The Business of Expertise

The KAM Club Podcast

Sick of Clients Ignoring Your Advice? Here's How to Get Them Listening.

We've all been there. You make thoughtful recommendations to help your client get the most out of your solution. But they ignore you and instead spend big bucks bringing in outside consultants who just regurgitate what you already said!

Discover how to turn basic information into valuable insights your clients can't ignore. Learn how to structure strategic conversations that make executives sit up and take notice.

Key Topics Covered

• The value of key account managers positioning themselves as experts
• Clients hiring expensive consultants instead of listening to their account manager's advice
• Transforming information into useful knowledge for clients
• Strategies for filtering, validating, analyzing, customizing and communicating information
• Viewing ideas through a “customer improvement lens”
• Moving from giving options to clear recommendations
• Achieving “trusted partner” status with clients
• Managing the balance between priorities and busyness

The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on a successful career in key account management.

Resources:

• The KAM Club Newsletter. Sign up to never miss an episode.
• Episode show notes. Read the summary notes and get links to all the resources mentioned in the show.
• The KAM Club. Learn more about the world's greatest community of key account managers from around the globe.
• Workona Tab Manager. Free chrome extension to get your browser tabs under control.
• Book: The Business of Expertise by David C. Baker
• Book: First Things First by Stephen Covey