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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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

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 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

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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