26 episodes

Welcome to The KAM Club Podcast, a new series for key account managers, hosted by Warwick Brown. Every week we discuss practical tools, tips, tactics and advice on how to build a successful career in key account management and become remarkable.

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 available at https://store.thekamclub.com/

The KAM Club Podcast Warwick Brown

    • Business

Welcome to The KAM Club Podcast, a new series for key account managers, hosted by Warwick Brown. Every week we discuss practical tools, tips, tactics and advice on how to build a successful career in key account management and become remarkable.

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 available at https://store.thekamclub.com/

    Life After Key Account Management? What Happens Next?

    Life After Key Account Management? What Happens Next?

    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:


    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 jobs



    LINKS 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 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/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.


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    Send in a voice message: https://anchor.fm/the-kam-club/message

    • 16 min
    10 Steps to Win Over Your Client's New Procurement Team

    10 Steps to Win Over Your Client's New Procurement Team

    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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    Send in a voice message: https://anchor.fm/the-kam-club/message

    • 11 min
    Are You Letting Your Clients Slip Away? 12 Tips to Keep in Touch.

    Are You Letting Your Clients Slip Away? 12 Tips to Keep in Touch.

    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://anchor.fm/the-kam-club/message

    • 20 min
    How To Disagree With Your Client

    How To Disagree With Your Client

    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 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/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://anchor.fm/the-kam-club/message

    • 8 min
    4 Words You Need To Say To Your Clients Right Now

    4 Words You Need To Say To Your Clients Right Now

    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 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/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://anchor.fm/the-kam-club/message

    • 6 min
    14,858 Unread Emails. How to Tame Your Inbox.

    14,858 Unread Emails. How to Tame Your Inbox.

    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 extension



    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/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://anchor.fm/the-kam-club/message

    • 14 min

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