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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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

Do your strategic customers trust you?

INTRODUCTION Establishing and maintaining trust is the glue that holds together any relationship. It is critical for key account management but is often not discussed. It should be. Whilst it is easy to get lost and absorbed by strategic frameworks, spreadsheets that analyse results and new pr...

Apr 29, 2025

What is a key customer, anyway?

Introduction The next time you meet with senior leaders from different functions in your organisation, take a moment to reflect on these two essential questions: Who are our top 10 customers? How did we decide they should be in the top 10? You are really asking, who are our key customers, and...

by Mark Davies — Apr 22, 2025 kam key account management

KAM as Your Hidden Competitive Advantage: The Power of Causal Ambiguity

Introduction: The Invisible Edge In a world where products become commodities overnight and innovation cycles shrink to months instead of years, what's left to differentiate your offering? There's something powerful happening at the boundary between your organisation and your most important cus...

by Mark Davies — Apr 15, 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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