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: key account management

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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

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

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

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: key account management

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