#131: Harvey Dunham - Drive Customers Down the Path to Co-Creation
Manage episode 324627831 series 2875605
By Janice B Gordon. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.
In this episode, my guest talks about how we need to drive customers down the path to mutual value co-creation. We talked about Strategic Account, or as we call it here in the UK, Key Account Management.
Harvey Dunham is the Managing Director and has led for 6 years the Strategic Account Management Association SAMA. Prior to this, he worked at Schneider Electric for 35 years, starting as a Sales Engineer and retiring as a Global Solutions VP for the Life Sciences and Retail segments.
0:00 Drive customers down the path to co-creation.
2:26 How to become essential to your largest and most important customers.
9:53 The main objective is to become the customer’s trusted advisor.
17:47 The effect of market share winners and losses last for 7-10 years, so partner with your key customers carefully and invest in them.
19:55 The pandemic has forced everyone in the key account management sector to learn new skills and connect with their customers virtually.
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales https://www.linkedin.com/business/sales/blog/trends/follow-these-sales-influencers-taking-over-2021. Click or tap to follow the link." href="https://emea01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.linkedin.com%2Fbusiness%2Fsales%2Fblog%2Ftrends%2Ffollow-these-sales-influencers-taking-over-2021&data=04%7C01%7C%7Cf96d8a70d32e4147f8ca08d99e093d82%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C637714584817218625%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C1000&sdata=UAOoY0F3kQZFD8lyr%2F1OO2Tm%2Fr6DHPOUzUvf26GMdN0%3D&reserved=0" rel="noopener noreferrer">15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on https://www.thinkers360.com/top-50-global-thought-leaders-and-influencers-on-customer-experience-november-2020/. Click or tap to follow the link." href="https://emea01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.thinkers360.com%2Ftop-50-global-thought-leaders-and-influencers-on-customer-experience-november-2020%2F&data=04%7C01%7C%7Cf96d8a70d32e4147f8ca08d99e093d82%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C637714584817228621%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C1000&sdata=lF%2F3FPVGkVZhh3CKWEA3TSMbxidES%2FntKZhauemhRA4%3D&reserved=0" rel="noopener noreferrer">Customer Experience Nov 2020 and 150 https://www.thinkers360.com/special-report-150-women-b2b-thought-leaders-you-should-follow-in-2021/. Click or tap to follow the link." href="https://emea01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.thinkers360.com%2Fspecial-report-150-women-b2b-thought-leaders-you-should-follow-in-2021%2F&data=04%7C01%7C%7Cf96d8a70d32e4147f8ca08d99e093d82%7C84df9e7fe9f640afb435aaaaaaaaaaaa%7C1%7C0%7C637714584817238614%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C1000&sdata=3SWS90rjfMIAM%2FLx5mopz%2BAevO6sqL3d8gBzjx%2BGhaQ%3D&reserved=0" rel="noopener noreferrer">Women B2B Thought Leaders You Should Follow in 2021
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