#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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