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.

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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

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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. 

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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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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.

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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

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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.

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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:

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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.

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.

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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.

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.

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