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: customer management

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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

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

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

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: customer management

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