Episode 31: How to overcome top Account Management challenges in 2022?

Brad Harmon is the top Strategic Account Director at Celonis, an organization that helps companies reveal and fix inefficiencies they can’t see. He is a dedicated, self-starter sales professional who takes a highly customer-centric approach to sales and will do whatever it takes to help a customer succeed and maximize their investments.

Ashish Santhalia

Host, Sales Gambit | Founder @ Convin

Brad is the top Strategic Account Director at Celonis, an organization that helps companies reveal and fix inefficiencies they can’t see. He is a dedicated, self-starter sales professional.

Today, Brad has joined us to talk about ‘’How to overcome top Account Management challenges in 2022.”

We discussed

1. A little bit about brad’s sales journey and how it all started for him

2. What do a typical day and task as a Strategic Account Director look like?

3. Which are the top 3 routine tasks based on priority that one just cannot skip?

4. what are the top challenges a strategic account director faces? 

  • Pressure to focus on short-term vs. long-term results
  • Implementing strategic account plans after they're built
  • Having appropriate compensation structures for strategic account managers
  • Having an effective strategic account planning tool:
  • Allocating funding/resources needed to focus full efforts on managing strategic accounts
  • Having an effective strategic account management process

5. What does Brad’s sales tech stack look like?

6. Reading recommendations for the audience?

Convin records, transcribes and analyzes all your sales calls to give insights on what’s working on calls and what’s not.

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