
Why the same forces destroying traditional selling are making Value-Based KAM your only sustainable advantage
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Most B2B leaders are avoiding this shift in thinking:
AI isn't just changing how we sell; it's obliterating the entire foundation of "traditional" selling while simultaneously making strategic Key Account Management the only defensible competitive position left.
If you're still treati...

Value Selling with the Customer P.A.I.N.S. Method.
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Introduction
In the 2013 Martin Scorsese film "The Wolf of Wall Street," a dramatisation based on the memoirs of Jordan Belfort, we witness the rise and fall of a stockbroker whose firm Stratton Oakmont, engaged in rampant corruption, fraud and conning money from the general public into investments that would seldom, if ever, make returns.
Jo...

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INTRODUCTION
Today, more than ever, B2B firms need to focus their business growth effort on the highest potential customers.
That handful of your customers represents both your current business and future growth. They represent higher potential, but are typically more demanding. And they attract the attention of your competitors.
But firms struggle to establish KAM programmes that deliver res...
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