The KAM Club Podcast Warwick Brown

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


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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





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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


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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.


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Ever wonder if your key account management skills could unlock doors in any industry? Dive into this episode as discuss transferrable skill across sectors, revealing tailored strategies for success no matter where you're at.


In This Episode:


The Nuances of Key Account Management: Discover whether key account management skills are universally applicable across different industries or if customization is needed.


The Core Similarities and Differences: Understand how key account management stays consistent yet demands adaptability in strategy across various sectors.


Industry-specific Strategies: Learn about the unique approaches required in SaaS, manufacturing, and pharmaceuticals.


SaaS Focus: Insights on the importance of upselling and the need for agility.
Manufacturing Emphasis: How CAMs ensure efficiency and reliability.
Pharmaceutical Sector: The critical role of regulatory compliance and clinical knowledge.


Adapting to a New Industry: Tips for key account managers moving into unfamiliar industry territories.


Exclusive Insights for Success:


Industry Research: The cornerstone of effective strategy.
Customisation and Continuous Learning: Essential for staying relevant.
Networking and Flexibility: Building connections and being adaptable.


Resource Highlight: Grab your free copy of the 21-page Complete Account Manager’s Guide to Client Research, offering resources and checklists.



Resources:


Visit our website tkcpodcast.com/034 for show notes and downloads.
Grab your copy of the Complete Account Manager's Guide to Client Research to level up your industry insight.
Subscribe to stay updated with the latest tips, tricks, and trends key account managers need to know.
Join the ranks of elite key account managers. The KAM Club provides exclusive training and peer support to unlock your potential and accelerate your career as an exceptional key account manager. Everything you need to excel is waiting inside.


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Ever wondered if you're cut out to be a key account manager? In this episode, we dive deep into the qualities that make a good key account manager and reveal how you can unlock your potential in this dynamic role. Join us as we explore the essential skills, strategies, and mindset that set exceptional account managers apart.


Show notes at ⁠https://tkcpodcast.com/033



WHAT YOU'LL LEARN


Whether you're already in the field or dreaming of becoming a key account manager, this episode is packed with valuable insights and guidance to help you thrive. Get ready to test yourself and unlock your potential in the world of key account management.

[00:00] Introduction
[02:53] - Relationship building
[03:42] - Strategic thinking
[04:31] - Communication skills
[05:29] - Business acumen
[05:58] - Problem solving abilities
[06:45] - Collaboration and influencing skills
[08:05] - Results orientated
[08:50] Free key account management career development plan and courses
[09:24] - The KAM Club
[09:57] - The benefits of experience and mentorship
[10:47] - Why you must be a lifelong learner to succeed in KAM
[11:19] - The value of feedback and self-reflection
[11:55] - Outro



RESOURCES

The KAM Club


⁠Sponsor The KAM Club podcast⁠. If you enjoy the show, consider sponsoring an episode. Imagine reaching a highly engaged audience of sales, key account management, and customer success professionals without having to leave the office. That's right, I do all the heavy lifting for you, including writing the scripts and sharing your wonderful products and services with my audience. 
⁠Subscribe to One Step Ahead⁠.  My weekly newsletter guaranteed to bring you actionable tips that grow client revenue and retention. No spam, just high quality career, business trends and productivity insights from across the web - direct to your inbox.
⁠Suggest a topic⁠. Do you have a suggestion for a topic you'd like me to cover in a future episode of The KAM Club podcast? ⁠Fill out this brief form⁠ and you never know, your idea might feature on an upcoming show.
⁠⁠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.
⁠The KAM Club Store⁠. Pick up some cute merch for the professional on the way up, including mugs, t-shirts and more.



In this episode


Key Account Management Career Development Plan. A free Trello project plan to help you acquire the skills needed to be a successful key account manager.
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.


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