After clocking in 20+ years of key account management, I'm here to give you the real scoop - the triumphs, the trials, and yes, the occasional trainwrecks! Here on this channel, I'll guide you through the art of forming robust relationships with top-tier decision-makers and influencers, turbocharging client revenue, and trimming down churn rates.
But there's more - it's about crafting a fulfilling career in key account management that you'll genuinely be passionate about.
Consider me your loyal sidekick, here to empower you to rise to the ranks of top key account manager.
Whether you're a newbie getting your feet wet or a veteran account management pro, rest assured, I've got your back!
So hit that subscribe button and come join my KZread tribe - we're about to embark on an exciting, knowledge-driven adventure!
Warwick
The KAM Coach
Пікірлер
Fantastic exchange of insights
How to deal with an employer providing key account management as the designation, expecting the employee to cater all the roles and responsibilities of the designation also in lncluding exclusive sales targets and sales roles and responsibilities and not paying enough even for one role. I need an assistance on this. Please help
What about of an accounting clerk
"Sales people won the clients, kam kept them." Im doing both 😒
"speed doesnt matter. Forward is forward. Okay?" Wish my boss know that. Thanks, master!
I have been working at a company for 2.5 years now and one of the AM's has had to resign due to personal reasons and there is an opening. I know all the software we use, I am good at solving problems and like order and analysis. I don't have any direct sales experience. Should I apply for the role?
Absolutely you should. I always say there's a long way from applying for a job to getting an offer and accepting it, so why talk yourself out of it? You'll have an advantage as an internal candidate who's familiar with the business and the product, plus skilled at problem solving - which is a quality clients are looking for in the account managers. So I say GO FOR IT!!!
template is not free......it is 14.99......bit dishonest no?
Hi there. The template is free, if you signed up at www.thekamcoach.com/lp-90-day-plan-template/ then it should already be in your inbox. It's an excel template with about 60 pre-populated and formatted actions for your first 90 days. I've had thousands of people download it. You will get a note about upgrading to the expanded 90 day plan (with about 400 actions) but that's entirely optional. Sorry if there was any confusion.
A role has opened up in my employer for this role and while I don't have any sales experience I have the other qualities required of the role. Should I take the punt?
Absolutely, you should go for it! I always say that there's a significant gap between applying for a job and receiving and accepting an offer, so why count yourself out? As an internal candidate already familiar with the business and the product, you have a distinct advantage. Your problem-solving skills are exactly what clients seek in account managers. So, take the leap and apply! If you need any help during the interview process, feel free to schedule a coaching call with me at (mytkc.net/powerhour) or check out The KAM Club (www.thekamclub.com). I host open office hours every Tuesday and Wednesday for members, where you can get personalized guidance.
I'm a new account manager and this is VERY helpful! Screenshot the list 🎉🎉🎉
Glad it was helpful! I think it's a good reminder of where we SHOULD be spending our time and that list is great way to refocus when you find yourself distracted by things that don't really add value (or doing other people's work for them!! A pet peeve of mine!)
@@kamcoach I couldn't agree more! THANK YOU!
I couldn't agree more! Relationship, relationship, relationship. 3 wide and 3 deep in each account is a good goal.
@craigjewell6230 I love that idea of 3x3 as a relationship goal. And if you're looking after a key account, engaging with 9 stakeholders isn't to much to manage. Could be 3 people from finance, 3 people from operations and 3 people from procurement for example? Is that the idea? I'm definitely going to borrow that strategy! Thank you!
Wow, great tips on the major account management profession, I saw some references such as the book Challenging Sale in your speech. Congratulations on the work! Hugs from Brazil
Thanks so much Diego! I'm glad you liked the video. You know I've only skimmed through the Challenger Sale, but you've reminded me I need to go back and read it properly!
❤
🙏
I LOVE THIS !!
I'm so glad. There's a lot of things on the list that don't get talked about much but show what a busy (and important) job account management really is.
I paid the $$ and downloaded this as I wanted a 1-page acct key acct plan template for my team to use. It's a bit of a faff really. The template when exported is not 1 page, more like 30 pages on PDF? There really isn't a 1-page template. Unless I'm missing something. But the whole process was pointless in the end. The link takes you to a domain hosted in Somalia?? Please tell me I'm missing something.
Hey @paulmcgilly747 I just realised the link went through to the wrong template. I've refunded your purchase. Here's the correct link for the one page template www.thekamcoach.com/lp-one-page-key-account-plan-template/
Everything look fantastic but what about ad hoc task, in business everything change constantly, so i think that normally KAM could not plan their day to be sure with that on 100%
You're right; there's always some unpredictability in any job, including being a key account manager. While it's impossible to plan every minute, I try to make sure unexpected tasks still fit into the main focus areas of our role. For example, if your boss asks you to do something last minute, that could fall under "Internal Alignment". But if a task doesn't seem to fit anywhere, it be worth considering if it's really your job or if someone else should handle it. Thanks for your comment!
The bottom one looks better ig
I agree with you?
This is great. Do you have something like this for an Account Profile?
just wanna ask about key account specialist? thank you
im on it , ty for your content
Awesome!! Hope it goes well!
Really great content
Thank you! I appreciate that so much!
Such a good video. Thank you very much!
You are very welcome. Glad you found it helpful.
Thank you for sharing this gold!
So much good stuff in Phil's interview - so many people have messaged me to say they got value from it, and I'm glad you're one of them.
Dude you need to do sake movements and everything when you compare things did you even pay attention in science when learning about experiments you can only change 1 variable
This wasn't a full test of the camera. I only looked at one variable - the lights. And tested them on or off. (plus I ain't no scientist!) 😉
Thanks for this very helpful
You're welcome! Getting those client relationships off to a good start (and continuing to nurture them) so I'm glad this video was helpful for you.
I agree with this, and have been on a very similar journey myself! I was shocked when one of my bosses suggested I *didn't* spend a lot of time learning the ins and outs of my team's work, but in hindsight she was right 👍
Thanks for the comment! It’s good advice not to get lost in the team's tasks. It can distract from big-picture stuff and set wrong expectations. I’ve been there, tried to help, and actually made things worse. It me it's better to enable the team than do the work for them. Really appreciate you sharing!
Amazing video!! Love your straightforward and informative style of communication!
Thanks so much! I try to keep the videos to the point and actionable -so I'm glad it resonated with you.
This is sooooo helpful! Many thanks
Glad it was helpful! My new motto is "no agenda, not attenda"
Hi, it was a very nice. It will Help a lot to understand how A KAM can utilise his/her day properly
Yes, definitely. I thought it would be useful to break down a typical day - turns out KAMs have a lot to do!
I found your account and I can't stopping watching your videos. Great work!
Awesome! Thank you! Glad you found me and hope you're enjoying the video library! More on the way soon.
Do you edit or not
No editing except for the split screen and the text to show which camera was which
Thanks
You are welcome! Hope the tip comes in handy.
this was brilliant, thanks for sharing!
Glad you enjoyed it! There are definitely some easy ways to learn about your clients that don't take a lot of time and effort buy can give you tremendous insights. Let me know if you have any suggestions of your own - I'd love to hear them.
C920 all the way, it might perform worse at low light but it gives way more natural light to the face and if you use the cam for streaming etc. then you'll have decent light setup anyway.
Oooh controversial! Haha. I was very happy with the C920 - but the low light performance was an issue for me. Since then I've picked up some Elgato key lights - so maybe I didn't need a new web cam - I just needed better lighting!!
@@kamcoach that's totally fine, not everybody has money for nor likes having decent lighting shining on their face for hours on end lol. Each cam has their own ups and downs 😊
Thank you for this quick tip - it was exactly what I needed!
Glad it was helpful! Took me a long time to realise how this was done so I'm happy to pay the tip forward!
What is Senior Account management ?? Is it related to accounting??
For me, senior account management usually means you look after more strategically important clients, bigger more complex clients, and those with more growth opportunities. Where your experience and accomplishments will help you lead these accounts effectively. It's not just about how LONG you've been an account manager. No it's not related to accounting, it's related to key account management. Hope that helps.
@@kamcoach thanks for the help
Brilliant. Thx very helpful
I'm so glad you found it helpful. A little preparation goes a long way.
Been an SDR for a year & a half. Starting my AM role at start of Q2. Look forward to learning from this channel!
Congratulations and welcome the the account management family. I'm excited for you. What are you most looking forward to in the new role?
There is an easier way to do this I think...Have all your bullet points in one text box (that way you don't have to worry about getting the spacing of the text boxes right). Highlight all the text in the box and select 'appear' in the animations tab. Little number 1s will appear on all the text. On the right hand side of the animations tab there is a is a drop down for when the animation should start, change it to 'On click' or after previous and set the length of the delay. The little 1s will turn into sequential numbers and when you view the animation it will appear line by line 🙂
Hi @deba8405, Yes, there's definitely an easier way. I created a short update video pinned with this alternative. Thanks for sharing!
After giving my email there is no access to the template you are talking about!!!
Hi Thomas, I had some email issues last week. Should be fixed now, but if it doesn't work, send me an email to [email protected]
Hey Warwick! I love the content. Been an AM for about 8-10 years and slowly transitioning into a more management focused role. Do you have any content recommendations for Directors of Account Management? Thanks!
@user-we1yo6ve2h Actually I've not done much content on leading an account management team but really should! I'll get some stuff out either here or on the podcast soon. I do have a workshop inside my membership community The KAM Club. The course covers managing key account managers that covers things like setting the right goals and expectations, hiring great people, giving clear instructions and feedback, being flexible in a changing environment-these are all essential to managing your team. You can learn more at www.thekamclub.com/
On
Lights on is definitely better. I have a pair of the Elgato Keylight Air amzn.to/4bpZV0q
I like the content man. Subscribed!
Welcome! Glad you enjoy the content and always open to suggestions on topics you'd like covered.
A very good and informative video. Thank you!
You are welcome! I hope this helps and if you want more information on account management check out the blog - I've got articles on all sorts of topics including one on free account management related courses www.thekamcoach.com/blog/
been looking for this kind of educational video. Thank you Warwick...!
Glad it was helpful! And any time!! Filming some more videos this weekend so should be some new content next week. Any topics you're especially interested in?
i would appreciate it if you could speak a little slower, since your content is so awesome.
Noted! I'm always trying to speak slower - it's a work in progress!
I would recommend just adjusting your speed. YT allows you to slow down or speed up a video while you watch
@@omghi95 Great tip! Thank you!
@@omghi95 I did adjust the speed after a while, but he just sounded strange and not so awesome anymore since it got a little too slow at x 0.75 🤣😅 Starts to sound like he's telling a fairy tale. 😁
Guess what? I just had a session with a vocal coach who gave me some great tips, so hopefully you'll notice a difference soon in my speed and articulation (next two videos were recorded before the session)
great content!!
Thank you - I glad you like!
Thank you! Very much straight to the point. Easy to follow instructions. Thank you’
Glad it helped! I hope this tip gives your presentations a little boost. I know it has mine.
pliz make a video on how you made the outro and intro of this video
I used Adobe After Effects for those intros/outros. Glad you liked them. I'm not really an expert though, so better to search for After Effects channels to learn more about it.