Afleveringen
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Are you a key account manager eager to dive into managing your clients, but find yourself blocked by a founder who wonât 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 â thekamclub.comâ 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 â â â thekamclub.comâ â â 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 â â â accountminded.me â â â and follow us on Telegram at â â â t.me/thekamclub--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
Ever wonder how you can build trust with clients you rarely meet in person? This episode unveils simple CRM strategies that key account managers use to create strong, trustworthy relationships, even from afar. Tune in to learn how you can too!
KEY POINTS:
Emphasize Long-Term Thinking: Approach every client relationship with a long-term perspective, thinking of it as a decade-long partnership rather than focusing on immediate transactions.
Start Small to Build Trust: Begin relationships with small, manageable projects to build trust and credibility before moving on to larger deals.
Simplify CRM Use: Use a simplified CRM system that focuses on the essentialsâcontacts, notes, and remindersâto 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 clientâs 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/038ABOUT 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 â â thekamclub.comâ â 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 â â accountminded.me â â and follow us on Telegram at â â t.me/thekamclub--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
Zijn er afleveringen die ontbreken?
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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 â thekamclub.comâ 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 â accountminded.me â and follow us on Telegram at â t.me/thekamclub
--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
Unlock the mysteries of key account management (KAM)! This episode tackles 5 common misconceptions, revealing the realities and challenges KAMs face. Buckle up for insights and action steps to level up your game
Myth 1: KAM is all about maintaining relationships, not sales. Myth 2: Key account managers only handle a few clients. Myth 3: KAMs always side with the client, avoiding conflict. Myth 4: KAMs are isolated from the rest of the organisation. Myth 5: The role of key account management is becoming obsolete with AI and automation.Resources & Links:
Day in the Life of a Key Account Manager Video: youtu.be/g973DKj49JA What is Key Account Management Video: youtu.be/elFa2kcaQ_s The KAM Club: thekamclub.com Episode Show notes. tkcpodcast.com/036About The KAM Club:The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management.
Join the Community: Visit thekamclub.com for exclusive content, training, and one-to-one coaching.
Subscribe: Don't miss out on future insights. Subscribe to The KAM Club podcast now.
Feedback: Loved this episode? Leave us a review and let us know your thoughts!
Stay in Touch: Subscribe to Account Minded newsletter at accountminded.me and follow us on Telegram at t.me/thekamclub
--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
Stop the turf war! Key Account Managers and Customer Success Managers aren't rivals; they're a power duo. Discover how their unique skills combine to drive unbeatable customer value. Tune in and unlock the secrets to their success.
KEY POINTS:
Distinct Yet Interconnected: Explore the essential differences and mutual goals of KAM and CS roles.
Revenue Growth vs. Value Delivery: How KAM's strategic partnerships contrast with CS's focus on maximizing product usage.
Bridging the Gap: Strategies for fostering better collaboration between KAM and CS teams.
The Debate on Customer Retention: Analyzing each role's contribution to customer loyalty and business expansion.
Towards Unified Success: Practical steps for integrating the efforts of KAM and CS for holistic customer success.
RESOURCES:
For more details and resources, visit the show notes at https://tkcpodcast.com/035
Interested in sponsoring the show? Get your message in front of a highly targeted and engaged audience. Learn more at https://tkcpodcast.com/sponsor
Stay tuned for more episodes that explore the intricacies of account management and how to excel in customer-centric roles within the tech industry.
--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
Ever wonder if your key account management skills could unlock doors in any industry? Dive into this episode as discuss transferrable skill across sectors, revealing tailored strategies for success no matter where you're at.
In This Episode:
The Nuances of Key Account Management: Discover whether key account management skills are universally applicable across different industries or if customization is needed.
The Core Similarities and Differences: Understand how key account management stays consistent yet demands adaptability in strategy across various sectors.
Industry-specific Strategies: Learn about the unique approaches required in SaaS, manufacturing, and pharmaceuticals.
SaaS Focus: Insights on the importance of upselling and the need for agility. Manufacturing Emphasis: How CAMs ensure efficiency and reliability. Pharmaceutical Sector: The critical role of regulatory compliance and clinical knowledge.Adapting to a New Industry: Tips for key account managers moving into unfamiliar industry territories.
Exclusive Insights for Success:
Industry Research: The cornerstone of effective strategy. Customisation and Continuous Learning: Essential for staying relevant. Networking and Flexibility: Building connections and being adaptable.Resource Highlight: Grab your free copy of the 21-page Complete Account Managerâs Guide to Client Research, offering resources and checklists.
Resources:
Visit our website tkcpodcast.com/034 for show notes and downloads. Grab your copy of the Complete Account Manager's Guide to Client Research to level up your industry insight. Subscribe to stay updated with the latest tips, tricks, and trends key account managers need to know. Join the ranks of elite key account managers. The KAM Club provides exclusive training and peer support to unlock your potential and accelerate your career as an exceptional key account manager. Everything you need to excel is waiting inside.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
Ever wondered if you're cut out to be a key account manager? In this episode, we dive deep into the qualities that make a good key account manager and reveal how you can unlock your potential in this dynamic role. Join us as we explore the essential skills, strategies, and mindset that set exceptional account managers apart.
Show notes at â 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
â Sponsor The KAM Club podcastâ . 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. â Subscribe to One Step Aheadâ . 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. â Suggest a topicâ . Do you have a suggestion for a topic you'd like me to cover in a future episode of The KAM Club podcast? â Fill out this brief formâ and you never know, your idea might feature on an upcoming show. â â The KAM Club on Telegramâ â . Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. â The KAM Club Storeâ . Pick up some cute merch for the professional on the way up, including mugs, t-shirts and more.In this episode
Key Account Management Career Development Plan. A free Trello project plan to help you acquire the skills needed to be a successful key account manager. 20 Free Courses for Key Account Managers to Boost Your Skills Now. To grow client revenue and retention, key account managers need a variety of skills. Find out what they are and how to learn them with 20 free courses for key account managers.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
Key Account Management vs Sales: Different roles or two sides of the same coin? In this episode we take a provocative look at what sets sales and key account management apart. And the surprising similarities that unite them. Get ready to unravel the mysteries of sales and key account management, and learn the answer to the age-old question, "What is the difference between key account management and sales?"
Show notes at https://tkcpodcast.com/032
WHAT YOU'LL LEARN
Join us as we dive into the captivating world of sales and key account management. Discover the surprising similarities and differences that set them apart. From customer acquisition to customer retention, individual deals to overall relationships, and short-term objectives to long-term growth, we'll explore it all!
đ 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 gapDon'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! đ
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. â The KAM Club on Telegramâ . 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
â 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.
--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
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 visionTune 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?"â â --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
We're delving into the world of key account management and uncovering the top 10 common mistakes that can hinder your success as a KAM. Whether you're a seasoned professional or just starting out, this episode is packed with valuable insights to take your key account management skills to the next level. Whether you're looking to avoid these common pitfalls or enhance your existing skills, this episode is a must-listen for anyone in the world of key account management. Let's dive in and transform your approach to KAM!
Show notes and transcript available at tkcpodcast.com/030
WHAT YOU'LL LEARNFrom 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 successâputting 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.
â 15 Reasons Why You Might Be A Bad Account Managerâ â How Key Account Managers Can Overcome Internal Conflictâ . Episode show notes available at â https://tkcpodcast.com/031â
LINKS MENTIONEDRESOURCES
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 â â â https://www.thekamclub.comâ â â .
Want some KAM swag? We've got T-shirts, coffee mugs and more. â â Check it out here.â â The KAM Club Newsletterâ . Sign up to never miss an episode. Visit â https://tkcpodcast.comâ â The KAM Clubâ . Learn more about the world's greatest community of key account managers from around the globe. â The KAM Club on Telegramâ . Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
Craving a career that combines passion and success? Listen as we uncover the 15 awe-inspiring reasons why being a key account manager is an unbeatable choice.
In this episode you will gain valuable insights into the world of key account management. We'll explore the reasons why becoming a key account manager is not only an exciting professional choice but also a pathway to long-term success. From unparalleled opportunities for career growth and high earning potential to the chance to work with diverse industries and build strong relationships, this role offers a dynamic and fulfilling journey.
Join us as we discuss why being a key account manager could unlock your professional dreams.
[00:50] Introduction [01:32] Opportunity for career growth and advancement within the organization [02:19] High earning potential through performance-based incentives and bonuses [03:01] Exposure to a diverse range of industries and clients [03:52] Opportunity to develop strong relationships with clients and stakeholders [04:49] Ability to work with and learn from experienced professionals in the field [05:50] Access to valuable training and development programs [06:45] About The KAM Club [07:23] Opportunities for travel and global experiences [08:10] Chance to work on high-profile projects and initiatives [09:03] Opportunity to make a tangible impact on the growth and success of the organization [09:37] Opportunities to work with cross-functional teams and collaborate with other departments [10:32] Ability to develop a deep understanding of clients' needs and challenges [*****] Opportunity to develop and implement innovative solutions to meet clients' needs [11:05] Chance to work with cutting-edge technologies and tools [12:13] Ability to build a strong personal brand within the industry [13:10] Opportunity to build a robust professional network of contacts and connections. [14:08] Outro* Apologies - on editing the podcast I realised I forgot to talk about the 12th reason, that you get to develop and implement creative solutions.
Show notes, including mentioned resources and compete transcript available at tkcpodcast.com/029RESOURCES
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. â The KAM Club on Telegramâ . Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. Life After Key Account Management? What Happens Next? Why Smart Key Account Managers Build a Personal Brand. How Much Money Does a Key Account Manager Really Make? --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
In todayâs fast-paced world, itâs easy to feel overwhelmed with work and responsibilities. Many of us struggle to keep up with the demands of our jobs, which can lead to stress, burnout, and a decrease in productivity. Listen to the episode as we explore 15 ways to simplify your work and make your life easier. Get ready to learn some valuable tips that will help make your work life easier and reclaim your time and energy.
[00:53] The inspiration for this episode [02:26] Prioritise tasks. [02:37] Focus on one task at a time. [03:03] Delegate tasks. [03:34] Use a task list. [06:07] Minimise distractions. [06:31] Take breaks [06:58] Learn to say done. [07:09] Continuously evaluate and improve. [08:12] Use templates [09:45] Manage time spent on email. [10:38] Get feedback. [11:00] Learn to say ânot nowâ [11:47] Take advantage of technology. [12:21] Stay organized [13:09] Celebrate small wins.Check out the show notes, including links and complete transcript at https://tkcpodcast.com/028
RESOURCES
The KAM Club
Sponsor The KAM Club podcast. If you enjoy the show, consider sponsoring an episode. Imagine reaching a highly engaged audience of sales, key account management, and customer success professionals without having to leave the office. Thatâs 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 â direct to your inbox. Suggest a topic. Do you have a suggestion for a topic youâd 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. â The KAM Club on Telegramâ . Donât miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released.IN THIS EPISODE
Readwise. Readwise makes it easy to revisit and learn from your ebook & article highlights. Sync your highlights from Kindle, Instapaper, Pocket, iBooks, and more. You can review the best parts with their email summaries and it also improves your recall through repetition and reminders. It also has a really nifty share feature that creates images from your highlights for social media (see example above) ClickUp. My preferred project management tool of choice. Simplify your work and get more done. The app combines to do lists with documents, whiteboards, dashboards, templates, automation and so much more. Get started for free. From To-Do to Done: How to Go from Busy to Productive by Mastering Your To-Do List. Excellent book by Maura Thomas on how to manage your tasks. I really like the authorâs system for organizing and prioritizing tasks. Another tip Iâve adopted from this book is to highlight my completed tasks on my paper list instead of crossing them out. Gives you a better sense of accomplishment. TextExpander. I love, love, love this tool. TextExpander lets you create customizable snippets of text that allow your team to fly through repetitive tasks quickly by expanding the things you type regularly. I use this for everything from social media hashtags, to email signatures to chasing payment from customers! 16 Essential Chrome Extensions to Really Improve Your Workflow. Chrome extensions are a fantastic way to customise the functionality and behaviour of your browser to do just about anything. But.. finding a good chrome extension is like looking for a needle in a haystack. Until now. Listen to this episode of The KAM Club podcast to find out my favourite extensions to improve your workflow (and life).--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
In this episode of The KAM Club podcast weâre diving into the world of client-supplier relationships to uncover the top 13 things clients wonât tell their suppliers. From hidden agendas to unspoken expectations, get ready to discover the secrets that could transform your business partnerships.
Remember, often itâs not what your clientâs sayâbut what they donât sayâthat matters.
Find out why clients may not be eager to share information with their suppliers, and why itâs important that you find out. Knowledge is not only power, but helps you make important decisions about how to best work with your client to help them get maximum results from your partnership.
RESOURCES:
Sponsor The KAM Club podcast. If you enjoy the show, consider sponsoring an episode. Imagine reaching a highly engaged audience of sales, key account management, and customer success professionals without having to leave the office. Thatâs 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 â direct to your inbox. Suggest a topic. Do you have a suggestion for a topic youâd like me to cover in a future episode of The KAM Club podcast? Fill out this brief form and you never know, your idea might feature on an upcoming show. The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. Episode show notes. Get links to everything linkable, including the complete show transcript.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
What are your options when you're a key account manager and ready for your next move? Working in the same job for a long time can cause you to feel uninspired. To keep yourself motivated and happy in your work, itâs important to switch things up every now and then. We discuss how in this episode of The KAM Club:
Some of your career options for key account managers:
Strategic Account Manager. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided. Manager/Director. Move into leadership roles Business Development or Sales. Focused on lead generation and account acquisition and growth. Customer Success. Customer success is focused on working proactively in partnership with customers to help them get more value out of your solutions over time. (check out Grow Gain Retain Customer Success Community) Change industries. Maybe you still like your job, just not the industry it's in? Job craft. Take proactive steps and actions to redesign what we do at work, essentially changing tasks, relationships, and perceptions of our jobsLINKS MENTIONED
Gain Grow Retain. Customer Success leadership community. Why Smart Key Account Managers Grow a Personal Brand. Episode 17 of the podcast where I explain how personal branding can transform your career trajectory. Zety. Online CV maker that will whip your resume into shape in no time. You can get 2 weeks access for around $3. 20 Free Courses for Key Account Managers to Boost Your Skills Now. To grow client revenue and retention, key account managers need a variety of skills. Find out what they are and how to learn them with 20 free courses for key account managers.RESOURCES
The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/026 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message
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 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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Keeping in touch with your clients is vital to maintain an active and mutually beneficial relationship. But when you're busy, it’s so easy for things to fall through the cracks and create a contact gap that could lead to your client drifting away and negatively impact your business
If you’re struggling with staying in touch with your clients, keep on listening because I'm about to share some ideas on how to build an effective contact plan.
LINKS MENTIONED
DotCal. The appointment scheduling tool I use. Click here to get 50% off your first 6 months.
GetDex. Personal CRM that integrates seamlessly with LinkedIn
Airtable. Free tools that's a cross between a database and a worksheet. Great tool to manage contact plans and relationship maps, including automations.
Salesmate. The CRM I use to grow my business. Excellent value and includes things like telephony, templates, automations and sequences.
Microsoft Teams. Excellent knowledge management and collaboration tool, with the ability to invite external people into your channels.
Notion. My knowledge management tool of choice. Everything in my business lives inside Notion.
Taskade. A fantastic project and knowledge management tool. It's free, simple and perfect for the busy key account manager.
ClickUp. This is the project management tool that drives my business and all my client projects. Can't live without it.
Slack Connect. Invite clients to your slack channels. Essential option for communication if you have clients who live inside Slack.
RESOURCES
The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management. Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com.
Want some KAM swag? We've got T-shirts, coffee mugs and more. Check it out here.
The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com
Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/024
The KAM Club. Learn more about the world's greatest community of key account managers from around the globe.
The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released.
---
Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message -
If you've worked with any client ever, you know they often have very clear ideas of what they want. But what they want, isn't always what's best for them. This can be a challenge for any key account manager, but it also presents an opportunity. Disagreements can be a catalyst to improve collaboration and produce outstanding work.
So let's talk about how to disagree with your client, the right way.
Telling our clients what they need to hear, not what they want to hear, is our responsibility as key account managers. That can sometimes cause conflict. But that's how pearls are created; an oyster is irritated by a little piece of sand, and a beautiful creation is the result.
Disagreements may be uncomfortable, but don't put off the hard conversations. They won't get any easier and it'll just lead to communication breakdowns and harms your ability to collaborate. Decisions get delayed, and you could miss out on big opportunities for your business.
LINKS MENTIONED
The Improv Mindset: Change Your Brain. Change Your Business. Unique book on how to apply the fundamentals of improv to get individuals, teams, and organizations to step up, engage, and solve problems. Follow the authors of The Improv Mindset on LinkedIn: Gaily Montgomery and Bruce Montgomery. They have a fun feed including a regular video series called Dashboard Improv.RESOURCES
The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/023 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe. The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message
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. -
It's easy to lose sight of the big picture in the day-to-day grind. Sit down, take stock and say these four words to your clients to understand what they need from you right now.
It's Q4 and the end of the year is in sight, so everyone is busy. Many of our clients are measured on annual targets and have a short few months to catch up and get the kind of results that delivers a bonus and a pay raise.
It's also important that you finish the year strong so your client sees a clear return on investment from your partnership.
(and also so YOU get a bonus and a pay raise).Listen to the episode to hear the magic four words you need to ask your client now to get everyone across the finish line.
LINKS MENTIONED
The KAM Club on Telegram. Don't miss a thing. Subscribe on Telegram to find out when new podcast episodes, videos, blog posts and workshops are released. 45 Best Questions to Ask Your Clients to Get To Know Them. A blog post and video to help you understand clients. It covers question types, styles, and specific things to ask about your client's organisation, targets, industry, supplier management, and what they think of you.RESOURCES
The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/022 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message
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. -
Is your inbox taking over your life?
A McKinsey study found that we're distracted from work every 10 minutes (56 times a day) and it takes about 25 minutes to get back into the zone again and focus on the task.
So about 2 hours a day is spent just recovering your concentration.
And email is one of the main culprits.
In this episode I share 12 email management hacks to tame your inbox, stop it from getting out of control and give you time back in your day.
LINKS MENTIONED
McKinsey study: Unlocking value and productivity through social technologies Statistia: Number of messages received daily by office workers in the United States and the United Kingdom in 2022 Textexpander snippets and customer shortcuts app Gmail keyboard shortcuts Outlook keyboard shortcuts Teamstand document management extensionRESOURCES
The KAM Club Newsletter. Sign up to never miss an episode. Visit https://tkcpodcast.com Episode show notes. Read the detailed notes and get links everything mentioned in the show. Visit https://tkcpodcast.com/021 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message
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. -
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:
đYou neglect your other clients.
đYou over-service (bend the rules)
đYou say too much.
đDifficult conversations are made even harder
đYou step over boundaries.
đYou slack off.
đYou stop expanding your network.
đYour judgement is clouded.Remember, with clients you should be friendly, not friends.
LINKS MENTIONED
Gartner Report: Why Your Accounts Aren't Growing Leave a review of the podcast on iTunesRESOURCES
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/020 The KAM Club. Learn more about the world's greatest community of key account managers from around the globe.--- Send in a voice message: https://podcasters.spotify.com/pod/show/the-kam-club/message
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. - Laat meer zien
