Why Most Training Fails—and How to Build One That Actually Works
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INTRODUCTION
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For over twenty years, I've had a front-row seat to a common issue: most Key Account Management training programmes don't work.
Not because the content is wrong. Not because the trainers aren't skilled. But because they treat KAM like it's just another sales technique to master over a two-day workshop with some Po...
20 Questions to find out.
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INTRODUCTION
If you're wondering why your top accounts aren't growing faster, the problem might be your Key Account Management (KAM) capability. We put together 20 questions that instantly diagnose the gaps.
But first, let's talk about what most organisations get wrong about KAM.
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B2B Suppliers NEED a KAM programme that delivers results
Here's something you might al...
INTRODUCTION
Last year, I worked with a manufacturing company that had just promoted its star salesperson (let’s call her Joan) to Key Account Manager. Joan was brilliant. She consistently hit 130% of quota, customers loved her, and she had a gift for closing deals that made the rest of the team look like amateurs.
But six months into her new role, Joan was miserable. Her key accounts were stag...
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