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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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 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

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

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.

Tags: kam

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