Art & Science of Complex Sales The Future of Key Account Management │ Warwick Brown
In this episode, Warwick Brown joins Paul Fuller to explore how key account management is evolving and what it takes to succeed in a more complex, AI-driven environment.
Together, they discuss why expectations for account managers are rising, how retention is becoming the primary growth driver, and why proactive portfolio management is critical for long-term success.
In this episode, you’ll learn:
Why key account management is evolving, not disappearing
How AI is raising the standard for preparation and execution
Why retention is becoming more important than acquisition
How to balance relationships, revenue, and retention
Why proactive account management outperforms reactive approaches
How to use signals and data to deepen customer engagement
Listen in to learn how to become a more strategic and effective account manager.