The KAM Club Podcast - Real Talk for Key Account Managers

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,...

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 c...

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...

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...

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-S...

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...

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 S...

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...

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...

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...

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...

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 rel...

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...

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...

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...

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...

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 st...

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...

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 Changin...

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...

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'...