The KAM Club Podcast - Real Talk for Key Account Managers

The KAM Club Podcast - Real Talk for Key Account Managers

By Warwick BrownBusinessCareers
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The KAM Club Podcast - Real Talk for Key Account Managers episodes

  • Tips for Selling to Procurement

    Every sales conversation will inevitably involve procurement at some point. So if you're selling to procurement, you need to think like them.  In this episode we discuss:

    • What procurement are looking for from suppliers
    • Why cold outreach never works
    • Current challenges facing procurement
    • The 7-step strategic sourcing process

      • And a bonus workshop replay just for listeners, Procurement is 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.


      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.
        • 12 min
      • Is it Time to Ban Meetings?

        We joke all the time about meetings that could have been emails, but like all good humour, there's an element of truth. In this episode we ask the question, should we ban meetings? One company has done away with meetings, so it's possible. Instead of meetings, here's what they do instead:

        • No meetings other than exceptional circumstances.
        • For a meeting to go ahead, a detailed meeting agenda must be written 24 hours in advance, only two people can attend and they must last no longer than half an hour.
        • No internal emails - everything must be discussed on a public slack channel.
        • Company Wiki used for reference material and to store documents.
        • Project management tools like Asana keep teams focused on the task at hand.

          • 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:

          • 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.
            • 11 min
          • The Business of Expertise

            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 value of key account managers positioning themselves as experts
            • Clients hiring expensive consultants instead of listening to their account manager's advice
            • Transforming information into useful knowledge for clients
            • Strategies for filtering, validating, analyzing, customizing and communicating information
            • Viewing ideas through a “customer improvement lens”
            • Moving from giving options to clear recommendations
            • Achieving “trusted partner” status with clients
            • Managing the balance between priorities and busyness

              • 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:

              • 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.
              • Workona Tab Manager. Free chrome extension to get your browser tabs under control.
              • Book: The Business of Expertise by David C. Baker
              • Book: First Things First by Stephen Covey
                • 13 min

              About The KAM Club Podcast - Real Talk for Key Account Managers

              From the publisher's feed

              The KAM Club Podcast is real talk for real key account managers. Cut through the BS to grow client revenue, reduce churn and build your career. Warwick Brown delivers 25 years of hard-won key account management wisdom in 15-minute episodes tackling real challenges - difficult clients, internal politics, revenue pressure. No fluff, just practical strategies you can use immediately.