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PODCAST

KAMCast - Key Account Management Strategies for Business Leaders

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. 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 sales culture in your business. The episodes are designed to challenge your

business management

All Episodes

46:15

#012 Selling Through Partnering, with Fred Copestake

KAMCast - Key Account Management Strategies for... ·

2024/11/07

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 agood partnership?Does your team possess the skills required to forge strongwin: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 environments,

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26:31

#011 Perfect Your Communication Style with Practice

KAMCast - Key Account Management Strategies for... ·

2024/11/07

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 readother 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 dive

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48:45

#010 The Loyalty Loop, with Drew Davis

KAMCast - Key Account Management Strategies for... ·

2024/11/07

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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52:42

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

KAMCast - Key Account Management Strategies for... ·

2024/11/07

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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17:39

#008 Five Reasons your KAM Programme is Failing

KAMCast - Key Account Management Strategies for... ·

2024/11/07

IN THIS EPISODE:Key account management is a beautifullysimplebusiness basic…one that isn’t thateasy! 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 onvulnerabilitiesin a

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47:30

#007 Mind the Intergenerational Gap with Henry Rose Lee

KAMCast - Key Account Management Strategies for... ·

2024/11/07

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 Front&Centre® 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

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42:42

#006 What does a strategic conversation look like?

KAMCast - Key Account Management Strategies for... ·

2024/11/07

IN THIS EPISODE:Do you wish your team members were having more strategic conversations with your key accounts?Doyouhave a clear understanding of what strategy is?Doesyour teamhave 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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38:03

#005 The Five Types of Talk Triggers with Jay Baer

KAMCast - Key Account Management Strategies for... ·

2024/11/07

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 creatingintentional mechanismswithin 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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27:59

#004 Crafting Talk Triggers with Jay Baer

KAMCast - Key Account Management Strategies for... ·

2024/11/07

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 thefeatures and benefitsthey 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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31:39

#003 Be a Value Creator, not a Cost Generator

KAMCast - Key Account Management Strategies for... ·

2024/11/07

IN THIS EPISODE:In today’s world we could categorise organisations into two camps: those that add value, and those that add COST.Why type of organisation are you?What is your definition of value?How will you know when you are adding and creating value for your customers?Do your most important clients know the extra lengths you go to provide them with unexpected, relevant and personalised value that is ultimately useful to them?With value being undefinable to many and different to each of your

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18:11

#002 Why most KAM plans don’t work

KAMCast - Key Account Management Strategies for... ·

2024/11/07

IN THIS EPISODE:“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”– Abraham Lincoln, 16th President of the United States“By Failing to prepare, you are preparing to fail.”– Benjamin Franklin, one of the Founding Fathers of the United States“Good fortune is what happens when opportunity meets with planning.”– Thomas Edison, Inventor & businessmanEven the creative genius Pablo Picasso knew that planning was key when he said:“Our goals can only be reached

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17:31

#001 Importance of a KAM Culture in today's modern...

KAMCast - Key Account Management Strategies for... ·

2024/11/07

In this episodeDavid Ventura, your host, explores the following BIG question:What is aKAM cultureand why is it so important in today’s market?But first: what is KAM?We all know that businesses love a TLA (Three Letter Acronyms) and KAM is just another one of those. It stands forKeyAccountManagement. Many businesses we meet are naturally familiar with KAM whilst others will say “we don’t have key accounts” or “KAM is for bigger companies; we are too small for that”.For us, the devil is in the detail

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52:37

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

KAMCast - Key Account Management Strategies for... ·

2024/11/07

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.- - -𝗕𝗥𝗬𝗢𝗡𝗬𝗧𝗛𝗢𝗠𝗔𝗦𝗕𝗜𝗢:Bryony is an award-winning speaker, author, marketing

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13 results

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