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The KAM Club Podcast

The KAM Club Podcast

By Warwick Brown
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 www.thekamclub.com.

Want some KAM swag? We've got T-shirts, coffee mugs and more available at store.thekamclub.com/
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003. 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.
11:27
May 11, 2022
002. 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.
10:15
May 11, 2022
001. The Business of Expertise
Guess what? Key Account Managers know more than their clients about a lot of things, yet they struggle to be seen as experts. We discuss how to establish authority and credibility - fast! Why clients are in love with experts. Why you know more than your clients (despite what they might think) A simple process to become instantly more valuable to your clients. Productivity tools to help you get more of the right work done. As a key account manager working with B2B clients, you're always looking to add value. But what does that even mean and where do you start? And why is it so important that your clients see you as an expert?  I recently read the book, The Business of Expertise by David C. Baker and this quote is what inspired this episode. "A strategist who bounces in and out of the relationship with a client has more status and impact than the account manager that the client interacts with every day." ~ David C. Baker It happens all the time. You make a recommendation, and clients do nothing. When someone else gives the same advice, they take action. Let's talk about all this and more in The KAM Club podcast. 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.
12:32
May 10, 2022