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.

Tags: kam

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How 3rd party partnerships form value-cells INTRODUCTION Here is a question worth sitting with for a moment. What percentage of your revenue reaches your target customers directly? And what percentage travels through intermediaries, distributors, contractors, resellers, agents, channel partners...

by Mark Davies — Apr 21, 2026 kam strategy

3 principles that Dolly Parton lives by

And why high-performing Key account Managers should adopt them too. Business has many forms and many heroes. So let's talk about one of the very best: Dolly Parton. Not the rhinestones. Not the wigs. And not the nine-to-five. I want to talk about the fact that she is, by any serious measure, o...

by Mark Davies — Apr 07, 2026 kam skills

Selling Wins The B2B Game

(It always did) Professional selling is not dying (But the version most firms invest in needs to evolve) Let me start with a confession. I have spent the last couple of years adding my voice to a growing chorus: that AI and technology are squeezing the life out of traditional selling. That the ...

by Mark Davies — Mar 17, 2026 kam selling

5 steps sell anything

What B2B can learn from selling an old vase What a dusty box of ceramics taught me about B2B selling Here is a confession. I had forgotten I owned something valuable. Not metaphorically. Not in some abstract, philosophical sense. I literally owned two pieces of highly collectable early-twenti...

by Mark Davies — Mar 03, 2026 kam odi offer development & innovation

Think smarter and grow your strategic sales

10 ways that Key Account Managers can use AI to boost their critical thinking skills INTRODUCTION The average Key Account Manager juggles seventeen different decisions before their second coffee. Which customer challenge deserves attention first? Is this request strategic or operational? Should...

by Mark Davies — Feb 17, 2026 kam key account manager skills

The Missing Function That's Costing B2B Companies Millions

INTRODUCTION While 89% of companies believe their use of Strategic Account Management plans is going to increase (Global Partners Training, 2022), only 14% of B2B companies have truly embedded customer-centricity in their culture (B2B International, n.d.). The gap? Most organisations lack a dedic...

by Mark Davies — Feb 03, 2026 customer management kam

3 ways that KAM powers B2B Innovation

INTRODUCTION The innovation challenge haunts every boardroom. B2B executives know they must innovate to survive, yet most innovation efforts collapse under their own weight. The statistics are sobering. According to Harvard Business School's Clayton Christensen, 95% of product innovations fail ...

by Mark Davies — Jan 20, 2026 innovation kam

What is the kingpin of any customer management strategy?

How to segment your customer portfolio INTRODUCTION Here is a question that keeps commercial leaders awake at night: Why do some customer relationships flourish while others quietly drain resources and deliver diminishing returns? The answer, more often than not, lies in a fundamental mistake. ...

by Mark Davies — Dec 02, 2025 customer segmentation kam strategy

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

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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.

Tags: kam

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