Value Matters Newsletter. Fortnightly content to grow B2B sales

The Value Matters Newsletter

Fortnightly tips and strategies to help you grow your B2B revenues faster. The Newsletter for leaders managing key customers and strategic channels. Every fortnight I provide a new practical technique that will help you re-think your approach to B2B selling and give you a competitive edge.

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Define the problem before you define the solution The Foundation of all Strategic Account Growth? Offer Development and Innovation stands as one of the most critical pillars of any successful customer strategy. In today's competitive B2B landscape, the ability to create compelling, differentiat...

by Mark Davies — Aug 12, 2025 kam odi

Accelerating sales growth with the Value-Based KAM Framework

INTRODUCTION The Uncomfortable Truth About KAM Here's a statistic that should make every Chief Revenue Officer pause: according to Gartner, 80% of key account management programs fail to deliver their expected results. Four out of five sales organisations find themselves in the frustrating cyc...

by Mark Davies — Jul 29, 2025 kam key account management

How Customer VALUE PROPOSITIONS Power B2B growth.

INTRODUCTION Welcome to the 6th Newsletter that describes the five major themes of customer management - VALUE PROPOSITIONS. Whilst this is being described last, it is arguably the most important of the five customer management capabilities. Why? Because it describes what the customer buys. ...

Jul 15, 2025 odi value propositions

Building a competitive advantage with channel partners.

INTRODUCTION Welcome back to The Value Matters Newsletter. In our previous editions, we've explored how to craft a one-page customer management strategy, segment your customer portfolio, and master direct key account management. In this newsletter, we tackle the most overlooked aspect of customer...

by Mark Davies — Jul 01, 2025 customer management

Managing customers directly

The business of value-selling and KAM INTRODUCTION There's an old question that haunts every revenue leader: "Is the juice worth the squeeze?" It's the moment when you've identified your most promising customers. The ones that could transform your business. The challenge? You must decide how ...

Jun 17, 2025

Who is the customer, anyway?

All customers are important (but some are more important than others) INTRODUCTION Continuing the 5-stage model described in the last two Newsletters to develop a Customer Management competitive advantage, we now look at the second stage: customer segmentation. This is perhaps the keystone of...

Jun 10, 2025

Correct Link to article

An update to the last Newsletter.. How to write a compelling strategy on 1-page. Dear valued Newsletter subscriber, There was a mistake in the last Newsletter published today, Tuesday, 3rd June 2025. The links to download the article (How to write a compelling strategy on 1 page) were incorre...

by Mark Davies — Jun 03, 2025 strategy

How to write a compelling strategy on 1 page

The First Stage to Develop Customer Management as a Competitive Edge INTRODUCTION There's a moment that comes to every business leader. Perhaps you've experienced it yourself? You're sitting in a boardroom, and someone asks the deceptively simple question: "So, what exactly is our strategy?" ...

Jun 03, 2025 customer management kam strategy

5-Stage Model for Breakout Sales Growth

A framework for customer management excellence. INTRODUCTION I've observed a curious phenomenon across countless B2B organisations over the past 25 years. Companies with brilliant products, robust intellectual property, and deep technical expertise often struggle with the most fundamental bu...

by Mark Davies — May 27, 2025 customer management strategy

Does your customer think you are a strategic supplier?

INTRODUCTION In the curious world of business, we find ourselves obsessed with categorisation. Organising things, people, and organisations into boxes provides comfort, order, and the illusion of control. Suppliers, in particular, invest considerable energy in classifying their customers. Is th...

May 20, 2025

Are you selling or solving?

The 4 tensions that sacrifice your tomorrow for today. If you work in Key Account Management, you're living in a world of constant tension. Not the uncomfortable kind that gives you a migraine (though sometimes that happens too), but the productive one that drives daily business decisions. Like...

May 13, 2025

The 10 dirty little secrets of B2B consultative selling

Introduction In my experience, working with B2B organisations, I've discovered certain truths that consistently separate high-performing companies from their competitors. These aren't complex strategies requiring expensive consultants or revolutionary technologies—they're fundamental principles t...

by Mark Davies — May 06, 2025 kam

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The Value Matters Newsletter

Fortnightly tips and strategies to help you grow your B2B revenues faster. The Newsletter for leaders managing key customers and strategic channels. Every fortnight I provide a new practical technique that will help you re-think your approach to B2B selling and give you a competitive edge.

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