The KAM Club Podcast Warwick Brown

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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Key Account Management vs Sales: Different roles or two sides of the same coin? In this episode we take a provocative look at what sets sales and key account management apart. And the surprising similarities that unite them. Get ready to unravel the mysteries of sales and key account management, and learn the answer to the age-old question, "What is the difference between key account management and sales?"



Show notes at https://tkcpodcast.com/032



WHAT YOU'LL LEARN

Join us as we dive into the captivating world of sales and key account management. Discover the surprising similarities and differences that set them apart. From customer acquisition to customer retention, individual deals to overall relationships, and short-term objectives to long-term growth, we'll explore it all!

🕑 Timestamps:


[00:00] Introduction: Unlocking the truth
[01:08] Acquisition vs retention: The first distinction
[01:34] Large customer base vs small customer base: Exploring the customer landscape
[01:46] Individual deals vs overall relationship: A closer look at the focus
[02:13] Long term vs short term objectives: Goals that shape the approach
[02:39] Complexity of the sales cycles: Understanding the sales journey
[03:23] Internal collaboration needs: The power of teamwork
[04:10] Approach to customer advocacy: Elevating the customer experience
[05:03] Different contribution to revenue: Key account management's impact
[05:58] Customer value orientation: Going beyond transactions
[06:53] About Apollo: Our sponsor's message
[08:18] Similarities between Sales and KAM: Where they converge
[08:26] Relationship building: Building bridges with customers
[09:00] Revenue generation: Driving business growth
[09:25] Customer focus: Putting the customer first
[09:52] Communication skills: Art of effective persuasion
[10:11] Results orientation: Measuring success
[10:54] Summary: Bridging the gap

Don't miss out on this eye-opening episode that will transform your understanding of sales and key account management. Hit that subscribe button to stay tuned and elevate your skills! 🚀



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


⁠Apollo.io. Search, engage and convert over 250 million contacts at over 60 million companies with Apollo's sales intelligence and engagement platform. Sign up for free.
How Key Account Managers Can Overcome Internal Conflict. An episode from The KAM Club archives all about how key account managers can get the help the need from internal teams and what to do when conflict happens.




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Episode Description:

Feeling a lack of enthusiasm for what you're selling? Don't worry, you're not alone. In this game-changing episode, we'll provide valuable insights and practical tips to help you rediscover your passion and excel in sales. From evaluating your mindset to celebrating success and embracing challenges, we've got you covered. Join us as we explore how to reignite your excitement, no matter what you're selling.



What You'll Learn:


Discover strategies to find passion for what you sell
Identify and assess your current mindset
Evaluate your job and explore ways to enhance it
Gain industry knowledge and stay updated
Focus on the benefits of your products/services
Get to know your customers and their needs
Celebrate your successes to fuel motivation
Surround yourself with positive people for inspiration
Set realistic goals to stay motivated and achieve growth
Learn from others in the field for continuous improvement
Practice gratitude to cultivate a positive mindset
Take regular breaks for rejuvenation and balance
Develop new skills to stay competitive
Learn about The KAM Club and its resources
Connect with colleagues for support and collaboration
Embrace challenges as opportunities for growth
Find purpose and meaning in your work by connecting it to a larger vision

Tune in now to reignite your passion and unlock your full sales potential!

Show notes and transcript at https://tkcpodcast.com/031



LINKS MENTIONED


So Good They Can't Ignore You by Cal Newport
The Perfect Close by James Muir
The Power of Now by Eckhart Tolle
LinkedIn Poll "Do you Need to Be Passionate About What You Sell?"⁠⁠


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We're delving into the world of key account management and uncovering the top 10 common mistakes that can hinder your success as a KAM. Whether you're a seasoned professional or just starting out, this episode is packed with valuable insights to take your key account management skills to the next level.
Whether you're looking to avoid these common pitfalls or enhance your existing skills, this episode is a must-listen for anyone in the world of key account management. Let's dive in and transform your approach to KAM!


Show notes and transcript available at tkcpodcast.com/030




WHAT YOU'LL LEARN
From neglecting relationships to failing to listen, we're shining a spotlight on the pitfalls that many key account managers fall into. You'll discover the importance of building strong relationships with key stakeholders within the client's organization and why being proactive in identifying new business opportunities is crucial.

Communication is key, and we'll explore how failing to effectively communicate with internal stakeholders about account statuses or potential issues can impact your success. Plus, we'll discuss the delicate balance between being assertive and being too pushy when closing a sale, ensuring you maintain long-lasting relationships with your clients.

But that's not all! We'll dive into the importance of staying informed about emerging trends and technologies, as well as the art of truly understanding the problem before offering solutions. You'll learn to set realistic expectations with clients, avoid making promises that cannot be kept, and gain a clear understanding of what makes an account profitable or not.

And let's not forget the ultimate secret to success—putting the client's needs first. We discuss why being overly focused on your own goals and objectives can hinder your effectiveness as a key account manager.

LINKS MENTIONED


⁠15 Reasons Why You Might Be A Bad Account Manager⁠ 
⁠How Key Account Managers Can Overcome Internal Conflict⁠.
Episode show notes available at ⁠https://tkcpodcast.com/031⁠





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
⁠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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Craving a career that combines passion and success? Listen as we uncover the 15 awe-inspiring reasons why being a key account manager is an unbeatable choice.


In this episode you will gain valuable insights into the world of key account management. We'll explore the reasons why becoming a key account manager is not only an exciting professional choice but also a pathway to long-term success. From unparalleled opportunities for career growth and high earning potential to the chance to work with diverse industries and build strong relationships, this role offers a dynamic and fulfilling journey.

Join us as we discuss why being a key account manager could unlock your professional dreams.



[00:50] Introduction
[01:32] Opportunity for career growth and advancement within the organization
[02:19] High earning potential through performance-based incentives and bonuses
[03:01] Exposure to a diverse range of industries and clients
[03:52] Opportunity to develop strong relationships with clients and stakeholders
[04:49] Ability to work with and learn from experienced professionals in the field
[05:50] Access to valuable training and development programs
[06:45] About The KAM Club
[07:23] Opportunities for travel and global experiences
[08:10] Chance to work on high-profile projects and initiatives
[09:03] Opportunity to make a tangible impact on the growth and success of the organization
[09:37] Opportunities to work with cross-functional teams and collaborate with other departments
[10:32] Ability to develop a deep understanding of clients' needs and challenges
[*****] Opportunity to develop and implement innovative solutions to meet clients' needs
[11:05] Chance to work with cutting-edge technologies and tools
[12:13] Ability to build a strong personal brand within the industry
[13:10] Opportunity to build a robust professional network of contacts and connections.
[14:08] Outro

* Apologies - on editing the podcast I realised I forgot to talk about the 12th reason, that you get to develop and implement creative solutions.

Show notes, including mentioned resources and compete transcript available at tkcpodcast.com/029


RESOURCES


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.




Life After Key Account Management? What Happens Next? 
Why Smart Key Account Managers Build a Personal Brand.
How Much Money Does a Key Account Manager Really Make? 





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In today’s fast-paced world, it’s easy to feel overwhelmed with work and responsibilities. Many of us struggle to keep up with the demands of our jobs, which can lead to stress, burnout, and a decrease in productivity. Listen to the episode as we explore 15 ways to simplify your work and make your life easier. Get ready to learn some valuable tips that will help make your work life easier and reclaim your time and energy.


[00:53] The inspiration for this episode
[02:26] Prioritise tasks.
[02:37] Focus on one task at a time.
[03:03] Delegate tasks.
[03:34] Use a task list.
[06:07] Minimise distractions.
[06:31] Take breaks
[06:58] Learn to say done.
[07:09] Continuously evaluate and improve.
[08:12] Use templates
[09:45] Manage time spent on email.
[10:38] Get feedback.
[11:00] Learn to say “not now”
[11:47] Take advantage of technology.
[12:21] Stay organized
[13:09] Celebrate small wins.

Check out the show notes, including links and complete transcript at https://tkcpodcast.com/028


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.



IN THIS EPISODE


Readwise. Readwise makes it easy to revisit and learn from your ebook & article highlights. Sync your highlights from Kindle, Instapaper, Pocket, iBooks, and more. You can review the best parts with their email summaries and it also improves your recall through repetition and reminders. It also has a really nifty share feature that creates images from your highlights for social media (see example above)
ClickUp. My preferred project management tool of choice. Simplify your work and get more done. The app combines to do lists with documents, whiteboards, dashboards, templates, automation and so much more. Get started for free.
From To-Do to Done: How to Go from Busy to Productive by Mastering Your To-Do List. Excellent book by Maura Thomas on how to manage your tasks. I really like the author’s system for organizing and prioritizing tasks. Another tip I’ve adopted from this book is to highlight my completed tasks on my paper list instead of crossing them out. Gives you a better sense of accomplishment.
TextExpander. I love, love, love this tool. TextExpander lets you create customizable snippets of text that allow your team to fly through repetitive tasks quickly by expanding the things you type regularly. I use this for everything from social media hashtags, to email signatures to chasing payment from customers!
16 Essential Chrome Extensions to Really Improve Your Workflow. Chrome extensions are a fantastic way to customise the functionality and behaviour of your browser to do just about anything. But.. finding a good chrome extension is like looking for a needle in a haystack. Until now. Listen to this episode of The KAM Club podcast to find out my favourite extensions to improve your workflow (and life).


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