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  • Behind Every Business Decision Is a Person—How Well Do You Know Them?

    Behind Every Business Decision Is a Person—How Well Do You Know Them?

    · The KAM Club Podcast

    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.

    💡 KEY INSIGHTS

    Personal goals like legacy, reputation, and work-life balance often drive business decisions more than spreadsheets ever willEmotional motivators—think trust, growth, inspiration—turn vendors into trusted advisorsIgnoring the human behind the job title? That’s where misalignment creeps in

    ✅ ACTION STEPS

    Ask better questions: “What legacy do you want to leave in this role?”Adjust your style to their lifestyle—respect their time, values, and bandwidthCelebrate their wins outside of work: promotions, marathons, charity drivesAnchor your solutions to what matters to them, not just the bottom lineUse Bain’s B2B Elements of Value to spot hidden motivators in plain sight

    ⚠️ COMMON PITFALLS

    Getting too personal, too fast—ease into itIgnoring goals that conflict with company strategy (don’t be an accomplice)Assuming every client wants a strictly professional relationshipMissing the signs: stress, hesitation, or silent resistance could be personal

    🎧 Listen now and start seeing your clients differently
    📝 Full notes & links: tkcpodcast.com/051

    🧠 Doing account management solo? Don’t.
    Come hang out with people who get it.

    The KAM Club is your go-to for tips, tools, and real talk about building next-level client relationships.

    Templates? Yep.

    Training? You bet.

    Coaching and smart strategy? All day.

    👉 Check out thekamclub.com and let’s level up—together.

  • Overpromising Is Killing Your Client Relationships – Here’s How to Stop

    Overpromising Is Killing Your Client Relationships – Here’s How to Stop

    · The KAM Club Podcast

    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.

    💡 Key Insights:

    Overpromising weakens client trust – Clients may start questioning your reliability, leading to increased scrutiny and skepticism.Existing clients expect consistency – A broken promise on delivery timelines, resources, or service levels can shake their confidence in your partnership.Under-sell, over-deliver wins every time – Setting realistic expectations and exceeding them builds lasting client loyalty.

    ✅ Action Steps:

    Audit your commitments – Review past promises and ensure you’re delivering on them consistently.Master expectation management – Clearly define what’s achievable and communicate potential risks upfront.Turn transparency into a competitive advantage – Proactively update clients about progress, challenges, and solutions.

    ⚠️ Common Pitfalls to Avoid:

    Overpromising to keep a client happy in the short term but damaging trust in the long run.Saying "yes" to unrealistic deadlines without checking resources.Avoiding difficult conversations about delays or setbacks.

    🎧 Ready to build trust that lasts? Listen now!
    📝 Show notes available at https://tkcpodcast.com/050

    The KAM Club – The #1 community for key account managers who want to grow their client relationships, revenue, and careers. Join us for exclusive insights, coaching, and resources.

    🌍 Learn more at www.thekamclub.com

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  • When 'I Don’t Know' Is Exactly What Your Client Needs to Hear

    When 'I Don’t Know' Is Exactly What Your Client Needs to Hear

    · The KAM Club Podcast

    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.

    💡 Key Insights:

    Authenticity builds stronger, more trusting client relationships.Bluffing erodes credibility—clients can sense when you’re not being real.Embracing vulnerability reduces burnout and fosters collaboration.Strategic transparency strengthens partnerships without oversharing.Co-learning with clients leads to deeper insights and better solutions.

    ✅ Action Steps:

    Next time you don’t have an answer, say: “That’s a great question—I’ll dig deeper and get back to you.”Reflect on assumptions by journaling post-meeting—spot your blind spots.Frame client conversations as collaborations: “Here’s what I’m seeing—what’s your perspective?”Practice mindful vulnerability—share challenges only when constructive.Test co-learning strategies with trusted clients to build deeper connections.

    ⚠️ Common Pitfalls:

    Bluffing to look competent—it backfires and damages trust.Oversharing problems—transparency doesn’t mean airing all your dirty laundry.Assuming you know client needs—this limits real solutions.Burning out by aiming for perfection—being real is more sustainable.Turning client calls into venting sessions—keep it professional and purposeful.

    🎧 Ready to dive in? Listen now!
    📝 Show notes available at https://tkcpodcast.com/049

    💡 Join The KAM Club – Coaching, templates, and a community built for key account managers → thekamclub.com

  • From ‘Maybe’ to ‘Yes!’: How to Lock in More Customer Renewals

    From ‘Maybe’ to ‘Yes!’: How to Lock in More Customer Renewals

    · The KAM Club Podcast

    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.

    💡 Key Insights:

    Initiate renewals early – Waiting until the last minute puts you at a disadvantage. Aim to start 3-6 months in advance.Shift the focus from the contract to value – Ask open-ended questions about the client’s evolving needs instead of just discussing paperwork.Strategic objectives matter – Use renewals as a chance to explore multi-year deals, price adjustments, or becoming a preferred partner.Demonstrate your value consistently – Don’t assume clients remember all your contributions; highlight them regularly.Prepare for objections – Understand decision-makers, resistance to change, and pricing concerns before they arise.

    ✅ Action Steps:

    Schedule renewal conversations early – Proactively initiate discussions well before contracts end.Frame the conversation around client goals – Ask about their business priorities rather than just focusing on the renewal itself.Prepare a clear renewal strategy – Decide whether you're aiming for a price adjustment, multi-year deal, or deeper partnership.
    Use real data to showcase your impact – Highlight cost savings, efficiency gains, or other measurable value you've delivered.Align internally – Ensure your team is on the same page to prevent mixed messaging or last-minute surprises.

    ⚠️ Common Pitfalls:

    Waiting too long to start the conversation – Clients may have already decided without you.Focusing only on the contract – Instead, connect renewals to their broader business goals.Ignoring decision-makers – Ensure you know who has final approval and tailor messaging accordingly.Failing to justify price increases – Frame adjustments around enhanced value, not just rising costs.Overlooking customer pain points – Address lingering issues before renewal discussions.

    🎧 Ready to dive in? Listen now!
    📝 Show notes & resources at https://tkcpodcast.com/048

    Read the Intercom 2025 Customer Service Transformation Report

  • Scared to Tell Your Client Some Bad News? Here’s What to Do

    Scared to Tell Your Client Some Bad News? Here’s What to Do

    · The KAM Club Podcast

    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.

    💡KEY INSIGHTS

    Why avoiding bad news makes things worse—clients value transparency. A five-step framework helps you deliver bad news with clarity and confidence. Top 10 tips to help you tackle difficult conversations.

    ✅ACTION STEPS:

    Prepare beforehand – Know the facts, anticipate the client’s reaction. Be honest and direct – Sugar-coating only creates confusion. Offer solutions – Always bring a plan to fix the issue. Listen and respond – Let clients vent without getting defensive. Follow up – Clients may rethink their response later—stay engaged.

    ⚠️COMMON PITFALLS

    Waiting too long– Bad news doesn’t get better with time. Over-explaining – Keep it concise; don’t overwhelm with details. Skipping solutions– Never deliver bad news without a plan. Getting defensive– Stay calm, listen, and acknowledge concerns. Failing to follow up– A client who “seems fine” may still be upset.

    🎧 Ready to tackle tough conversations with confidence? Listen now!

    📝 Full show notes available at https://tkcpodcast.com/047

  • From Blank Stares to Buy-In: How to Sell Your Ideas Like a Pro

    From Blank Stares to Buy-In: How to Sell Your Ideas Like a Pro

    · The KAM Club Podcast

    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.

    🔥 Why people don’t actually buy ideas—they buy solutions to their problems.
    💡 The 3Cs of persuasion: Clarity, Credibility, and Connection (aka your new secret weapons).
    🧠 Why asking the right questions is more powerful than talking.
    🎭 How to make your idea stick using storytelling (because data is great, but emotions win).

    ✅ Your Persuasion Playbook:

    Flip the script – Stop thinking about what you want. Start thinking about what they need. Keep it stupid simple – If you can’t explain it in one sentence, it’s too complicated. Back it up – People trust proof. Use stats, stories, or case studies. Make them feel something – Logic matters, but emotions seal the deal. Ask, don’t tell – Instead of, “We should do this,” try, “What would it mean for you if…?”

    ⚠️ Major Dealbreakers (Don’t Do This!):

    🚫 Making it all about you instead of your audience.
    🚫 Throwing too much info at people—hello, overwhelm!
    🚫 Forgetting to build trust—if they don’t believe you, they won’t believe your idea.
    🚫 Ignoring emotions—decisions are made with the heart first, logic second.
    🚫 Talking at people instead of drawing them in with questions.

    Show Notes at https://tkcpodcast.com/046

  • Are You Sabotaging Your KAM Career Without Realizing It?

    Are You Sabotaging Your KAM Career Without Realizing It?

    · The KAM Club Podcast

    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.

    💡 Key Insights:

    Self-sabotage isn’t about lack of ability—it’s often fear in disguise. Procrastination, perfectionism, and imposter syndrome are some of the biggest culprits. Overcommitting can look like productivity, but it actually prevents real progress.

    ✅ Action Steps:

    Identify when and how you’re getting in your own way. Reframe negative thoughts so fear doesn’t keep you stuck. Take small, consistent steps instead of waiting for the “perfect” time.

    ⚠️ Common Pitfalls:

    Believing “I work better under pressure” when it’s really fear-based procrastination. Striving for perfection instead of focusing on progress. Saying yes to everything and spreading yourself too thin.

    🎧 Let’s break the cycle together—listen now!

    📝 Show notes & resources: tkcpodcast.com/045

  • Why 2025 is the Year of Key Account Management—and How to Win Big

    Why 2025 is the Year of Key Account Management—and How to Win Big

    · The KAM Club Podcast

    🎙️ Could This Be The Strategy That Defines Your Business Success in 2025?

    What if there was a single strategy so powerful that it could revolutionize your business and secure your competitive edge this year? In this episode, we unpack the transformative potential of Key Account Management (KAM)—a strategy proven to boost market share, profitability, and long-term growth. Ready to level up your business? Let’s dive in.

    💡 Why Key Account Management Is a Must in 2025

    A recent 2025 study from Industrial Marketing Management reveals a game-changing insight: companies with well-executed KAM programs consistently outperform their competitors in both profitability and market share. The message is clear—KAM isn’t just a strategy; it’s a necessity.

    ✨ The 3 Pillars of KAM Success

    Customer Orientation: Get inside your clients’ heads—understand their goals, pain points, and challenges better than anyone else. Top Management Support: Leadership alignment ensures your KAM program has the focus, resources, and authority it needs to thrive. Inter-Functional Collaboration: Great account managers act as facilitators, connecting the dots between teams to deliver seamless value to clients.

    ✅ Action Steps to Get Started

    Audit Your Key Accounts: Evaluate your current accounts and tools to identify gaps and opportunities. Build Cross-Functional Synergy: Host regular meetings to align your teams on KAM priorities. Adopt AI-Driven Tools: Enhance your program with AI-powered insights to better anticipate client needs and improve agility.

    ⚠️ Common Pitfalls to Avoid

    Overcomplicating processes with excessive formalization. Adopting too many tools without a clear strategy. Failing to align with clients’ growing focus on sustainability and long-term impact.

    Whether you're building a KAM program from scratch or refining an existing one, this episode is packed with practical advice to help you grow and future-proof your business.

    🎧 Ready to transform your business? Click play now and start unlocking the full potential of Key Account Management in 2025!

    📝 Show notes available at tkcpodcast.com/044

  • Client Expectations Gone Wild? How to Tame the Beast

    Client Expectations Gone Wild? How to Tame the Beast

    · The KAM Club Podcast

    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

  • How to Stand Up For Yourself at Work (Without Burning Bridges)

    How to Stand Up For Yourself at Work (Without Burning Bridges)

    · The KAM Club Podcast

    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:

    🧭 Uncover Your Personal North StarLearn how to align your core values with client goals for supercharged decision-making. 💪 Confidence Boosters for KAMsDiscover practical techniques to amplify your voice in high-stakes client meetings and internal negotiations. 🛑 The Art of Setting BoundariesMaster the delicate balance of saying 'no' to unreasonable demands while strengthening client partnerships.

    But wait, there's more! Warwick dives into real-world KAM scenarios where self-advocacy makes all the difference, including:

    Handling unrealistic client deadlines Dealing with internal micromanagement Getting recognized for growing key accounts Maintaining work-life balance in a high-pressure role

    WARNING: Side effects may include increased client satisfaction, improved account growth, and accelerated career progression in key account management.

    Don't let another day pass feeling undervalued. Your future as a top-performing KAM is calling - will you answer?

    Tune in now and transform how you show up for your clients and your career. Your KAM revolution starts here!

    P.S. ⁠Exclusive offer for listeners⁠: Get personalized coaching in The KAM Club's open office hours!

    RESOURCES

    ⁠Show notes⁠ available at htttps://tkcpodcast.com/042 ⁠The Introvert’s Edge to Networking⁠ available at https://amzn.to/3B6qnPW ⁠The KAM Club⁠ learn more at https://www.thekamclub.com ⁠The KAM Coach⁠ on YouTube watch at https://youtube.com/@kamcoach
  • Account Manager SOS: Your Action Plan for Handling 100+ Accounts

    Account Manager SOS: Your Action Plan for Handling 100+ Accounts

    · The KAM Club Podcast

    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.
  • Key Account Handover: Dealing with a Founder Who Won't Let Go

    Key Account Handover: Dealing with a Founder Who Won't Let Go

    · The KAM Club Podcast

    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
  • Trust-Building from a Distance: Simplified CRM Strategies for Key Account Managers

    Trust-Building from a Distance: Simplified CRM Strategies for Key Account Managers

    · The KAM Club Podcast

    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
  • Survival Guide for New Key Account Managers

    Survival Guide for New Key Account Managers

    · The KAM Club Podcast

    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

  • Busting the 5 Biggest Myths of Key Account Management

    Busting the 5 Biggest Myths of Key Account Management

    · The KAM Club Podcast

    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

  • The Power Duo: How KAM and CSM Work Together to Drive Customer Value

    The Power Duo: How KAM and CSM Work Together to Drive Customer Value

    · The KAM Club Podcast

    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.

  • The KAM Chameleon: How to Shift Strategies & Succeed Anywhere

    The KAM Chameleon: How to Shift Strategies & Succeed Anywhere

    · The KAM Club Podcast

    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.
  • Are You Cut Out to be a Key Account Manager?

    Are You Cut Out to be a Key Account Manager?

    · The KAM Club Podcast

    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.
  • Key Account Management vs Sales: Spot the Difference

    Key Account Management vs Sales: Spot the Difference

    · The KAM Club Podcast

    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!

    🕑 Timestamps:

    [00:00] Introduction: Unlocking the truth [01:08] Acquisition vs retention: The first distinction [01:34] Large customer base vs small customer base: Exploring the customer landscape [01:46] Individual deals vs overall relationship: A closer look at the focus [02:13] Long term vs short term objectives: Goals that shape the approach [02:39] Complexity of the sales cycles: Understanding the sales journey [03:23] Internal collaboration needs: The power of teamwork [04:10] Approach to customer advocacy: Elevating the customer experience [05:03] Different contribution to revenue: Key account management's impact [05:58] Customer value orientation: Going beyond transactions [06:53] About Apollo: Our sponsor's message [08:18] Similarities between Sales and KAM: Where they converge [08:26] Relationship building: Building bridges with customers [09:00] Revenue generation: Driving business growth [09:25] Customer focus: Putting the customer first [09:52] Communication skills: Art of effective persuasion [10:11] Results orientation: Measuring success [10:54] Summary: Bridging the gap

    Don't miss out on this eye-opening episode that will transform your understanding of sales and key account management. Hit that subscribe button to stay tuned and elevate your skills! 🚀

    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

    ⁠Apollo.io. Search, engage and convert over 250 million contacts at over 60 million companies with Apollo's sales intelligence and engagement platform. Sign up for free. How Key Account Managers Can Overcome Internal Conflict. An episode from The KAM Club archives all about how key account managers can get the help the need from internal teams and what to do when conflict happens.
  • From Meh to Motivated: How to Find Passion for What You Sell

    From Meh to Motivated: How to Find Passion for What You Sell

    · The KAM Club Podcast

    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?"⁠⁠
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