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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The 5 Steps of a High-Impact KAM Training Programme

Why Most Training Fails—and How to Build One That Actually Works INTRODUCTION 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 ...

by Mark Davies — Nov 18, 2025 kam training

Is Your KAM Programme Good Enough?

20 Questions to find out. 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...

by Mark Davies — Nov 04, 2025 kam valuematters

The 8 Competences of Ninja Key Account Managers

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 ...

by mark davies — Oct 21, 2025 8competences kam keyaccountmanager

7 Reasons Why AI Makes KAM More Critical Than Ever.

Why the same forces destroying traditional selling are making Value-Based KAM your only sustainable advantage 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 st...

by Mark Davies — Oct 07, 2025 kam strategy

Sell me this pen!

Value Selling with the Customer P.A.I.N.S. Method. 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...

by Mark Davies — Sep 23, 2025 value-based selling

3 things that kill KAM performance.

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 attrac...

by Mark Davies — Sep 09, 2025 kam key account management value

3 techniques to understand your customer

Imagine trying to solve a puzzle without seeing the whole picture. You might connect a few pieces, but you’ll never see the final image. Business is a lot like that. To solve your customers' problems, you must first understand them. Without this foundational knowledge, you're essentially guessing...

by Mark Davies — Aug 26, 2025 kam odi

Problem Framing

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

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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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