The KAM Club Podcast

Discounts might feel like the easy way to renew a client—but they quietly erode trust, value, and profits. Before you slash your rates, tune in to learn how to shift the conversation, protect your margins, and still walk away with a yes

You've mastered your role. You're delivering results. But is it time to level up? In this episode, Warwick Brown breaks down what it really takes to move from individual contributor to the boss seat—and how to know if you're genuinely ready.

When's the last time you asked a client about their personal goals?Not the revenue target. Not the budget approval. But what they actually care about.In this eye-opening episode, we peel back the layers of business-as-usual and look at the real drivers behind your client's decisions—their fears, aspirations, and everything in between. Spoiler: getting personal (the right way) builds stronger partnerships, faster.

Think your biggest risk is losing clients to competitors? Think again. The real danger lies in breaking trust with your existing clients. Overpromising might seem like the fastest way to keep them happy, but when expectations don't match reality, the fallout can be devastating.In this episode, we uncover why overpromising damages long-term relationships and how to build trust through honest, value-driven commitments.

What if the phrase "I don't know" could actually make you a better account manager? Let's dive into why showing vulnerability isn't a weakness—it's a hidden strength that can transform client relationships. Discover how dropping the façade of perfection can boost trust, collaboration, and long-term success.

You've spent the entire year delivering value, solving problems, and keeping your key accounts happy. So why, when renewal time comes, does it feel like you're starting from scratch?In this episode, we uncover how to turn renewal conversations into strategic opportunities instead of last-minute stress. Get ready for practical steps, real-world examples, and powerful questions to shift the conversation in your favor.

Ever dreaded sending that email or making that call, knowing you had to deliver bad news? Whether it's a project delay, price increase, or an internal mistake, handling these conversations well can actually strengthen client relationships.This episode of The KAM Club podcast breaks down how to deliver tough news with confidence, empathy, and professionalism.

Ever pitched a brilliant idea… only to be met with crickets? You nailed the research, polished your pitch, delivered it with enthusiasm—aaaand nothing. Just polite nods and a “Let's circle back.” Sound familiar? You're not alone. The hard truth is: a great idea isn't enough. The real magic? How you sell it. In this episode, we're cracking the code on persuasion—because whether you're pitching to a client, your boss, or even your group chat (hello, vacation plans), getting people to say YES is a skill you can master.

Have you ever found yourself missing deadlines, overthinking decisions, or holding back in meetings—even when you know you have something valuable to contribute? You're not lazy or incapable, but you might be sabotaging your own success without realizing it. In this episode, I share my personal wake-up call about self-sabotage—how it's been holding me back, why we all do it, and most importantly, how to break free from it.

Struggling to manage client expectations? In this episode, I'll share practical tips on how to set and maintain clear boundaries without damaging client relationships. Learn how to handle scope creep, set realistic expectations, and communicate effectively to keep projects on track and clients satisfied. Whether you're a seasoned account manager or new to client relations, these strategies will help you take control and avoid burnout. Episode Highlights: Understanding Client Expectations: Why it's crucial to set clear boundaries from the start. Managing Scope Creep: Recognizing the signs and addressing additional requests before they derail your workload. Effective Communication: How to communicate your boundaries and manage client expectations without friction. Tools and Tips: Practical tools and strategies to help you stay organized and ensure clients understand what to expect. Key Takeaways: Setting and communicating boundaries is essential for effective client management. Consistency and proactive communication are key to managing client expectations. Don't be afraid to say no or redirect clients to the appropriate channels. Resources Mentioned: Guidde - A tool for creating training videos with AI-powered voices or custom voice recordings.  Drift - A video screen sharing tool perfect for recording quick videos and sharing your screen. Upwork - A platform to hire freelancers for various tasks, including report merging. Show Notes - Expanded information from the episode https://tkcpodcast.com/043 Enjoyed this episode? Share it with a colleague or leave a review or rating! For more tips on how to manage client expectations and improve your account management skills, subscribe to the podcast and visit https://www.thekamclub.com

Tired of saying "Yes" at work when you really mean "No?" It's time to flip the script and stand up for what you deserve, ambitious Key Account Managers! In this episode, Warwick Brown, your friendly neighbourhood KAM Coach, reveals the secrets to asserting yourself respectfully while mastering client relationships. Get ready for a triple threat of career-boosting strategies:

Ever feel like you're drowning in a sea of clients with no way out? In this episode, we'll reveal surprising strategies to turn that chaos into control and even find time to be proactive. Discover game-changing tips that will help you prioritize, streamline communication, and leverage technology to manage your client portfolio efficiently. What you'll learn. Common issue: Account managers handling too many accounts. Key strategy 1: Prioritization – categorize clients based on potential revenue, risk of churn, and strategic importance. Key strategy 2: Streamline communication – implement a communication cadence and use standardized email templates. Key strategy 3: Leverage technology – use tools like TextExpander, Harper.AI, and Fathom for efficiency. Key strategy 4: Set boundaries – define working hours and response windows to manage client expectations. Resources: Stephen Covey's "First Things First" TextExpander Harper.AI Fathom Support the Podcast: Subscribe to the podcast for more expert tips on key account management. Leave a review on your favorite podcast platform to help others discover the show. Visit TKCpodcast.com/041 for detailed show notes and additional resources. Join The KAM Club for more in-depth training, coaching and resources. Visit ⁠www.thekamclub.com ⁠for more info.

Are you a key account manager eager to dive into managing your clients, but find yourself blocked by a founder who won't hand over the reins? This episode is tailor-made for you. Join us as we explore effective strategies to navigate this tricky transition and gain the independence you need to lead. What You'll Learn: Understanding Emotional Bonds: Dive into why founders cling to control and how you can connect with them empathetically. Trust-Building Tactics: Learn concrete steps to build trust and get that green light from founders. Effective Communication: Master the art of keeping founders informed without bombarding them. Showcasing Your Value: Discover how to spotlight your wins and solidify your worth. Seamless Transitions: Gain strategies for a smooth account handover that even the most cautious founders will back. Handling Difficult Situations: Get tips on managing tough accounts and soothing founder worries. Step up and steer your key accounts from busy to boss. Master these crucial strategies and start leading with confidence. Loved this guide? Subscribe for more game-changing insights and share with fellow KAMs. Elevate your skills further by joining our community at ⁠thekamclub.com⁠ for exclusive resources and personalized coaching. ABOUT THE KAM CLUB: The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Join the Community: Visit ⁠⁠⁠thekamclub.com⁠⁠⁠ for exclusive content, training, and one-to-one coaching. Subscribe: Don't miss out on future insights. Subscribe to The KAM Club podcast now. Feedback: Loved this episode? Leave us a review and let us know your thoughts! Stay in Touch: Subscribe to Account Minded newsletter at ⁠⁠⁠accountminded.me ⁠⁠⁠and follow us on Telegram at ⁠⁠⁠t.me/thekamclub --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

Ever wonder how you can build trust with clients you rarely meet in person? This episode unveils simple CRM strategies that key account managers use to create strong, trustworthy relationships, even from afar. Tune in to learn how you can too! KEY POINTS: Emphasize Long-Term Thinking: Approach every client relationship with a long-term perspective, thinking of it as a decade-long partnership rather than focusing on immediate transactions. Start Small to Build Trust: Begin relationships with small, manageable projects to build trust and credibility before moving on to larger deals. Simplify CRM Use: Use a simplified CRM system that focuses on the essentials—contacts, notes, and reminders—to avoid overwhelm and increase usability. Record Personal Details: Make note of personal details and follow up on them in future interactions to show genuine interest and care. Utilize Visual Reminders: Use photos or screenshots from meetings to help remember details and maintain a personal connection. Establish Regular Cadences: Set up a regular communication schedule to stay in touch with clients and ensure you are top of mind. Focus on Incremental Wins: Aim for small victories that demonstrate your reliability and deepen trust over time. Think Customer-First: Always consider the client's perspective and potential concerns, especially in a remote setting. Keep It Simple: Reduce complexity in your CRM and relationship management strategies to make maintaining relationships easier and more effective. RESOURCES: Parma.ai. Parma is a minimalistic CRM that helps you remember who your customers are, what they like, and when you last connected. So simple that you will actually love using it. Mark Kofman on LinkedIn. Connect with our guest Mark, founder and COO of Parma. Show notes. Visit tkcpodcast.com/038 ABOUT THE KAM CLUB: The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Join the Community: Visit ⁠⁠thekamclub.com⁠⁠ for exclusive content, training, and one-to-one coaching. Subscribe: Don't miss out on future insights. Subscribe to The KAM Club podcast now. Feedback: Loved this episode? Leave us a review and let us know your thoughts! Stay in Touch: Subscribe to Account Minded newsletter at ⁠⁠accountminded.me ⁠⁠and follow us on Telegram at ⁠⁠t.me/thekamclub --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

Feeling overwhelmed and lost in your new Key Account Manager role? Don't worry, Agent Rookie KAM, this episode is your mission briefing. We'll equip you with five launchpad ideas to propel you past confusion and into the success stratosphere KEY POINTS: Be a news hound: Immerse yourself in industry publications and attend conferences to stay up-to-date and establish yourself as a trusted advisor. Cultivate depth, not just breadth: Build strong relationships with key stakeholders within your client's organization. Master the art of storytelling, not just a spreadsheet: Use data to tell compelling narratives that showcase the impact of your solutions. Embrace the power of collaboration: Build relationships with colleagues from other departments to gain internal support and expertise. Invest in continuous learning: Take courses, seek mentors, and be open to feedback to improve your skills and knowledge. BONUS INTEL: Uncover tactical tips for navigating handovers, taking initiative, and staying organized. Learn how to manage your most important client: your boss. Discover the secret to securing quick wins and building momentum in your first few months. RESOURCES & LINKS: Show notes: https://tkcpodcast.com/037 Notion 30/60/90 Day Success Plan template: https://store.thekamcoach.com/l/90dayplan The Best 90 Day Success Plan Every New Account Manager Needs [+ Template]: https://www.thekamcoach.com/30-60-90-day-plan-for-account-managers/ Relationship Mapping for Key Account Management [+ Templates]: https://www.thekamcoach.com/relationship-mapping/ A Simple Guide to Data Analysis For Key Account Managers: https://www.thekamcoach.com/data-analysis-for-busy-account-managers/ ABOUT THE KAM CLUB: The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Join the Community: Visit ⁠thekamclub.com⁠ for exclusive content, training, and one-to-one coaching. Subscribe: Don't miss out on future insights. Subscribe to The KAM Club podcast now. Feedback: Loved this episode? Leave us a review and let us know your thoughts! Stay in Touch: Subscribe to Account Minded newsletter at ⁠accountminded.me ⁠and follow us on Telegram at ⁠t.me/thekamclub --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

Unlock the mysteries of key account management (KAM)! This episode tackles 5 common misconceptions, revealing the realities and challenges KAMs face. Buckle up for insights and action steps to level up your game Myth 1: KAM is all about maintaining relationships, not sales. Myth 2: Key account managers only handle a few clients. Myth 3: KAMs always side with the client, avoiding conflict. Myth 4: KAMs are isolated from the rest of the organisation. Myth 5: The role of key account management is becoming obsolete with AI and automation. Resources & Links: Day in the Life of a Key Account Manager Video: youtu.be/g973DKj49JA What is Key Account Management Video: youtu.be/elFa2kcaQ_s The KAM Club: thekamclub.com Episode Show notes. tkcpodcast.com/036 About The KAM Club: The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Join the Community: Visit thekamclub.com for exclusive content, training, and one-to-one coaching. Subscribe: Don't miss out on future insights. Subscribe to The KAM Club podcast now. Feedback: Loved this episode? Leave us a review and let us know your thoughts! Stay in Touch: Subscribe to Account Minded newsletter at accountminded.me and follow us on Telegram at t.me/thekamclub --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

Stop the turf war! Key Account Managers and Customer Success Managers aren't rivals; they're a power duo. Discover how their unique skills combine to drive unbeatable customer value. Tune in and unlock the secrets to their success. KEY POINTS: Distinct Yet Interconnected: Explore the essential differences and mutual goals of KAM and CS roles. Revenue Growth vs. Value Delivery: How KAM's strategic partnerships contrast with CS's focus on maximizing product usage. Bridging the Gap: Strategies for fostering better collaboration between KAM and CS teams. The Debate on Customer Retention: Analyzing each role's contribution to customer loyalty and business expansion. Towards Unified Success: Practical steps for integrating the efforts of KAM and CS for holistic customer success. RESOURCES: For more details and resources, visit the show notes at https://tkcpodcast.com/035 Interested in sponsoring the show? Get your message in front of a highly targeted and engaged audience. Learn more at https://tkcpodcast.com/sponsor Stay tuned for more episodes that explore the intricacies of account management and how to excel in customer-centric roles within the tech industry. --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

Ever wonder if your key account management skills could unlock doors in any industry? Dive into this episode as discuss transferrable skill across sectors, revealing tailored strategies for success no matter where you're at. In This Episode: The Nuances of Key Account Management: Discover whether key account management skills are universally applicable across different industries or if customization is needed. The Core Similarities and Differences: Understand how key account management stays consistent yet demands adaptability in strategy across various sectors. Industry-specific Strategies: Learn about the unique approaches required in SaaS, manufacturing, and pharmaceuticals. SaaS Focus: Insights on the importance of upselling and the need for agility. Manufacturing Emphasis: How CAMs ensure efficiency and reliability. Pharmaceutical Sector: The critical role of regulatory compliance and clinical knowledge. Adapting to a New Industry: Tips for key account managers moving into unfamiliar industry territories. Exclusive Insights for Success: Industry Research: The cornerstone of effective strategy. Customisation and Continuous Learning: Essential for staying relevant. Networking and Flexibility: Building connections and being adaptable. Resource Highlight: Grab your free copy of the 21-page Complete Account Manager's Guide to Client Research, offering resources and checklists. Resources: Visit our website tkcpodcast.com/034 for show notes and downloads. Grab your copy of the Complete Account Manager's Guide to Client Research to level up your industry insight. Subscribe to stay updated with the latest tips, tricks, and trends key account managers need to know. Join the ranks of elite key account managers. The KAM Club provides exclusive training and peer support to unlock your potential and accelerate your career as an exceptional key account manager. Everything you need to excel is waiting inside. --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

Ever wondered if you're cut out to be a key account manager? In this episode, we dive deep into the qualities that make a good key account manager and reveal how you can unlock your potential in this dynamic role. Join us as we explore the essential skills, strategies, and mindset that set exceptional account managers apart. Show notes at ⁠https://tkcpodcast.com/033 WHAT YOU'LL LEARN Whether you're already in the field or dreaming of becoming a key account manager, this episode is packed with valuable insights and guidance to help you thrive. Get ready to test yourself and unlock your potential in the world of key account management. [00:00] Introduction [02:53] - Relationship building [03:42] - Strategic thinking [04:31] - Communication skills [05:29] - Business acumen [05:58] - Problem solving abilities [06:45] - Collaboration and influencing skills [08:05] - Results orientated [08:50] Free key account management career development plan and courses [09:24] - The KAM Club [09:57] - The benefits of experience and mentorship [10:47] - Why you must be a lifelong learner to succeed in KAM [11:19] - The value of feedback and self-reflection [11:55] - Outro RESOURCES The KAM Club ⁠Sponsor The KAM Club podcast⁠. If you enjoy the show, consider sponsoring an episode. Imagine reaching a highly engaged audience of sales, key account management, and customer success professionals without having to leave the office. That's right, I do all the heavy lifting for you, including writing the scripts and sharing your wonderful products and services with my audience.  ⁠Subscribe to One Step Ahead⁠.  My weekly newsletter guaranteed to bring you actionable tips that grow client revenue and retention. No spam, just high quality career, business trends and productivity insights from across the web - direct to your inbox. ⁠Suggest a topic⁠. Do you have a suggestion for a topic you'd like me to cover in a future episode of The KAM Club podcast? ⁠Fill out this brief form⁠ and you never know, your idea might feature on an upcoming show. ⁠⁠The KAM Club on Telegram⁠⁠. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. ⁠The KAM Club Store⁠. Pick up some cute merch for the professional on the way up, including mugs, t-shirts and more. In this episode Key Account Management Career Development Plan. A free Trello project plan to help you acquire the skills needed to be a successful key account manager. 20 Free Courses for Key Account Managers to Boost Your Skills Now. To grow client revenue and retention, key account managers need a variety of skills. Find out what they are and how to learn them with 20 free courses for key account managers. --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

Key Account Management vs Sales: Different roles or two sides of the same coin? In this episode we take a provocative look at what sets sales and key account management apart. And the surprising similarities that unite them. Get ready to unravel the mysteries of sales and key account management, and learn the answer to the age-old question, "What is the difference between key account management and sales?" Show notes at https://tkcpodcast.com/032 WHAT YOU'LL LEARN Join us as we dive into the captivating world of sales and key account management. Discover the surprising similarities and differences that set them apart. From customer acquisition to customer retention, individual deals to overall relationships, and short-term objectives to long-term growth, we'll explore it all!

Episode Description: Feeling a lack of enthusiasm for what you're selling? Don't worry, you're not alone. In this game-changing episode, we'll provide valuable insights and practical tips to help you rediscover your passion and excel in sales. From evaluating your mindset to celebrating success and embracing challenges, we've got you covered. Join us as we explore how to reignite your excitement, no matter what you're selling. What You'll Learn: Discover strategies to find passion for what you sell Identify and assess your current mindset Evaluate your job and explore ways to enhance it Gain industry knowledge and stay updated Focus on the benefits of your products/services Get to know your customers and their needs Celebrate your successes to fuel motivation Surround yourself with positive people for inspiration Set realistic goals to stay motivated and achieve growth Learn from others in the field for continuous improvement Practice gratitude to cultivate a positive mindset Take regular breaks for rejuvenation and balance Develop new skills to stay competitive Learn about The KAM Club and its resources Connect with colleagues for support and collaboration Embrace challenges as opportunities for growth Find purpose and meaning in your work by connecting it to a larger vision Tune in now to reignite your passion and unlock your full sales potential! Show notes and transcript at https://tkcpodcast.com/031 LINKS MENTIONED So Good They Can't Ignore You by Cal Newport The Perfect Close by James Muir The Power of Now by Eckhart Tolle LinkedIn Poll "Do you Need to Be Passionate About What You Sell?"⁠⁠ --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

We're delving into the world of key account management and uncovering the top 10 common mistakes that can hinder your success as a KAM. Whether you're a seasoned professional or just starting out, this episode is packed with valuable insights to take your key account management skills to the next level. Whether you're looking to avoid these common pitfalls or enhance your existing skills, this episode is a must-listen for anyone in the world of key account management. Let's dive in and transform your approach to KAM! Show notes and transcript available at tkcpodcast.com/030 WHAT YOU'LL LEARN From neglecting relationships to failing to listen, we're shining a spotlight on the pitfalls that many key account managers fall into. You'll discover the importance of building strong relationships with key stakeholders within the client's organization and why being proactive in identifying new business opportunities is crucial. Communication is key, and we'll explore how failing to effectively communicate with internal stakeholders about account statuses or potential issues can impact your success. Plus, we'll discuss the delicate balance between being assertive and being too pushy when closing a sale, ensuring you maintain long-lasting relationships with your clients. But that's not all! We'll dive into the importance of staying informed about emerging trends and technologies, as well as the art of truly understanding the problem before offering solutions. You'll learn to set realistic expectations with clients, avoid making promises that cannot be kept, and gain a clear understanding of what makes an account profitable or not. And let's not forget the ultimate secret to success—putting the client's needs first. We discuss why being overly focused on your own goals and objectives can hinder your effectiveness as a key account manager. LINKS MENTIONED ⁠15 Reasons Why You Might Be A Bad Account Manager⁠  ⁠How Key Account Managers Can Overcome Internal Conflict⁠. Episode show notes available at ⁠https://tkcpodcast.com/031⁠ RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website ⁠⁠⁠https://www.thekamclub.com⁠⁠⁠. Want some KAM swag? We've got T-shirts, coffee mugs and more. ⁠⁠Check it out here.⁠ ⁠The KAM Club Newsletter⁠. Sign up to never miss an episode. Visit ⁠https://tkcpodcast.com⁠ ⁠The KAM Club⁠. Learn more about the world's greatest community of key account managers from around the globe. ⁠The KAM Club on Telegram⁠. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

Craving a career that combines passion and success? Listen as we uncover the 15 awe-inspiring reasons why being a key account manager is an unbeatable choice. In this episode you will gain valuable insights into the world of key account management. We'll explore the reasons why becoming a key account manager is not only an exciting professional choice but also a pathway to long-term success. From unparalleled opportunities for career growth and high earning potential to the chance to work with diverse industries and build strong relationships, this role offers a dynamic and fulfilling journey. Join us as we discuss why being a key account manager could unlock your professional dreams. [00:50] Introduction [01:32] Opportunity for career growth and advancement within the organization [02:19] High earning potential through performance-based incentives and bonuses [03:01] Exposure to a diverse range of industries and clients [03:52] Opportunity to develop strong relationships with clients and stakeholders [04:49] Ability to work with and learn from experienced professionals in the field [05:50] Access to valuable training and development programs [06:45] About The KAM Club [07:23] Opportunities for travel and global experiences [08:10] Chance to work on high-profile projects and initiatives [09:03] Opportunity to make a tangible impact on the growth and success of the organization [09:37] Opportunities to work with cross-functional teams and collaborate with other departments [10:32] Ability to develop a deep understanding of clients' needs and challenges [*****] Opportunity to develop and implement innovative solutions to meet clients' needs [11:05] Chance to work with cutting-edge technologies and tools [12:13] Ability to build a strong personal brand within the industry [13:10] Opportunity to build a robust professional network of contacts and connections. [14:08] Outro * Apologies - on editing the podcast I realised I forgot to talk about the 12th reason, that you get to develop and implement creative solutions. Show notes, including mentioned resources and compete transcript available at tkcpodcast.com/029 RESOURCES Sponsor The KAM Club podcast. If you enjoy the show, consider sponsoring an episode. Imagine reaching a highly engaged audience of sales, key account management, and customer success professionals without having to leave the office. That's right, I do all the heavy lifting for you, including writing the scripts and sharing your wonderful products and services with my audience.  Subscribe to One Step Ahead.  My weekly newsletter guaranteed to bring you actionable tips that grow client revenue and retention. No spam, just high quality career, business trends and productivity insights from across the web - direct to your inbox. Suggest a topic. Do you have a suggestion for a topic you'd like me to cover in a future episode of The KAM Club podcast? Fill out this brief form and you never know, your idea might feature on an upcoming show. ⁠The KAM Club on Telegram⁠. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. Life After Key Account Management? What Happens Next?  Why Smart Key Account Managers Build a Personal Brand. How Much Money Does a Key Account Manager Really Make?  --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

In today's fast-paced world, it's easy to feel overwhelmed with work and responsibilities. Many of us struggle to keep up with the demands of our jobs, which can lead to stress, burnout, and a decrease in productivity. Listen to the episode as we explore 15 ways to simplify your work and make your life easier. Get ready to learn some valuable tips that will help make your work life easier and reclaim your time and energy. [00:53] The inspiration for this episode [02:26] Prioritise tasks. [02:37] Focus on one task at a time. [03:03] Delegate tasks. [03:34] Use a task list. [06:07] Minimise distractions. [06:31] Take breaks [06:58] Learn to say done. [07:09] Continuously evaluate and improve. [08:12] Use templates [09:45] Manage time spent on email. [10:38] Get feedback. [11:00] Learn to say “not now” [11:47] Take advantage of technology. [12:21] Stay organized [13:09] Celebrate small wins. Check out the show notes, including links and complete transcript at https://tkcpodcast.com/028 RESOURCES The KAM Club Sponsor The KAM Club podcast. If you enjoy the show, consider sponsoring an episode. Imagine reaching a highly engaged audience of sales, key account management, and customer success professionals without having to leave the office. That's right, I do all the heavy lifting for you, including writing the scripts and sharing your wonderful products and services with my audience.  Subscribe to One Step Ahead.  My weekly newsletter guaranteed to bring you actionable tips that grow client revenue and retention. No spam, just high quality career, business trends and productivity insights from across the web – direct to your inbox. Suggest a topic. Do you have a suggestion for a topic you'd like me to cover in a future episode of The KAM Club podcast? Fill out this brief form and you never know, your idea might feature on an upcoming show. ⁠The KAM Club on Telegram⁠. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. IN THIS EPISODE Readwise. Readwise makes it easy to revisit and learn from your ebook & article highlights. Sync your highlights from Kindle, Instapaper, Pocket, iBooks, and more. You can review the best parts with their email summaries and it also improves your recall through repetition and reminders. It also has a really nifty share feature that creates images from your highlights for social media (see example above) ClickUp. My preferred project management tool of choice. Simplify your work and get more done. The app combines to do lists with documents, whiteboards, dashboards, templates, automation and so much more. Get started for free. From To-Do to Done: How to Go from Busy to Productive by Mastering Your To-Do List. Excellent book by Maura Thomas on how to manage your tasks. I really like the author's system for organizing and prioritizing tasks. Another tip I've adopted from this book is to highlight my completed tasks on my paper list instead of crossing them out. Gives you a better sense of accomplishment. TextExpander. I love, love, love this tool. TextExpander lets you create customizable snippets of text that allow your team to fly through repetitive tasks quickly by expanding the things you type regularly. I use this for everything from social media hashtags, to email signatures to chasing payment from customers! 16 Essential Chrome Extensions to Really Improve Your Workflow. Chrome extensions are a fantastic way to customise the functionality and behaviour of your browser to do just about anything. But.. finding a good chrome extension is like looking for a needle in a haystack. Until now. Listen to this episode of The KAM Club podcast to find out my favourite extensions to improve your workflow (and life). --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

In this episode of The KAM Club podcast we're diving into the world of client-supplier relationships to uncover the top 13 things clients won't tell their suppliers. From hidden agendas to unspoken expectations, get ready to discover the secrets that could transform your business partnerships. Remember, often it's not what your client's say—but what they don't say—that matters. Find out why clients may not be eager to share information with their suppliers, and why it's important that you find out. Knowledge is not only power, but helps you make important decisions about how to best work with your client to help them get maximum results from your partnership. RESOURCES: Sponsor The KAM Club podcast. If you enjoy the show, consider sponsoring an episode. Imagine reaching a highly engaged audience of sales, key account management, and customer success professionals without having to leave the office. That's right, I do all the heavy lifting for you, including writing the scripts and sharing your wonderful products and services with my audience.  Subscribe to One Step Ahead.  My weekly newsletter guaranteed to bring you actionable tips that grow client revenue and retention. No spam, just high quality career, business trends and productivity insights from across the web – direct to your inbox. Suggest a topic. Do you have a suggestion for a topic you'd like me to cover in a future episode of The KAM Club podcast? Fill out this brief form and you never know, your idea might feature on an upcoming show. The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. Episode show notes. Get links to everything linkable, including the complete show transcript. --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message

What are your options when you're a key account manager and ready for your next move? Working in the same job for a long time can cause you to feel uninspired. To keep yourself motivated and happy in your work, it's important to switch things up every now and then. We discuss how in this episode of The KAM Club: Some of your career options for key account managers: Strategic Account Manager. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided. Manager/Director. Move into leadership roles Business Development or Sales. Focused on lead generation and account acquisition and growth. Customer Success. Customer success is focused on working proactively in partnership with customers to help them get more value out of your solutions over time. (check out Grow Gain Retain Customer Success Community) Change industries. Maybe you still like your job, just not the industry it's in? Job craft. Take proactive steps and actions to redesign what we do at work, essentially changing tasks, relationships, and perceptions of our jobs LINKS MENTIONED Gain Grow Retain. Customer Success leadership community. Why Smart Key Account Managers Grow a Personal Brand. Episode 17 of the podcast where I explain how personal branding can transform your career trajectory. Zety. Online CV maker that will whip your resume into shape in no time. You can get 2 weeks access for around $3. 20 Free Courses for Key Account Managers to Boost Your Skills Now. To grow client revenue and retention, key account managers need a variety of skills. Find out what they are and how to learn them with 20 free courses for key account managers. RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/026 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. --- Send in a voice message: https://anchor.fm/the-kam-club/message

The last thing you need as a supplier, are changes to your client's procurement contacts. A new team introduces fresh dynamics and relationships that change the working environment. But will it be for the better or for the worse? Either way, you can expect to face significant challenges and new opportunities for suppliers that call for smart thinking and swift action. In this episode of The KAM Club podcast I share 10 steps to win over your client's new procurement team. LINKS MENTIONED One page key account plan template. Free one page template and guide for building a key account strategy that increases client revenue and retention. Gartner study: Procurement's Response to COVID-19 RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/025 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Keeping in touch with your clients is vital to maintain an active and mutually beneficial relationship. But when you're busy, it's so easy for things to fall through the cracks and create a contact gap that could lead to your client drifting away and negatively impact your business If you're struggling with staying in touch with your clients, keep on listening because I'm about to share some ideas on how to build an effective contact plan. LINKS MENTIONED DotCal. The appointment scheduling tool I use. Click here to get 50% off your first 6 months. GetDex. Personal CRM that integrates seamlessly with LinkedIn Airtable. Free tools that's a cross between a database and a worksheet. Great tool to manage contact plans and relationship maps, including automations.  Salesmate. The CRM I use to grow my business. Excellent value and includes things like telephony, templates, automations and sequences.  Microsoft Teams. Excellent knowledge management and collaboration tool, with the ability to invite external people into your channels. Notion. My knowledge management tool of choice. Everything in my business lives inside Notion. Taskade. A fantastic project and knowledge management tool. It's free, simple and perfect for the busy key account manager. ClickUp. This is the project management tool that drives my business and all my client projects. Can't live without it. Slack Connect. Invite clients to your slack channels. Essential option for communication if you have clients who live inside Slack. RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/024 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. --- Send in a voice message: https://anchor.fm/the-kam-club/message

If you've worked with any client ever, you know they often have very clear ideas of what they want. But what they want, isn't always what's best for them. This can be a challenge for any key account manager, but it also presents an opportunity. Disagreements can be a catalyst to improve collaboration and produce outstanding work. So let's talk about how to disagree with your client, the right way. Telling our clients what they need to hear, not what they want to hear, is our responsibility as key account managers. That can sometimes cause conflict. But that's how pearls are created; an oyster is irritated by a little piece of sand, and a beautiful creation is the result. Disagreements may be uncomfortable, but don't put off the hard conversations. They won't get any easier and it'll just lead to communication breakdowns and harms your ability to collaborate. Decisions get delayed, and you could miss out on big opportunities for your business. LINKS MENTIONED The Improv Mindset: Change Your Brain. Change Your Business. Unique book on how to apply the fundamentals of improv to get individuals, teams, and organizations to step up, engage, and solve problems. Follow the authors of The Improv Mindset on LinkedIn: Gaily Montgomery and Bruce Montgomery. They have a fun feed including a regular video series called Dashboard Improv. RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/023 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. --- Send in a voice message: https://anchor.fm/the-kam-club/message

It's easy to lose sight of the big picture in the day-to-day grind. Sit down, take stock and say these four words to your clients to understand what they need from you right now. It's Q4 and the end of the year is in sight, so everyone is busy. Many of our clients are measured on annual targets and have a short few months to catch up and get the kind of results that delivers a bonus and a pay raise. It's also important that you finish the year strong so your client sees a clear return on investment from your partnership. (and also so YOU get a bonus and a pay raise). Listen to the episode to hear the magic four words you need to ask your client now to get everyone across the finish line. LINKS MENTIONED The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. 45 Best Questions to Ask Your Clients to Get To Know Them. A blog post and video to help you understand clients. It covers question types, styles, and specific things to ask about your client's organisation, targets, industry, supplier management, and what they think of you. RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/022 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Is your inbox taking over your life? A McKinsey study found that we're distracted from work every 10 minutes (56 times a day) and it takes about 25 minutes to get back into the zone again and focus on the task. So about 2 hours a day is spent just recovering your concentration. And email is one of the main culprits. In this episode I share 12 email management hacks to tame your inbox, stop it from getting out of control and give you time back in your day. LINKS MENTIONED McKinsey study: Unlocking value and productivity through social technologies Statistia: Number of messages received daily by office workers in the United States and the United Kingdom in 2022 Textexpander snippets and customer shortcuts app Gmail keyboard shortcuts Outlook keyboard shortcuts Teamstand document management extension RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/021 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

We all have favourites. Those clients we absolutely adore! In fact if work wasn't in the way we'd probably be besties. But as a key account manager, finding friends isn't your number one priority. And being too close to your clients can cause problems. And in this episode we talk about them all:

If there's one thing I can guarantee in you career as a key account manager, you will someday work with a client who doesn't like you (and often the feeling is mutual). It can make working with them unbearable, so ignoring the situation is not an option. So in this episode we're going to talk about how to turn them around and establish a professional, productive business relationship. 6 ways to turnaround an unfriendly client Listen more, talk less Meet more often in person Do things by the book Accept criticism Ask their opinion Set expectations RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/019 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

The client is not always right! In fact they are quite regularly wrong! And when they are wrong, as a key account manager you are in the awkward position of choosing to defend your position or take it on the chin and apologize anyway - even when it's not your fault. And for the sake of peace and customer retention, we say sorry! Well not today. In this episode I'm sharing 5 times you should never say sorry. Sit tight I'll be right back. You need their help to do your job (a decision, information) You're product doesn't do what they want it to do. Issues arise because they didn't do their part (implementation, project, deadlines). When you can't meet a deadline. You're chasing payment. LINKS MENTIONED Oxylabs. Oxylabs is a market-leading proxy and web scraping solution service for large-scale public data gathering. Backstage Roastery Cafe Vilnius. Fantastic coffee shop in Vilnius with the best cinnamon rolls you'll ever have. Rosehip Vegan Cafe. Best jackfruit burger. Try the Ginger lemonade and the beetroot ketchup. Trakai Castle. About 45 minutes from Vilnius. Built in the 14th century - its full of history and natural beauty. Key Account Management Mastery. My group training and coaching program for key account managers. Jennifer Davis Coaching. Leadership coach. RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/018 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

More and more companies expect their key account managers to be thought leaders. If you're smart, you'll start building your personal brand now. In this episode: Why key account managers need a personal brand Why I started to build my personal brand (and you can too) Three steps process to build your personal brand Join the Personal Branding Playbook Course LINKS MENTIONED BrandingPays: The Five-Step System to Reinvent Your Personal Brand by Karen Kang CareerKred: 4 Simple Steps to Build Your Digital Brand and Boost Credibility in Your Career by Ryan Rhoten. eBook, The Secrets to Getting Noticed on LinkedIn for a complete LinkedIn action plan, based on what I implemented for myself. Typeshare is an easy, free way to explore the world of blogging, and effortlessly connect it to LinkedIn and Twitter. The Personal Branding Playbook Course. A new course by personal branding expert (and personal mentor) Ryan Rhoten. Visit the show notes for a massive discount code just for listeners of the podcast. RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/017 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

It's important to stand out from the crowd if you want to attract and retain clients. But how do do you differentiate from competitors when everyone is the same? "You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before? That's because most businesses blend in, not stick out. Even when they do deliver something innovative, it's not for long. Competitors catch up fast. So, it's up to you to figure out how to differentiate your solutions in this market of sameness. Give your client a reason to choose you over everyone else. In this episode you'll learn to customize your value proposition and apply a variety of differentiation best practices so your client won't even think about your competitors. LINKS MENTIONED Maximizing Value Propositions to Increase Project Success Rates World Letter Writing Day Palmer's Penmanship Budget RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/016 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Chrome extensions are a fantastic way to customise the functionality and behaviour of your browser to do just about anything. In this episode I share 16 of my personal favourites, guaranteed to massively improve your workflow (and life). Bit.ly Bitmoji Dex Personal CRM DragApp Drift Video & Screen Recorder Extensity Giphy for Chrome GoFullPage Keeper Password Manager & Digital Vault Save to Pocket RSS Reader Extension by Inoreader Scribe - Documentation, SOPs and Screenshots Shortcuts for Google Taskade Tide - Focus Timer & White Noise Workona Tab Manager Click here to get 30% off Keeper Password Manager RESOURCES The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/015 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. So here's my best advice. The most straightforward sales negotiation tactic I know is to make the first move. Psychological research suggests making the first offer gives you a bargaining advantage. When you start the sales negotiation, you control one end of the negotiating spectrum — either the high or the low price. And that's what we're discussing in this episode of The KAM Club podcast. LINKS MENTIONED Best Alternative to a Negotiated Agreement (BATNA). Weber's Law of Just Noticeable Difference shows after a 10% we sit up and take notice. Successful Negotiation: Essential Strategies and Skills. Free course to learn practical negotiation skills and how to apply them in business and life. Discover how to plan and analyse negotiations and key tactics for success. RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit http://tkcpodcast.com Episode show notes. Read the details notes and get links everything mentioned in the show. Visit http://tkcpodcast.com/014 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

If you're in sales or account management, you know how challenging it is to convince your client to buy your services. And is there anything more frustrating than when you think you've navigated all the potential hurdles that could get in the way of the client signing off on your proposal and then they say they're not ready to move forward or are mulling things over. What do you do if your deal stalls. How do you get your client moving forward and get momentum back into your deal? That's what we're talking about in this episode of The KAM Club podcast: Discover 19 steps in the sales process. Maybe you missed one that could unlock the deal and get your client to move forward. Learn how to establish momentum by securing the next commitment Useful books and podcasts to help you keep deals moving. LINKS MENTIONED The KAM Club Podcast #12: The Best Way to Follow Up With Clients Without Being a Pest You Can't Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training's 7-Step System for Successful Selling (Learn about the thermometer technique). 5-Minute Selling: The Proven, Simple System That Can Double Your Sales ... Even When You Don't Have Time How to Succeed Podcast: How to Succeed at Doing a Pre-Mortem RESOURCES The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. The KAM Club Newsletter. Sign up to never miss an episode. Visit http://tkcpodcast.com Episode show notes. Read the details notes and get links everything mentioned in the show. Visit http://tkcpodcast.com/013 The KAM Club Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Working with clients can be a tricky process. Especially when you're trying to sell them on something. You need your client engaged and communicating, to move forward with ideas and projects. Yet sometimes, it feels like you're constantly chasing them for the simplest of answers. In an ideal world, everyone would get everything they needed in a single interaction. That's not how it works. No matter what the scenario, there's constant backwards and forwards between stakeholder. We need to follow up with clients for lots of reasons: to close a sale, to ask a question, to get a decision, to share information or reminders. In this episode of The KAM Club podcast, we explore the best ways to follow up with your clients, without being annoying. Links mentioned: 45 Best Questions To Ask Your Client to Get to Know Them Microsoft Outlook Flag/Follow Up feature Gmail Nudges feature Gmail Snooze feature Video: 7 Reasons Why You Get Ghosted by Clients (and What to Do About It) The KAM Club Episode 6: How to Write Emails Your Clients Will Actually Read FollowUpThen The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Show resources: The KAM Club Newsletter. Sign up to never miss an episode. Visit http://tkcpodcast.com/ Episode show notes. Read the details notes and get links everything mentioned in the show. Visit http://tkcpodcast.com/012 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Key account management is a role that requires both sales skills and strategic thinking. You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. In other words, it's not an easy job. And it's why key account managers can struggle when faced with common problems that stop them from doing their job Listen to see if you're experiencing any of the same struggles as other key account managers. Knowing what the problem is the first step to finding a solution. Links mentioned: How Good Are Managers at Evaluating Sales Problems? Bulletproof Problem Solving: The One Skill That Changes Everything What's Your Problem: To Solve Your Toughest Problems, Change the Problems You Solve Arolsen Archives Deep Nostalgia App The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Podcast Resources: The KAM Club Newsletter. Sign up to never miss an episode. Visit http://tkcpodcast.com/ Episode show notes. Read the details notes and get links everything mentioned in the show. Visit http://tkcpodcast.com/010 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Not every deal will go your way. I guess that's why they say, "you win some, you lose some!" But, it's also why we need to keep a close eye on our sales process to identify where we might be falling short and to keep doing what works. Episode 10 of The KAM Club podcast explores why you're losing sales opportunities and what to do about it. The drivers of sales failure Lack of flexibility Poor relationships Excessive costs We also discuss win/loss reviews and why you must do them even for the small deals along with some additional resources to help you gain insights that will improve sales performance The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

I hear the word “value” all the time. “I deliver value, I create value, our clients value us.” But what does it actually mean to create value? In fact, what does it mean to co-create value with our customers and why does it matter? Value comes in many forms – price, convenience, reliability, quality, service, and so on. But creating value requires more than a positive experience and happy customers. We want to the kind of value that brings mutually beneficial outcomes. In this episode: The definition of co-creating value with customers 20 ways to encourage value co-creation Best app for value co-creation. And lots more The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Sales negotiations are challenging. Even the most experienced negotiators can struggle when things get tough. And when the going does get tough, it's tempting to just to fold and give the client what they want. At least you closed the deal right? But what we want is a deal where everyone wins. And that's not so easy, especially for those of us not in pure sales roles. We're not wheeling and dealing every day. The secret to win-win is knowing what to expect and in this episode of The KAM Club podcast we discuss how to prepare for a sales negotiation. In this episode: How to create a negotiation plan. Follow this 8-step process to develop your negotiation strategy to create fair value and make balanced compromises so everyone wins. 5 negotiation tactics that work. There are lots of ways to approach a negotiation, and I share my favourite 5 tactics that have proven to work for me over and over again. Resources. Additional ways to sharpen your sales negotiation skills. The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Key account management roles are more challenging than ever. It's a job that requires constant juggling and visibility, as well as an ability to see the big picture. The stakes are high and pressure is always on to delivery results now and support long-term objectives too. In an ideal world, every KA manager would have all the resources they need to help them succeed. But the reality is that most KA managers are expected to work long hours, achieve challenging targets and thrive in high pressure situations on a daily basis.  The pressures of the role can lead to stress and anxiety from time to time but with the right attitude and some practical tips, you can make your life as a key account manager much easier.  In this episode you'll discover 10 ways you can avoid overwhelm when it all gets too much. The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

If your clients don't respond to your emails, it could be you're part of the problem. Learn some practical and easy tips for writing effective emails your clients will actually read. Remember, a great email conveys the right message and tone and doesn't waste the readers time. It says what you want, why it matters and what your client should do. Before you start an email, be clear on why you're sending it. Without purpose, it won't matter how well written it is. The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Key account managers need help from internal teams to get results for clients. But the path to cooperation is full of conflict. Find out why and what to do about it. In this episode: Find out why there is so much internal conflict Why is it important internal teams and key account managers collaborate. How to improve the way teams work together by adapting styles, creating alignment, developing strategy and systems. And lots more. The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Is it easy to sell to existing customers? The answer is NO. We bust some myths on why it's actually very difficult to sell more to existing clients and some practical tips to help you close deals. The importance of mindset. Why you should become a student of sales. How to prepare your message. Closing techniques to ask for more of your client's business. A trust and credibility checklist to improve your chances of getting deals across the line. Why it's not as easy to sell to existing customers as you've been led to believe. And a whole lot more. The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

Every sales conversation will inevitably involve procurement at some point. So if you're selling to procurement, you need to think like them. In this episode we discuss: What procurement are looking for from suppliers Why cold outreach never works Current challenges facing procurement The 7-step strategic sourcing process And a bonus workshop replay just for listeners, Procurement is Changing, Are You? After listening you'll gain a much better understanding of how procurement works and ideas on how to be a better partner to them. The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com. Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message

We joke all the time about meetings that could have been emails, but like all good humour, there's an element of truth. In this episode we ask the question, should we ban meetings? One company has done away with meetings, so it's possible. Instead of meetings, here's what they do instead: No meetings other than exceptional circumstances. For a meeting to go ahead, a detailed meeting agenda must be written 24 hours in advance, only two people can attend and they must last no longer than half an hour. No internal emails - everything must be discussed on a public slack channel. Company Wiki used for reference material and to store documents. Project management tools like Asana keep teams focused on the task at hand. We also discuss how to stop spending time with the wrong people, if beards make you more trustworthy and lots more. The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Resources: The KAM Club Newsletter. Sign up to never miss an episode. Episode show notes. Read the summary notes and get links to all the resources mentioned in the show. The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. --- Send in a voice message: https://anchor.fm/the-kam-club/message