The KAM Club Podcast - Real Talk for Key Account Managers
The KAM Club Podcast offers practical, no-nonsense advice for key account managers. Host Warwick Brown draws on 25 years of experience to address common challenges such as difficult clients, internal politics, and revenue pressure. Each short episode focuses on actionable strategies to grow client revenue, reduce churn, and advance a KAM career. It is aimed at professionals who want direct guidance without fluff.
Episodes
Personal Branding Mistakes That Could Quietly Kill Your Career
Building a personal brand on LinkedIn can easily become a career killer when your clients are in your network and your boss is watching your follower count.You type out a really good post, hover over publish, and then delete the whole thing because you cannot deal with the political fallout at work. Repost company brochures all day and you look like a corporate robot, but share your own voice and
When You Hate the Product but Have to Sell It Anyway
Have you ever sat in a meeting with a client complaining about your product and thought, "I don't blame you. I hate it too"? You're not alone and it might be the most important thing you never say out loud.That gap between what you say about your product and what you privately believe doesn't stay quiet for long. Clients feel it in your hesitation, your over-explaining, your enthusiasm that doesn'
The Complacency Trap: When Good Clients Quietly Go Bad
Renewals roll in on time. Clients act like they're supposed to. No one's complaining. You probably think you're crushing it, right? Maybe.It could also mean you've stopped looking closely enough to notice things are changing... and not for the better.Every account manager is taught the same thing: build the relationship, get embedded, and clients stick around for good. But research
Unseen: The Issues Too Small to Mention and Too Many to Ignore
Your client is keeping score. They don't even know they're doing it. But every slow reply, every missed deadline, every fix that didn't quite solve the problem, every thing they let slide without saying anything - it's all in there. And you have no idea what the tally looks like.None of it felt serious at the time. That's the problem. Because it was serious - it was just quiet.
Unseen: The 4 Hassles Killing Your Client Relationships (And You Don't Even Realise)
You're good at your job — and that might be the problem. Without realising it, you could be flooding your clients with emails they don't need, decisions they shouldn't have to make, and more people to deal with than they bargained for.They're not angry. They're just tired. This episode breaks down exactly where KAMs create invisible drag — and how to audit your own habits befor
Unseen: The Conversation You're Not Having (And What It's Costing You)
The conversation you keep putting off at work is costing you more than you think — in margin, trust, time, and self-respect.There's always one: the pricing talk pushed to next quarter, the service issue you're hoping blows over, the colleague whose delays have become your problem. This episode breaks down why we avoid hard conversations, what it silently costs us, and how to have them anyw
Are You the Only One Who Cares About the Customer?
You're accountable for the customer relationship, but you control almost none of the resources that deliver it. That gap is where key account managers go to die.Chasing, begging, negotiating favours with colleagues just so you can do your job. It's not incompetence, it's the system. This episode explains what's actually going on and gives you practical ways to build influence without authority — a
It's OK to Ignore Your Clients. Here's Why.
Neglecting accounts is inevitable. The question is whether you're doing it on purpose.Most portfolios run on autopilot — reactive, loud-first, comfortable-first. This episode gives you a practical framework to manage active, maintenance, and dormant accounts with intention, not accident.Transcript + Episode Copilot: Read the full transcript and chat with an AI trained on this episode (apply it
Your Pipeline Is Mostly Fiction (And You Know It)
If you dread your pipeline review, it's probably because you know what's really in there. Duds. Deals you've been carrying for quarters, numbers you've inflated, dates you've pushed...all because the pipeline has to look full, even when you and your boss both know it isn't.It's not laziness and it's not a bad quarter. It's a pipeline built for appearances, not o
Your Best Accounts Are About to Leave You — Here's Why
The client about to leave you isn't the difficult one. It's the one you haven't worried about in years. That's a problem.Three traps drive most of these losses: your excellence gets taken for granted, your achievements are forgotten, and your proposals are generic when they should be the most compelling document in the room. Each one is fixable — if you start early enough.Transcrip
Why the Account Plans You Work Hardest On Go Nowhere (We Can Change That)
Be honest: when did your account plan last help you decide something? Here's why all that hard work building it was a waste of time (and how to stop that happening).You spent two days on it. You presented it. They nodded. And then nothing. This episode breaks down the five ways account plans fail — and introduces the Five Fingerprints method: a simple approach that builds a plan your client actual
Let Me Think About It (And Other Lies Clients Tell)
"Let me think about it” is the most common stall in B2B sales. Here’s what it really means—and how to move clients from delay to decision.You send the proposal, the meeting goes well, and then… silence. “Let me think about it” turns into next week, then next month. This episode shows you how to diagnose what’s really blocking the decision and move it forward without pressure.Transcript + Epis
Is it Me or is it The Job? What to Do Before You Rage Quit
It's Monday morning and you're back to hating your job. You're not burned out. You're not failing. You're just... done. Or at least you think you are.Before you polish up that LinkedIn profile, let's figure out if it's time to fall back in love with your role—or finally walk away.HIGHLIGHTS(0:00) That Sinking Feeling: Why "Is that all there is?" hits so hard w
10 Books Every Key Account Manager Should Read in 2026
It's mid-January. Be honest... how are the resolutions going? Here's a better idea: forget the 5 AM wake-ups and juice cleanses. Instead, invest in something that actually compounds...Knowledge. These 10 books will transform how you manage accounts, navigate tough conversations, and think strategically in 2026. From mastering the art of influence to speaking the language of CFOs, this is y
What to Do Right Now So January Doesn't Destroy You
Let's be honest. Every December, we tell ourselves the same story: "I'll use the holidays to get ahead, and January will be different." Then January rolls around, and we're exactly where we started, only now with added pressure and regret.Sound familiar? Join us as we break this cycle with a smarter approach that requires just one or two days of focused work. No marathon sess
Your Main Contact Leaves. Now What—Does Your Account Leave Too?
The stronger your relationship with one champion, the more vulnerable your account becomes. Intimacy creates dependency. Dependency creates risk. And most of us don't realize we're building a time bomb until it explodes. When your champion leaves—and they will—you'll either have a succession-proof account strategy or you'll be starting from zero with someone who's never heard o
Not Your Mess, But Your Problem: The Account Handover Rescue Mission
Inheriting a chaotic account feels like being handed a sinking ship—you didn’t cause the leaks, but everyone expects YOU to bail it out. This isn’t about fixing someone else’s mistakes; it’s about launching a strategic rescue mission to transform disaster zones into loyal, high-growth partnerships.Join us as we deploy a field-tested playbook to triage relationships, uncover hidden landmines, and t
When Your Boss Just Doesn't Get It (And How to Fix That)
Picture this: You just saved a million-dollar client from churning. Crisis averted, relationship stronger than ever. Your boss's response? "Great, so they're renewing early, right?"And there it is—that gut punch moment. Three months of relationship-building, crisis-prevention, and strategic brilliance reduced to a simple transaction. If you want to scream right now, you're no
QBRs That Don't Suck: Your Business Review Rescue Plan
What if your quarterly reviews became the meetings clients actually look forward to? The secret isn’t more slides—it’s flipping the script from backward-looking reports to future-building conversations.James Ward from Clientshare reveals a 3-step rescue plan to transform QBRs from time-wasters into revenue-driving, trust-building power sessions. Discover how top performers use ruthless focus, one-
Your Business Reviews Suck (And Your Customers Know It)
Why do 80% of buyers feel suppliers drop the ball in business reviews? If your QBRs feel like stale, data-dumping exercises that clients dodge or dismiss, you’re not alone—and the fallout is costing you trust and revenue. Join James Ward (QBR innovator and Clientshare founder) as we dissect why decades-old review formats fail modern partnerships, how "insight starvation" leaves clients h
Sales Skills Are Transferable—9 Growth Industries in 2025 (And How to Break In)
Feeling stuck in your career or eyeing a fresh start? That nagging sense that "it’s time for something new" isn’t just restlessness—it’s intuition pointing toward booming opportunities. Forget starting from scratch; your key account management superpowers (strategic thinking, relationship-building, problem-solving) are golden tickets into 9 explosive industries. From AI-driven tech to gr
Stop Solving Problems So Fast! (And What to Do Instead)
That moment when you leap into solution mode—only to be met with blank stares or defensiveness—is more than awkward; it’s the "expert trap" in action. If you’ve ever shortcut a client conversation because "you’ve seen it all before," only to realize you missed the heart of their struggle, you’re not alone. True expertise isn’t about having all the answers—it’s about asking the
Stop the Discount Spiral: A Better Way to Win Renewals
That sinking feeling when a client demands a discount at renewal time—sound familiar? You know your solution delivers real value, yet the pressure to slash prices threatens your margins and undermines everything you’ve built. What if you could flip the script? Instead of caving, learn how to anchor price increases in undeniable value, turn negotiations into partnership-strengthening conversations,
Is It Time to Step Up? Signs You're Ready to Become the Boss
That nagging feeling you can’t shake—what if your next career leap isn’t up the ladder, but into leadership? If you’re crushing targets as a key account manager yet wondering whether leading a team aligns with who you are (or who you want to become), you’re not alone. Maybe you’ve heard whispers about your ‘management potential’ but secretly worry you’ll trade hands-on impact for endless meetings,
Are You Treating Your Clients Like ATMs Instead of Humans?
What if the secret to unlocking deeper client loyalty isn't in your product specs—but in your client's personal dreams?Behind every business decision sits a human with untold ambitions, fears, and passions. Discover how shifting focus from spreadsheets to personal drivers transforms transactional relationships into unbreakable partnerships—and why ignoring these hidden motivators could cos
Overpromising Is Killing Your Client Relationships – Here’s How to Stop
What if saying "yes" to every client request is secretly sabotaging your most important relationships?We’ve all felt the pressure to promise the moon to win business, but overpromising erodes trust and burns bridges. Discover how swapping grand guarantees for radical realism builds unshakeable credibility, turns "no" into a strategic superpower, and transforms strained partners
When 'I Don’t Know' Is Exactly What Your Client Needs to Hear
What if your most powerful phrase as an account manager isn't "I have the solution" – but "I don't know"?Many of us feel exhausted by the pressure to be perfect, but here's why embracing strategic vulnerability changes everything. Discover how admitting uncertainty builds deeper trust, sparks collaborative problem-solving, and turns "I'll find out" into your ultimate credibility booster with clien
From ‘Maybe’ to ‘Yes!’: How to Lock in More Customer Renewals
Renewals aren’t just paperwork—they’re your golden ticket to transform vendor relationships into strategic partnerships. Stop dreading the "money talk" and start leveraging renewals to deepen trust, align with evolving goals, and unlock growth. Discover why timing trumps tactics, how to reframe price hikes as value accelerators, and why your client’s silence isn’t consent.Highlights(Key insights w
Scared to Tell Your Client Some Bad News? Here’s What to Do
Bad news doesn’t have to break trust—it can build it. Discover how to transform dreaded client conversations into relationship-strengthening moments with a battle-tested 5-step framework.From ripping off the band-aid (without bleeding out) to turning venting sessions into loyalty builders, learn why your response matters more than the mistake itself.Highlights(Key insights with timestamps)(0:00) T
From Blank Stares to Buy-In: How to Sell Your Ideas Like a Pro
Ever pitched a "perfect" idea only to face blank stares? The secret to winning buy-in isn’t in your data deck—it’s in flipping the script to focus on their needs.Discover the 3 Cs framework (Clarity, Credibility, Connection), master the art of strategic questioning, and learn why stories beat spreadsheets every time. Stop talking features—start solving problems.Highlights(Key insights wi
Are You Sabotaging Your KAM Career Without Realizing It?
Why do smart, capable key account managers stall their own success? Self-sabotage—those sneaky habits like procrastination, perfectionism, and fear—might be silently derailing your growth. In this raw, personal episode, we expose the hidden patterns holding you back (yes, I’ve been there too), share eye-opening "aha" moments from a life-changing book, and give you a battle-tested 5-step
Why 2025 is the Year of Key Account Management—and How to Win Big
What if one strategy could make or break your business in 2025? Spoiler: It’s Key Account Management (KAM). Forget chasing new leads—2025 is all about deepening partnerships. Discover why companies with strong KAM programs are crushing market share and profitability, how to dodge common pitfalls like bureaucracy and tech overload, and why AI and sustainability are your secret weapons. Ready to tra
Client Expectations Gone Wild? How to Tame the Beast
Is your client demanding platinum service for brass-tier pricing? Do they expect midnight emails, personal favors, or free consulting—while treating your contract like a suggestion box? You’re not imagining it: scope creep, boundary violations, and "urgent-everything" are silently burning you out and eroding partnership trust. Join Warwick Brown as he exposes the 8 red flags of client ex
How to Stand Up For Yourself at Work (Without Burning Bridges)
Tired of saying "yes" to extra work, unrealistic deadlines, and blame that isn’t yours—just to keep the peace? You’re not alone. Discover how to swap people-pleasing for empowered self-advocacy with battle-tested scripts, confidence boosters, and a no-bullshit blueprint for setting boundaries.Learn why your values are your secret weapon, how to turn "pushover" into "respec
Account Manager SOS: Your Action Plan for Handling 100+ Accounts
Drowning in client demands? Discover how to transform chaos into control with battle-tested strategies for managing massive portfolios. Learn to ruthlessly prioritize accounts, automate communications with AI, set unshakeable boundaries, and carve out space for proactive growth—even with 100+ clients.Highlights(Key strategies with timestamps)(0:00) Prioritization Revolution: Why treating all accou
Key Account Handover: Dealing with a Founder Who Won't Let Go
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
Trust-Building from a Distance: Simplified CRM Strategies for Key Account Managers
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
Survival Guide for New Key Account Managers
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
Busting the 5 Biggest Myths of Key Account Management
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.
The Power Duo: How KAM and CSM Work Together to Drive Customer Value
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
The KAM Chameleon: How to Shift Strategies & Succeed Anywhere
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 cust
Are You Cut Out to be a Key Account Manager?
That voice whispering "Am I good enough?" lives in every account manager's head. What if your quiet nature, gaps in strategy skills, or dislike for corporate games aren't weaknesses—but hidden superpowers?Discover why introverts often build stronger client bonds than loud networkers, how "not knowing" beats "knowing it all," and why your unique mix of traits m
Key Account Management vs Sales: Spot the Difference
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 an
From Meh to Motivated: How to Find Passion for What You Sell
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 reigni
10 Key Account Management Mistakes You Don't Know You're Making
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 ski
15 Reasons It's Great to Be a Key Account Manager
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.
Can't Keep Up? 15 Ways to Simplify Your Work
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 recl
13 Things Your Client Won't Tell You
Ever feel like your clients are holding back? You’re not alone. Today, we uncover the unspoken truths lurking beneath client relationships—from hidden budgets to internal conflicts and future opportunities they won’t reveal. Discover how to decode silence, ask smarter questions, and position yourself as a trusted partner. Join us as we peel back the curtain on what clients really keep quiet about—
Life After Key Account Management? What Happens Next?
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. Loo
10 Steps to Win Over Your Client's New Procurement Team
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 Cl
Are You Letting Your Clients Slip Away? 12 Tips to Keep in Touch.
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
How To Disagree With Your Client
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 righ
4 Words You Need To Say To Your Clients Right Now
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 rais
14,858 Unread Emails. How to Tame Your Inbox.
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,
Playing Favorites. Every Key Account Manager Does and Why You Should Stop
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:
📍You neglect your other clients.
📍You over-service (bend the rules)
📍You say too much.
📍Difficult conve
6 Ways to Turn Around a Client That Doesn't Like You
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 tu
5 Times You Shouldn't Apologize to Your Client
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
Why Smart Key Account Managers Build a Personal Brand
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
How to Stand Out From the Competition (When Everyone's The Same)
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 f
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.
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 &
How to Win Deals with One Simple Negotiation Strategy
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 bargai
Here's How to Keep Clients Interested in Your Sales Proposal
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 st
The Best Way to Follow Up With Clients (Without Being a Pest)
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 matte
25 Problems That Stop Key Account Managers From Doing Their Job
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
Liste
Why Aren't You Winning More Business? The Real Reasons You're Losing Sales
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 relat
The Importance of Co-Creating Value with Every Strategic Customer
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 customer
The Easy Way to Prepare for a Successful Sales Negotiation
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 dealin
Top 10 Ways Key Account Managers Can Avoid Overwhelm at Work
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
How to Write Emails Your Clients Will Actually Read
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 se
How Key Account Managers Can Overcome Internal Conflict
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, developin
Is It Actually as Easy to Sell to Existing Customers as They Say?
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 checkl
Tips for Selling to Procurement
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 C
Is it Time to Ban Meetings?
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
The Business of Expertise
Sick of Clients Ignoring Your Advice? Here's How to Get Them Listening.
We've all been there. You make thoughtful recommendations to help your client get the most out of your solution. But they ignore you and instead spend big bucks bringing in outside consultants who just regurgitate what you already said!
Discover how to turn basic information into valuable insights your clients can'
