40 episodes

Welcome to The KAM Club Podcast, a 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://tkcpodcast.com/store

The KAM Club Podcast Warwick Brown

    • Business

Welcome to The KAM Club Podcast, a 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://tkcpodcast.com/store

    Account Manager SOS: Your Action Plan for Handling 100+ Accounts

    Account Manager SOS: Your Action Plan for Handling 100+ Accounts

    Ever feel like you're drowning in a sea of clients with no way out? In this episode, we'll reveal surprising strategies to turn that chaos into control and even find time to be proactive.

    Discover game-changing tips that will help you prioritize, streamline communication, and leverage technology to manage your client portfolio efficiently.

    What you'll learn.


    Common issue: Account managers handling too many accounts.
    Key strategy 1: Prioritization – categorize clients based on potential revenue, risk of churn, and strategic importance.
    Key strategy 2: Streamline communication – implement a communication cadence and use standardized email templates.
    Key strategy 3: Leverage technology – use tools like TextExpander, Harper.AI, and Fathom for efficiency.
    Key strategy 4: Set boundaries – define working hours and response windows to manage client expectations.

    Resources:


    Stephen Covey's "First Things First"
    TextExpander
    Harper.AI
    Fathom



    Support the Podcast:


    Subscribe to the podcast for more expert tips on key account management.
    Leave a review on your favorite podcast platform to help others discover the show.
    Visit TKCpodcast.com/041 for detailed show notes and additional resources.
    Join The KAM Club for more in-depth training, coaching and resources. Visit ⁠www.thekamclub.com ⁠for more info.

    • 21 min
    Key Account Handover: Dealing with a Founder Who Won't Let Go

    Key Account Handover: Dealing with a Founder Who Won't Let Go

    Are you a key account manager eager to dive into managing your clients, but find yourself blocked by a founder who won’t 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 ⁠thekamclub.com⁠ 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 ⁠⁠⁠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

    • 14 min
    Trust-Building from a Distance: Simplified CRM Strategies for Key Account Managers

    Trust-Building from a Distance: Simplified CRM Strategies for Key Account Managers

    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 essentials—contacts, notes, and reminders—to 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 client’s 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/038



    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 ⁠⁠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

    • 25 min
    Survival Guide for New Key Account Managers

    Survival Guide for New Key Account Managers

    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 ⁠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

    • 18 min
    Busting the 5 Biggest Myths of Key Account Management

    Busting the 5 Biggest Myths of Key Account Management

    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/036


    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 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

    • 13 min
    The Power Duo: How KAM and CSM Work Together to Drive Customer Value

    The Power Duo: How KAM and CSM Work Together to Drive Customer Value

    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.

    • 13 min

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