Cover art for podcast Dos Marcos Show

Dos Marcos Show

208 EpisodesProduced by Dos Marcos ShowWebsite

Welcome to the galaxy's greatest mattress podcast! The Dos Marcos Show is co-hosted by Mark Kinsley and Mark Quinn, mattress industry CEOs, #1 bestselling authors, speakers, and founders of The FAM (fam.news). On this fun and frolicking weekly show, you'll get mattress industry insights, gain inside… read more

16:19

How Your Key Account Representative Could Earn You Millions

Who are you putting in front of your customers? 

Do you really know the person who represents your company? 

On today's episode, Quinn and Kinsley discuss the person of the key account representatives. The one person who could earn you (or cost you) millions.  They address what a business may need in their rep and how that need may differ from what buyers want from the rep, and ultimately, how the rep can affect the downline in how the RSA can sell the product or service.

Big Takeaway: The guys discuss the ultimate character qualities and expand on a job description necessity of the Key Account Rep:

1) Understanding:  Does your account representative understand exactly what the end user needs or are they just trying to peddle to anyone with a check book?

2) Humility: People want to make a genuine connection with their account representative. Those who are only talking to you in order to earn a quick buck are easy to spot and are the biggest turn off.

3) Research: Have your account representative look up a client before the meeting. This act isn't disingenuous. Researching the client before a meeting can show effort and respect before a dollar is ever earned and helps determine whether the product or service will best serve the customer.

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