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PODCAST

KAMCast - Key Account Management Strategies for Business Leaders

David Ventura | KAMGURU.com

A show hosted by me, David Ventura, a specialist in training, educating and consulting on practical strategies for harnessing the power of Key Account Management (KAM) in SME’s today. I am also the principal KAM consultant and Managing Director of www.kamguru.com. In a world of diminishing customer loyalty, what can business leaders do to retain their top customers, while still adding value. In this podcast I explore some hands-on tips and tactics you can implement today – to remarkably shift your

business management

All Episodes

43:53

#028 Choose to be a coach, with Lisa Brice

KAMCast - Key Account Management Strategies for... ·

2021/12/09

IN THIS EPISODE:How well do you empower your people to reach their own full potential, supported along the way with good, timely, and accessible coaching conversations? Now sure how to go about that? Then this episode is for you because I’m joined by a friend of the show, Lisa Brice, NLP Master Trainer and Coach and author of a new book called: “Choose to be a coach - the be quick guide to coaching in the corridor, at the coffee shop or on the computer.”- - -𝗟𝗜𝗦𝗔 𝗕𝗥𝗜𝗖𝗘 𝗕𝗜𝗢:Lisa is a

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52:44

#027 Account Management is Where Marketing Starts,...

KAMCast - Key Account Management Strategies for... ·

2021/11/11

IN THIS EPISODE...Sales and Marketing is like stealing your neighbour’s cat…and in this episode, I talk to Bryony Thomas at Watertight Marketing to find out why. Bryony is the creator of the Watertight Marketing methodology, captured in her best-selling book of the same name which acts as the hub to a suite of thinking tools that have been designed and refined over two decades and acrossover 2000 organisations.- - -𝗕𝗥𝗬𝗢𝗡𝗬 𝗧𝗛𝗢𝗠𝗔𝗦 𝗕𝗜𝗢:Bryony is an award-winning speaker, author,

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30:43

#026 Getting Closer to the Close, with David (Ledge)...

KAMCast - Key Account Management Strategies for... ·

2021/10/28

IN THIS EPISODEHow strong is your account management team when it comes to the skills of closing new business? I’m not talking about taking repeat orders from happy clients here. I’m talking about applying the art of winning new business, creating opportunities, and closing deals, with existing customers. In this episode, I am joined by Nashville-based David ‘Ledge’ Ledgerwood, Managing Partner at Add1Zero, a business that provides lead-to-close sales execution for tech-enabled B2B service

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46:10

#025 Selling Through Partnering, with Fred Copestake

KAMCast - Key Account Management Strategies for... ·

2021/10/14

IN THIS EPISODEDo you tell your clients that you work in partnership?What evidence do you have to reassure them that the statement is, in fact, true?What are the qualities of a good partnership?Does your team possess the skills required to forge strong win:win relationships, built on trust, transparency, transparency, comfort with change and interdependence and a focus on the future?In this episode, I invite Fred Copestake, a sales consultant and trainer specialising in complex B2b sales

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26:44

#024 Perfect Your Communication Style with Practice

KAMCast - Key Account Management Strategies for... ·

2021/09/30

IN THIS EPISODEHow ‘in tune’ are you with the qualities, traits and characteristics that make up your personality?How does your personality affect the results you have with your key account relationships?If you are in tune with who YOU are, let me ask: how well can you read other people?Do you use your knowledge and reflection to change the way you behave to better your chances of success? Or…do you act the same in every interaction you have with your customer contacts? In this episode, we take a

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48:51

#023 The Loyalty Loop, with Drew Davis

KAMCast - Key Account Management Strategies for... ·

2021/09/16

IN THIS EPISODEDo you have LOYAL customers?What does loyalty mean to you? Is it a destination where happy customers, who love what you do, gather to bathe in the success that your product or service has brought them? Or is it more than that…? Rather than a destination, is it an on-going journey of moments that inspire your loyal customers to commit to you, time and time again, whilst shouting from the rooftops to all who will hear their recommendation to work with you?How often do you find yourself

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52:45

#022 A Conversation about Race in KAM, with Sharon Amesu

KAMCast - Key Account Management Strategies for... ·

2021/09/02

IN THIS EPISODE...When was the last time you had a conversation about racism?Perhaps, like so many, these conversations are triggered within your circles, by high-profile cases of injustice in the media or by your own personal experiences on the receiving end of overt or covert prejudice.Or perhaps… like so many, you have NEVER had a conversation, within your circles, about racism. What about at work, in your business, with your team, or with your customers?This episode is a conversation about race

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34:19

#021 CX – A serious opportunity to add value as a KAM...

KAMCast - Key Account Management Strategies for... ·

2021/07/29

IN THIS EPISODEHow much attention are you paying to the customer experience with your Key Accounts?Do you surprise and delight your clients on a regular basis or, have you fallen into the trap of leaving this up to marketing at the front end of the sales cycle? With customers experiencing thousands of ‘moments’ every day in all areas of their lives, what are you doing to ensure the moments they share with you, exceed their expectations?For me, the thing about experience is that it is too important

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39:38

#020 The evolution of a key account manager, with...

KAMCast - Key Account Management Strategies for... ·

2021/07/08

IN THIS EPISODEThis is such an expansive topic, I really wanted to add some context and perspective to the subject here. So, I’m going to really open this discussion up for you with some background to get you in the right mindset to listen to this episode.If you had to be truthful - what kind of salesperson would you say you are? What’s your natural selling style? Do you deploy an intentional methodology to maximise the impact of your interactions? Or are you winging it along the way, relying on

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48:32

#019 Employee Engagement in a Hybrid Working World,...

KAMCast - Key Account Management Strategies for... ·

2021/06/10

IN THIS EPISODE:Do you have a team whose hearts and minds are 100% invested in your business goals?What are the levels of motivation across your account managers and sales team?How ENGAGED are they?For many businesses, the working world has changed and for most - it’s still changing. The concept of remote and Hybrid working is no longer uncommon, and sales leaders are battling the ongoing challenge of managing performance and inspiring excellence in teams that are no longer sat every day in the

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40:40

#018 Mapping your way to success, with Ian Windle

KAMCast - Key Account Management Strategies for... ·

2021/05/27

IN THIS EPISODE:How successful is your key account management team? What is the definition you have for what success is, for your business? How do you measure the performance of your key account managers?If you find that the answers are all to do with growth, you’re probably looking at it TOO LATE and you are running a massive risk with your most important accounts.Success is a destination, one that is different and personal to each business and each team. And for every clear destination there is a

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18:18

#017 Five Reasons your KAM Programme is Failing

KAMCast - Key Account Management Strategies for... ·

2021/05/13

IN THIS EPISODE:Key account management is a beautifully simple business basic…one that isn’t that easy! If it was, we’d all be doing it brilliantly wouldn’t we?Like most working practices in business, there are a handful of common, or typical reasons why a KAM culture struggles to get off the ground in an organisation. In this episode, I seek to shine a glaring light on the assassins of good KAM practice.The intent for this episode is this: we’re big believers in shining a light on vulnerabilities

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42:16

#016 The ‘Next’ Normal, a KAM Industry reflection...

KAMCast - Key Account Management Strategies for... ·

2021/04/29

IN THIS EPISODEAre you 'ready' for getting back to normal? And…what is normal?For many of us, the effects of the pandemic have been going on for so long that we can’t quite remember what normal is anymore.So, as we start to 'unlock' society, here in the UK, and begin thinking about how we will reengage with our key accounts, many of whom we won’t have seen for over a year, how ready do you feel to hit the ground running'?Have you thought about who you need to see first, what you want to achieve and

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47:46

#015 Mind the Intergenerational Gap with Henry Rose Lee

KAMCast - Key Account Management Strategies for... ·

2021/04/15

In this episode…Have you ever found yourself struggling to understand, or get along, with people who are older or younger than you?Perhaps a clash in communications style, working preferences, belief systems, values or motivational needs?Many of the business leaders that we talk to in our work at KAMGuru tell us how difficult they find driving higher levels of motivation and engagement from younger sales teams.They say that age is just a number… except it isn’t, is it?GENERATIONAL DIFFERENCES ARE

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16:02

#014 KAM and COVID, One Year On

KAMCast - Key Account Management Strategies for... ·

2021/04/01

IN THIS EPISODE...How has the last 12 months been for you and your business?At the time of recording this episode, it’s been a year… to the day that I delivered my last ‘in person’ seminar for a group of Chief Executives in Leeds.By then, we had already stopped shaking hands with people and we were pouring copious amounts of antibacterial gel over our hands at every opportunity.We were beginning to come to terms with the idea that we would likely need to ‘hibernate’ in a home working environment for

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42:59

#013 What does a strategic conversation look like?

KAMCast - Key Account Management Strategies for... ·

2021/03/18

IN THIS EPISODE:Do you wish your team members were having more strategic conversations with your key accounts?Do you have a clear understanding of what strategy is?Does your team have a clear understanding of what strategy is?It’s fair to say that the S word – strategy – gets bandied around a lot in business - we even talk about it as one of our guiding pillars for success in KAM.And with words that get so heavily used, it’s common for the waters to get muddied and the definition to become

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43:36

#012 When you lose…don’t lose the learning, with...

KAMCast - Key Account Management Strategies for... ·

2021/03/04

IN THIS EPISODE:How often do you put aside time to reflect honestly on the learning you have gained following the closure of a deal, whether you won or lost it?Do you pause for a moment to celebrate the victory or commiserate the loss?Or do you go deeper than that, in pursuit of feedback that can be fed forward into future pitches?Creating a learning culture in an account management team is hugely beneficial and requires us all to embrace feedback, even the painful stuff.The sort of feedback that

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41:29

#011 Great Answers to Tough Questions, with Michael Dodd

KAMCast - Key Account Management Strategies for... ·

2021/02/18

IN THIS EPISODE:What is the toughest question you have faced from your most important customers?What is the toughest question you have faced from you team?How did you handle those questions?Did you answer with confidence and finesse? Or did you crumble under the pressure and end up blurting out more that you would care to share?As a business leader, you will have undoubtedly faced some really tough questions over the years. Your ability to answer them will have played a really important role in the

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38:00

#010 The Five Types of Talk Triggers with Jay Baer

KAMCast - Key Account Management Strategies for... ·

2021/02/04

IN THIS EPISODE:I continue my discussion with Jay Baer, Hall of Fame Keynote speaker and the author of SIX best-selling books which all point to the importance of the customer experience. One of those books is ‘Talk Triggers’ which delves into creating intentional mechanisms within the day to day carrying out of your business which spur your customers to CHOOSE to talk enthusiastically about you to their friends, colleagues and networks. This is without being prompted by you!This introduces the

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28:31

#009 Crafting Talk Triggers with Jay Baer

KAMCast - Key Account Management Strategies for... ·

2021/01/21

IN THIS EPISODE:How many of your Key Account contacts have a story to tell about their (customer) experience of you?I am not talking about a prompted testimonial packed with marketing quotes, engineered to pitch your products and services to a new audience.I am also not meaning a review of the features and benefits they enjoy from using your solution or engaging in your service.I am rather referring to the kind of story that arises only from a truly REMARKABLE customer experience.One that… ensures

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