LinkedIn Posts
What could we put in front of their top executive that would make them stop and pay attention?
Top executives pay attention to results in their own numbers: revenue gained, cost saved, risk reduced.
What could we put in front of their top executive that would make them stop and pay attention?
Top executives pay attention to results in their own numbers: revenue gained, cost saved, risk reduced. A strong proof point gets your name into the room, and a prepared champion carries it there.
Five questions to see if your team can do this job today:
- Does your KAM have a proof point that shows revenue gained, cost saved or risk reduced, in the customer’s own numbers?
- Is it tied to one of the top executive’s priorities this year?
- Has the champion reviewed it and agreed to put their name behind it?
- Can the champion tell the story in two minutes without your KAM in the room?
- Do they have answers ready for the pushback they’ll get from their executives?
Two or more no’s, and your champion may want to help but has nothing to carry into the room.
One of my longtime champions started out as a good coach and business user. He became a champion when the top executive put him in charge of a large, highly sensitive customer project, and he needed a partner that could keep up and show up across the enterprise. We became that partner, and the results we delivered became the proof he carried to his executives. He became our best champion, willing to sell on our behalf to the top executives. His advocacy helped us secure the largest contract his industry had awarded to a vendor like us.
Our system, the Vitality Index, shows your key account teams where they stand today, the work it takes to level up, and how to do it, until they reach a vital partnership that lasts.
What proof point could your champion take to their executives this week?
We built a free, 4-minute Key Account Risk Assessment. It gives you a risk score for your key accounts across team alignment, account planning, account transitions, and visibility. Link in the comments.
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The same frameworks that power this post power Vitality Index - the platform strategic account teams use to measure, plan, and grow their most vital partnerships.