The KAM Club Podcast (Warwick Brown)
Explorez tous les épisodes de The KAM Club Podcast
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| 17 Aug 2022 | How to Win Deals with One Simple Negotiation Strategy | 00:09:14 | |
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
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| 10 Aug 2022 | Here's How to Keep Clients Interested in Your Sales Proposal | 00:10:07 | |
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:
LINKS MENTIONED
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.
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| 10 May 2022 | The Business of Expertise | 00:12:31 | |
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't ignore. Learn how to structure strategic conversations that make executives sit up and take notice. Key Topics Covered
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 a successful career in key account management.
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| 08 Jun 2023 | Key Account Management vs Sales: Spot the Difference | 00:11:43 | |
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:
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
In this episode
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| 04 May 2023 | 13 Things Your Client Won't Tell You | 00:20:35 | |
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:
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| 05 Mar 2025 | Overpromising Is Killing Your Client Relationships – Here’s How to Stop | 00:12:06 | |
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:
✅ Action Steps:
⚠️ Common Pitfalls to Avoid:
🎧 Ready to build trust that lasts? Listen now! 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 | |||
| 24 May 2023 | 10 Key Account Management Mistakes You Don't Know You're Making | 00:13:21 | |
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.
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.
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| 11 May 2022 | Tips for Selling to Procurement | 00:11:27 | |
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:
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.
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| 28 Sep 2022 | Playing Favorites. Every Key Account Manager Does and Why You Should Stop | 00:12:04 | |
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. Remember, with clients you should be friendly, not friends. LINKS MENTIONED RESOURCES
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| 13 Jul 2022 | Why Aren't You Winning More Business? The Real Reasons You're Losing Sales | 00:11:35 | |
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
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.
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| 12 Oct 2022 | 4 Words You Need To Say To Your Clients Right Now | 00:06:13 | |
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. 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
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| 22 Jul 2022 | 25 Problems That Stop Key Account Managers From Doing Their Job | 00:22:56 | |
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:
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| 19 Feb 2025 | From ‘Maybe’ to ‘Yes!’: How to Lock in More Customer Renewals | 00:15:04 | |
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:
✅ Action Steps:
⚠️ Common Pitfalls:
🎧 Ready to dive in? Listen now! Read the Intercom 2025 Customer Service Transformation Report | |||
| 03 Aug 2022 | The Best Way to Follow Up With Clients (Without Being a Pest) | 00:12:46 | |
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:
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.
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| 19 Sep 2024 | Client Expectations Gone Wild? How to Tame the Beast | 00:12:53 | |
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:
Key Takeaways:
Resources Mentioned:
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 | |||
| 30 Nov 2022 | Life After Key Account Management? What Happens Next? | 00:16:51 | |
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:
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| 22 Apr 2025 | Is It Time to Step Up? Signs You're Ready to Become the Boss | 00:11:30 | |
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. 💡 Key Insights:
✅ Action Steps:
⚠️ Common Pitfalls:
🎧 Ready to dive in? Listen now!📝 Show notes available at https://tkcpodcast.com/052🚀 Want to know if you’re truly ready for leadership? | |||
| 24 Aug 2022 | 16 Essential Chrome Extensions to Really Improve Your Workflow | 00:20:51 | |
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).
Click here to get 30% off Keeper Password Manager RESOURCES
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| 31 Jan 2024 | The KAM Chameleon: How to Shift Strategies & Succeed Anywhere | 00:14:32 | |
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:
Resources:
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| 01 Jun 2023 | From Meh to Motivated: How to Find Passion for What You Sell | 00:17:25 | |
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:
Tune in now to reignite your passion and unlock your full sales potential! Show notes and transcript at https://tkcpodcast.com/031 LINKS MENTIONED
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| 11 May 2022 | Is it Time to Ban Meetings? | 00:10:14 | |
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:
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:
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| 11 Sep 2024 | How to Stand Up For Yourself at Work (Without Burning Bridges) | 00:15:34 | |
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:
But wait, there's more! Warwick dives into real-world KAM scenarios where self-advocacy makes all the difference, including:
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
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| 08 Jun 2022 | How Key Account Managers Can Overcome Internal Conflict | 00:14:27 | |
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:
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.
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| 08 Feb 2024 | The Power Duo: How KAM and CSM Work Together to Drive Customer Value | 00:13:26 | |
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. | |||
| 15 Feb 2024 | Busting the 5 Biggest Myths of Key Account Management | 00:13:11 | |
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
Resources & Links:
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 | |||
| 23 Nov 2022 | 10 Steps to Win Over Your Client's New Procurement Team | 00:11:17 | |
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.
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| 17 Apr 2024 | Trust-Building from a Distance: Simplified CRM Strategies for Key Account Managers | 00:25:24 | |
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:
RESOURCES:
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.
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| 07 Sep 2022 | Why Smart Key Account Managers Build a Personal Brand | 00:13:54 | |
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:
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| 31 Aug 2022 | How to Stand Out From the Competition (When Everyone's The Same) | 00:09:21 | |
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
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| 04 Feb 2025 | From Blank Stares to Buy-In: How to Sell Your Ideas Like a Pro | 00:09:06 | |
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. ✅ Your Persuasion Playbook:
⚠️ Major Dealbreakers (Don’t Do This!): 🚫 Making it all about you instead of your audience. Show Notes at https://tkcpodcast.com/046 | |||
| 29 Jun 2022 | The Easy Way to Prepare for a Successful Sales Negotiation | 00:16:03 | |
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:
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.
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| 25 Feb 2025 | When 'I Don’t Know' Is Exactly What Your Client Needs to Hear | 00:14:46 | |
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:
✅ Action Steps:
⚠️ Common Pitfalls:
🎧 Ready to dive in? Listen now! 💡 Join The KAM Club – Coaching, templates, and a community built for key account managers → thekamclub.com | |||
| 18 May 2023 | 15 Reasons It's Great to Be a Key Account Manager | 00:15:00 | |
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.
* 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
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| 15 Jun 2023 | Are You Cut Out to be a Key Account Manager? | 00:12:52 | |
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
In this episode
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| 06 Oct 2022 | 14,858 Unread Emails. How to Tame Your Inbox. | 00:14:19 | |
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
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| 22 Jun 2022 | Top 10 Ways Key Account Managers Can Avoid Overwhelm at Work | 00:25:05 | |
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.
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| 01 Jun 2022 | Is It Actually as Easy to Sell to Existing Customers as They Say? | 00:15:24 | |
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.
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.
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| 30 Jan 2025 | Are You Sabotaging Your KAM Career Without Realizing It? | 00:20:01 | |
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:
✅ Action Steps:
⚠️ Common Pitfalls:
🎧 Let’s break the cycle together—listen now! 📝 Show notes & resources: tkcpodcast.com/045 | |||
| 11 May 2023 | Can't Keep Up? 15 Ways to Simplify Your Work | 00:13:55 | |
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.
Check out the show notes, including links and complete transcript at https://tkcpodcast.com/028 RESOURCES The KAM Club
IN THIS EPISODE
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| 02 May 2024 | Key Account Handover: Dealing with a Founder Who Won't Let Go | 00:14:32 | |
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:
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.
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| 19 Oct 2022 | How To Disagree With Your Client | 00:08:57 | |
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
RESOURCES
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| 15 Jun 2022 | How to Write Emails Your Clients Will Actually Read | 00:15:36 | |
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.
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| 12 Feb 2025 | Scared to Tell Your Client Some Bad News? Here’s What to Do | 00:14:02 | |
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
✅ACTION STEPS:
⚠️COMMON PITFALLS
🎧 Ready to tackle tough conversations with confidence? Listen now! 📝 Full show notes available at https://tkcpodcast.com/047 | |||
| 29 Feb 2024 | Survival Guide for New Key Account Managers | 00:18:08 | |
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
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| 22 Jan 2025 | Why 2025 is the Year of Key Account Management—and How to Win Big | 00:14:51 | |
🎙️ 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
✅ Action Steps to Get Started
⚠️ Common Pitfalls to Avoid
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 | |||
| 16 Nov 2022 | Are You Letting Your Clients Slip Away? 12 Tips to Keep in Touch. | 00:20:11 | |
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.
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| 15 Sep 2022 | 5 Times You Shouldn't Apologize to Your Client | 00:13:40 | |
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.
LINKS MENTIONED
RESOURCES
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| 01 Apr 2025 | Guess What? Your Clients Are People Too! | 00:12:52 | |
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
✅ ACTION STEPS
⚠️ COMMON PITFALLS
🎧 Listen now and start seeing your clients differently 🧠 Doing account management solo? Don’t. 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. | |||
| 21 Sep 2022 | 6 Ways to Turn Around a Client That Doesn't Like You | 00:09:28 | |
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
RESOURCES
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| 06 Jul 2022 | The Importance of Co-Creating Value with Every Strategic Customer | 00:21:25 | |
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 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.
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| 16 Jul 2024 | Account Manager SOS: Your Action Plan for Handling 100+ Accounts | 00:21:14 | |
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.
Resources: Support the Podcast:
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