Are Your Key Accounts Vulnerable? Are You Sure?


David y
Sr. VP, Wilson Learning Worldwide
VP, Wilson Learning APAC
Webinar Recording Details
  • Date and Time
    Thu, Feb 08, 2024 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


Facing economic challenges and a potential global recession, the traditional sales approach has been disrupted by the long tail of the pandemic-induced shift to virtual interactions. The widespread acceptance of ‘modern sales” has diminished face-to-face contact, lowering barriers for competitors. This poses a threat to strategic key accounts, making them more vulnerable to competition.

Approximately 80% of B2B customers are in the "Zone of Indifference" (ZOI), where they may not complain, but they also may not repurchase, or contact you. Salespeople often assume satisfaction unless heard otherwise, risking late awareness to take any action. With so many existing accounts potentially at risk, protecting, and even expanding key accounts is crucial.

In this webinar, we will address these vulnerabilities by offering three key strategies:
  1. Protect your existing accounts - secure the walls around your key accounts and shield them from potential threats.
  2. Grow/Expand inside your strategic key accounts - unlock new avenues for growth by strategically expanding within your existing accounts.
  3. Source New Logos - Uncover the strategies of precise prospecting, unveiling the hidden keys to positioning your brand as the definitive solution prospects have been seeking.

Whether your company boasts a sophisticated structure for key account management or relies on sales managers who understand the pivotal role of key accounts, our webinar equips you with the tools to transform indifference into sustained satisfaction. Elevate your sales strategy, secure customer loyalty, and thrive in the dynamic market landscape. Don't miss out – reserve your spot now!

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About David Yesford

David Yesford is Senior Vice President of Wilson Learning Worldwide. With more than 33 years of experience developing and implementing human performance improvement solutions around the world, Mr. Yesford brings valuable experience, strategic direction, and global perspective to his work. Over the years, he has held strategic roles in Wilson Learning Worldwide’s core content areas of sales and leadership, as well as e-learning and strategic consulting. Mr. Yesford is the contributing author of several books including Win-Win SellingVersatile SellingThe Social Styles Handbook, and The Sales Training Book 2. He has also been published in numerous business publications throughout the United States, Europe, Latin America, and Asia Pacific. Mr. Yesford frequently speaks at international engagements, focusing on issues such as sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.

About Vivek Chandramohan

Vivek Chandramohan is the Vice President of Wilson Learning APAC, with more than 12 years with the company. In his current role, Vivek oversees the direction and operations of the company across the Asia-Pacific region. With more than two decades in the Learning and Development industry, Vivek has experience in information technology (IT), information technology-enabled services (ITES), sales, and sales management. His background uniquely positions him to provide valuable insights and guidance to clients in areas such as sales and consulting, customer service, process transition management, global solutions, and leadership development.