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

Showing 12 results:

Connect with me on LinkedIn here

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

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

1 2

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

Join Our Free Trial