard Higham explains the best approach for Key Account Managers. Thu, 03 Dec 2009 10:02:32 +0000 Content https://mercurifinance.jellycast.com/node/31 jellycast https://mercurifinance.jellycast.com/node/31 No Podcast 00:09:28 https://mercurifinance.jellycast.com/node/30 Key Account Managers need to build effective relationships and to manage the improvement of the relationship. This is made more complex when other people need to be brought into the account team. In this podcast Richard Higham explains the role of Relationship Objectives in KAM. Thu, 03 Dec 2009 09:57:17 +0000 Content https://mercurifinance.jellycast.com/node/30 jellycast https://mercurifinance.jellycast.com/node/30 No Podcast 00:09:39 https://mercurifinance.jellycast.com/node/29 Great things have been achieved by people who have harnessed the power of "vision". In this episode Richard Higham explains how visionary objectives have the power to change your thinking about Key Account Management. Thu, 03 Dec 2009 09:50:56 +0000 Content https://mercurifinance.jellycast.com/node/29 jellycast https://mercurifinance.jellycast.com/node/29 No Podcast 00:13:03 https://mercurifinance.jellycast.com/node/28 International Sector Head, Finance and Professional Services explains the issues and factors which determine the success or failure of a KAM approach. Arm yourself with the latest thinking. Thu, 03 Dec 2009 09:44:29 +0000 Content https://mercurifinance.jellycast.com/node/28 jellycast https://mercurifinance.jellycast.com/node/28 No Podcast 00:10:55 https://mercurifinance.jellycast.com/node/27 Key Account Managers need to build a broad and deep understanding of their customer's business. Knowing the business in this way is the cornerstone of an effective KAM approach. Richard Higham provides the key tips. Thu, 03 Dec 2009 09:33:39 +0000 Content https://mercurifinance.jellycast.com/node/27 jellycast https://mercurifinance.jellycast.com/node/27 No Podcast 00:11:12 https://mercurifinance.jellycast.com/node/26 In this episode get fit for Key Account Management, Richard Higham highlights how organisations and individuals should prepare themselves for professional and effective Key Account Management. Thu, 03 Dec 2009 09:27:20 +0000 Content https://mercurifinance.jellycast.com/node/26 jellycast https://mercurifinance.jellycast.com/node/26 No Podcast 00:09:45 https://mercurifinance.jellycast.com/node/25 Richard Higham reviews the key trends occuring in Key Account Management. Stay abreast of the latest thinking as Richard guides you through the changes which will affect the way that you manage your key accounts. Thu, 03 Dec 2009 09:20:12 +0000 Content https://mercurifinance.jellycast.com/node/25 jellycast https://mercurifinance.jellycast.com/node/25 No Podcast 00:14:07 https://mercurifinance.jellycast.com/node/24 Richard Higham International Sector Head Finance and Professional Services explains why Key Account Management is now a major issue for organisations and explores the key drivers. Thu, 03 Dec 2009 09:11:10 +0000 Content https://mercurifinance.jellycast.com/node/24 jellycast https://mercurifinance.jellycast.com/node/24 No Podcast 00:08:44 https://mercurifinance.jellycast.com/node/23 Key Account Managers must be clear sighted about the challenge that they face. Richard Higham defines Key Account Management and explains the key areas for KAM's to engage with. Thu, 03 Dec 2009 09:01:47 +0000 Content https://mercurifinance.jellycast.com/node/23 jellycast https://mercurifinance.jellycast.com/node/23 No Podcast 00:12:36 https://mercurifinance.jellycast.com/node/22 A discussion about the importance of "The Big Picture" for Key Account Managers. Richard Higham highlights the significance of thinking big and the necessity to have an effective overview of your Key Accounts. Thu, 03 Dec 2009 08:51:24 +0000 Content https://mercurifinance.jellycast.com/node/22 jellycast https://mercurifinance.jellycast.com/node/22 No Podcast 00:14:16