- How will you know when you are adding and creating value for your customers?
- Do your most important clients know the extra lengths you go to provide them with unexpected, relevant and personalised value that is ultimately useful to them?
With value being undefinable to many and different to each of your accounts, I wanted to peel back a few layers of this really big onion and explore value with our guest for this episode: Warwick Brown.
He has also recently launched The KAM Club - a private learning community that helps busy account managers get results.
Listen to this episode to hear Warwick’s definition of value; where he feels the most mistakes are made by account managers when it comes to value; how we track and demonstrate what we are achieving for clients; and what today’s market has done to the value playing field in the B2B world.
In this episode we asked Warwick to give us his killer question which was:
“Write down two or three things, that make your company completely different. Unique qualities that nobody else can claim to do.”
In a world where clients want and need more from you than ever before, Warwick shares his three tips, which are a great place to start:
With differentiation being a real challenge for so many businesses, what is your business the best at doing, the first to do or the only one doing?
Find out more about my guest: Warwick Brown
His mission is to support inhouse KAM Professionals with the right advice, tools and learning resources to boost their results. He also spends time educating organisations about the importance of leveraging the power of key account management which in turn to accelerates higher performing KAM Professionals, improved client retention and increased revenue.
