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.

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.

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.

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.

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.

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.

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.

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:

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.

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.

Resources: