Episodes

  • 10 Books Every Key Account Manager Should Read in 2026

    10 Books Every Key Account Manager Should Read in 2026
    Jan 22 2026
    It's mid-January. Be honest... how are the resolutions going? Here's a better idea: forget the 5 AM wake-ups and juice cleanses. Instead, invest in something that actually compounds...Knowledge. These 10 books will transform how you manage accounts, navigate tough conversations, and think strategically in 2026. From mastering the art of influence to speaking the language of CFOs, this is your account-ability reading list (yes, we went there). The difference between you and AI? AI reads for information. You read for transformation.HIGHLIGHTS(0:57) Why Reading Matters for KAMs. The role is constantly evolving—clients are more sophisticated, buying committees are larger, and expectations are sky-high. Books give you the mental models you can apply immediately.(2:26) Communication Powerhouses. The foundation of everything we do: managing information, securing resources, convincing people, and navigating chaos.(2:50) 1. Look: Leading Yourself by Elizabeth Lautado. Focus on what you can control—your mindset, reactions, and priorities. If you can't lead yourself, you can't lead your accounts.(4:04) 2. Exactly What to Say by Phil M. Jones. Twenty-three simple phrases for closing deals and getting information. A toolkit of effective language for those moments when you're caught off guard.(5:20) 3. Supercommunicators by Charles Duhigg. Adapt to different conversations—from procurement to CFOs to internal teams. Recognize what type of conversation you're in and match it.(7:04) Strategic Thinking Trio. Communication gets you in the door, but these books help you think differently once you're there.(7:04) 4. Think Again by Adam Grant. Challenge your biases and question assumptions. Being able to unlearn and relearn is your superpower.(8:19) 5. Objections by Jeb Blount. Handle commercial "nos" without feeling pushy. Turn resistance into dialogue and get momentum.(10:30) 6. Smart, Not Loud by Jessica Chen. Don't do invisible work. Learn strategic visibility—communicating your value internally is just as important as delivering it externally.(12:27) Business Acumen Builders. Numbers are how decisions get made. Learn to talk the language of decision-makers.(12:27) 7. Financial Intelligence by Karen Berman. Understand the three financial statements every KAM should know and frame conversations around financial outcomes.(13:45) 8. Unsticking Deals by James Muir. Stop pushing deals out quarter after quarter. Learn why deals stall and get a diagnostic approach to reignite them.(15:37) Relationship Lifecycle Picks. Win the business and keep it.(15:37) 9. Selling With by Nate Nasrallah. Leverage your relationships with champions to grow accounts. Move from reactive to proactive account growth.(17:21) 10. Onboarding Matters by Donna Weber. The first few months are where customers decide if promises were kept. Protect your future self from inheriting problems.(19:00) Making It Actionable. Pick your weakest area first, aim for one book per month, and read with action in mind.NEXT STEPSPick one book by the end of this week and commit to itAim for one book per month with a two-month buffer for lifeAfter each chapter, identify one thing you can apply that week and do itBuild the reading habit—find your time and protect itRESOURCESFull book list: https://amzn.to/3L3II5TPodcast Show Notes: https://podcast.thekamclub.com/The KAM Club Business Briefs: Short courses at https://www.thekamclub.comWANT MORE STRATEGIES LIKE THIS?Join The KAM Club—a global community for key account managers packed with training, templates, coaching, and expert playbooks to help you grow accounts with confidence.
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    23 mins
  • What to Do Right Now So January Doesn't Destroy You

    What to Do Right Now So January Doesn't Destroy You
    Dec 18 2025

    Let's be honest. Every December, we tell ourselves the same story: "I'll use the holidays to get ahead, and January will be different." Then January rolls around, and we're exactly where we started, only now with added pressure and regret.

    Sound familiar?

    Join us as we break this cycle with a smarter approach that requires just one or two days of focused work. No marathon sessions, no guilt-inducing to-do lists—just three strategic moves that'll set you up to start 2026 strong while actually enjoying your downtime.

    Because working smarter beats working harder every single time.

    Special Note: This episode includes "Christmas For One," an original song written by Warwick and brought to life with Suno AI. It's a heartfelt reminder that however you celebrate the holidays—crowded or quiet, with others or solo—what matters is carving out time for yourself.

    Highlights

    • (0:00) The December Trap: Why that "head start" you promise yourself never materializes—and how to break the cycle.
    • (2:34) 1. Know Your Renewal Risks: Spend 90 minutes identifying which accounts are actually at risk in Q1 and Q2—before January chaos hits.
    • (4:05) Risk Signals to Watch: Look beyond obvious contract renewals to spot early warning signs like quiet contacts, lower transactions, and weak relationships.
    • (5:10) 2. Map Your Relationships: Get real about who matters in your top accounts and how strong those connections actually are.
    • (6:24) Find the Weak Links: Identify the people you've been avoiding or neglecting—they're your priority outreach for the new year.
    • (6:45) 3. Professional Reflection: Take honest stock of what worked in 2025 and what didn't—not for your manager, but for you.
    • (8:34) Pick One Habit: Choose one simple, specific thing to do differently in 2026 (and actually stick with it).
    • (9:23) You're Done: Once you've completed these three things, you can coast guilt-free through the rest of the holidays.
    • (10:44) Christmas For One: A personal reflection on celebrating the holidays solo, plus an original song about finding peace in your own company.


    Your Game Plan to Own January

    • Block 90 minutes to review your accounts and identify renewal risks for Q1 and Q2
    • Pull up your CRM and look for risk signals beyond obvious contract expirations
    • Map key relationships in your top 5-10 accounts and identify weak links
    • List what worked about how you operated in 2025 and what didn't serve you
    • Choose one specific habit to start in 2026—keep it simple and actionable
    • Give yourself permission to coast once this strategic work is done


    Resources

    Suno AI Music App - Create your own AI-generated songs

    Join The KAM Club - Global community for key account managers


    Want more strategies like this?

    Join The KAM Club a global community for key account managers packed with training, templates, coaching, and expert playbooks to help you grow accounts with confidence.

    Did this episode resonate with you? Why not pay it forward and share it with your network on LinkedIn.You're not trying to start January as a different person. You want to start January with one clear thing you're going to do differently and that actually sticks.
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    16 mins
  • Your Main Contact Leaves. Now What—Does Your Account Leave Too?

    Your Main Contact Leaves. Now What—Does Your Account Leave Too?
    Nov 6 2025
    The stronger your relationship with one champion, the more vulnerable your account becomes. Intimacy creates dependency. Dependency creates risk. And most of us don't realize we're building a time bomb until it explodes. When your champion leaves—and they will—you'll either have a succession-proof account strategy or you'll be starting from zero with someone who's never heard of you. This episode is your insurance policy.Highlights(0:00) The Single Point of Failure: Why your strongest champion relationship is actually your biggest vulnerability.(3:03) Champions Plural, Not Champion: Map your stakeholder landscape systematically—decision makers, influencers, users, technical evaluators, budget holders, and future leaders.(4:44) Role Knowledge Over Personal Relationships: Build a role knowledge map for each critical function. People come and go. This knowledge transfers.(6:29) The Golden Opportunity Window: When your champion tells you they're leaving, they become your most valuable asset for introductions.(8:28) The Internal Successor Fast-Track: If an internal candidate is likely to take over, reach out immediately—don't wait for official announcement.(9:20) The Nightmare Scenario: New contact from outside with zero relationship history. Your immediate priority: relationship triage and reframing your value.(10:48) Reframe Your Value Prop: Don't reference the old relationship. Focus on what you can do for them and the problems you solve.(13:05) Institutional Relationships Over Personal Ones: Embed yourself into their business processes, not just personal relationships. Make removing you require changing how they work.(15:35) The Emotional Trap: Your attachment to the old champion can sabotage the new relationship. Keep it "friendly, not friends."(18:11) The Mindset Shift: Don't view champion succession as a threat—view it as an opportunity for account breakthroughs.Your Quick-Start Succession-Proof PlaybookImmediate Actions:Calculate Your Risk: For each key account, what % of access flows through 1-2 people? Over 50% = danger zone.Map Your Stakeholders: Identify decision makers, influencers, users, technical evaluators, budget holders, and future leaders. Don't just know people—know their roles and functions.Build Your Champion Network: Strategic (senior-level), operational (day-to-day), technical (product expertise), and future champions (rising stars).Embed Into Their Systems: Identify 3 business processes where you could become systematically embedded—not just a vendor, but part of how they work.Prepare Your Reframe: If your champion left tomorrow, what would you say to their replacement? Practice positioning your value around their problems, not your old relationship.When You Get Advanced Notice:Activate your departing champion as your asset (they've got nothing to lose)Request warm introductions to their successorDocument everything they know that isn't written downWhen It's a Surprise:Relationship triage: Who else in the org knows you?Reframe your value prop immediatelyFocus on what you can do for the new contact, not what you did for the old oneResourcesBook: The Relationship Roadmap by Peter BeaumontA practical guide for strategically building and maintaining business contacts.Show Notes & Transcript: podcast.thekamclub.comJoin the KAM Succession-Proof Crew🔥 Want the full stakeholder mapping framework, transition scripts, and war-gaming templates? Join The KAM Club—your global community with live coaching, playbooks, and the complete succession-proof toolkit.📋 Stuck navigating a leadership transition right now? Attend Open Office Hours (Tues/Wed) for 1:1 troubleshooting with Warwick on your specific succession challenges.The stronger your relationship with one champion, the more vulnerable your account becomes. Intimacy creates dependency, and dependency creates risk.
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    21 mins
  • Not Your Mess, But Your Problem: The Account Handover Rescue Mission

    Not Your Mess, But Your Problem: The Account Handover Rescue Mission
    Sep 11 2025

    Inheriting a chaotic account feels like being handed a sinking ship—you didn’t cause the leaks, but everyone expects YOU to bail it out. This isn’t about fixing someone else’s mistakes; it’s about launching a strategic rescue mission to transform disaster zones into loyal, high-growth partnerships.

    Join us as we deploy a field-tested playbook to triage relationships, uncover hidden landmines, and turn “inherited nightmares” into career-defining wins. No blame, no burnout—just actionable tactics to reclaim control.


    Highlights

    (Key insights with timestamps)

    • (0:00) Negative Credibility Launchpad: Why inheriting a mess means starting below zero—and how low expectations are your secret advantage.
    • (1:47) The No-Blame Reset: Why trashing predecessors backfires (and how to say "That’s on us" without owning their mistakes).
    • (5:25) Detective Mode Activated: Cut through emotional fog by separating facts from frustrations—plus a 2-column template to uncover reality.
    • (8:24) Micro-Wins Strategy: Rebuild trust with 3 stupidly small promises kept perfectly in week one (no heroics needed).
    • (11:58) The 90-Day Rescue Blueprint: Stabilize, improve, and grow—exactly how to phase your comeback and make clients co-authors of the fix.
    • (15:24) Teamwork Trap: Why "I’ll handle it" sets you up to fail (and how to mobilize allies without overpromising).
    • (17:47) Disaster-to-Legacy Play: Document your turnaround to dodge repeat fires—and turn crisis credentials into career gold.


    Your Handover Rescue Roadmap

    Cleanup Playbook

    • Week 1: Make + keep 3 tiny commitments (e.g., "I’ll call at 10 AM Tuesday").
    • Detective Work: Map what actually happened vs. perceptions using a simple 2-column template.
    • Recovery Plan: Identify 3 critical issues to fix first—get client sign-off before acting.
    • Exit Strategy: At 90 days, formally close the "hyper-care" phase with client agreement.
    • Document Ruthlessly: Turn lessons into a blueprint for future handovers or promotions.


    Resources

    • Video: How to Deal with Another Key Account Manager's Mess at Work
    • Show Notes: KAM Podcast AI Chatbot (Ask Qs + get transcript via ChatGPT-5)


    Join the KAM Comeback Crew!

    🔥 Want the full handover checklist? Join The KAM Club—your global community with live coaching, templates, and playbooks to turn account nightmares into legacy wins.
    🎧 Stuck in a handoff horror story? Attend Open Office Hours (Tues/Wed) for 1:1 troubleshooting with Warwick!


    Because the best account managers aren’t born—they’re forged in fire.

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    20 mins
  • When Your Boss Just Doesn't Get It (And How to Fix That)

    When Your Boss Just Doesn't Get It (And How to Fix That)
    Sep 3 2025

    Picture this: You just saved a million-dollar client from churning. Crisis averted, relationship stronger than ever. Your boss's response? "Great, so they're renewing early, right?"

    And there it is—that gut punch moment. Three months of relationship-building, crisis-prevention, and strategic brilliance reduced to a simple transaction. If you want to scream right now, you're not alone. You're about to learn why this keeps happening and how to flip it forever.


    Highlights

    (Key insights with timestamps)

    • (0:00) The numbers-obsessed boss problem: When strategic work gets ignored
    • (2:03) Reality check: Why managing up is harder than managing clients
    • (2:34) Your boss's hidden pressure: Understanding their quarterly reality
    • (3:00) The invisible work trap: Why relationship-building doesn't show up in CRM
    • (4:25) Lost in translation: When you speak relationships but they speak revenue
    • (5:03) The 30-second elevator update: How to talk accounts with numbers
    • (7:22) Strategy flip: Stop educating, start empowering your boss
    • (8:13) Visibility over credit: Making your results impossible to ignore
    • (11:55) Game-changer mindset: Treat your boss like your top client
    • (12:55) Complementary leadership: How to fill your boss's gaps
    • (13:17) Boss stakeholder mapping: Identify their real wins and priorities
    • (14:09) The golden rule: Make their life easier, not harder


    Resources

    (Tools to master upward management)

    • Book: Managing Up: How to Move up, Win at Work, and Succeed with Any Type of Boss by Mary Abbajay (Link)
    • Video: Workplace Survival Kit: 4 Strategies for Handling Your Difficult Boss
    • Video: How to Play Office Politics and WIN
    • Free Template: Manager Approval Toolkit for The KAM Club


    Your Boss-Alignment Action Plan

    (Start today in 15 minutes)

    • Dollarize Your Day: For 3 recent client interactions, calculate:
    • Craft a CEO-Ready Slide: Using ChatGPT/Gamma.app, summarize one account in:
    1. Revenue status
    2. Pipeline value
    3. Next-quarter dollar opportunity
    • Ask Your Boss: "What’s one thing I could include in updates to make your leadership meetings easier?"
    • Map Their Wins: Identify what your boss needs to hit their bonus this quarter.


    Turn Bosses into Champions

    • Join the Movement: The KAM Club → Live coaching + resource library + "Office Politics" playbook
    • Free Access: ⁠Manager Approval Toolkit⁠ (Get work to fund your membership)


    🚀 Stop waiting for your boss to speak your language. Start speaking theirs. The work doesn't change—but the recognition will.

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    15 mins
  • QBRs That Don't Suck: Your Business Review Rescue Plan

    QBRs That Don't Suck: Your Business Review Rescue Plan
    Jul 30 2025

    What if your quarterly reviews became the meetings clients actually look forward to? The secret isn’t more slides—it’s flipping the script from backward-looking reports to future-building conversations.

    James Ward from Clientshare reveals a 3-step rescue plan to transform QBRs from time-wasters into revenue-driving, trust-building power sessions.

    Discover how top performers use ruthless focus, one-page magic, and client collaboration to make reviews their #1 growth engine.


    Highlights

    (Transformative tactics with timestamps)

    • (0:00) From Chore to Growth Engine: Why QBRs are your secret weapon for expansions & renewals
    • (1:00) The New Reality: How remote work made strategic reviews more valuable than ever
    • (2:55) Measure to Treasure: 5 simple metrics that predict revenue risks & opportunities
    • (4:07) The 3-Question Filter: Cut fluff! Every slide must answer: What? So what? What next?
    • (6:14) Data on a Diet: Replace 80% of slides with one visual dashboard (Power BI/Tableau)
    • (8:08) Feedback in Real-Time: Get client scores during the meeting—not weeks later
    • (11:20) The Golden Framework: Measure → Build → Deliver (steal this blueprint)
    • (16:00) Brevity Wins: Why “one page = one hour” is the elite account manager’s mantra


    Resources

    (Tools to build better QBRs)

    • Your Business Reviews Suck (And Your Customers Know It): Check out Part 1 of the series to find out the problem with QBRs and why clients think they're a waste of time.
    • Clientshare QBR Hub: Expert content on how to build the best business reviews.
    • Quarterly Business Review Best Practices: Watch this video for nine ways to transform your QBR from boring to brilliant.
    • James Ward on LinkedIn: Follow James for more tips on creating growth focused business reviews.


    Your QBR Rescue Mission

    (Start today in <10 minutes)

    1. Slash & Simplify: Apply the “What? So what? What next?” test to 3 slides in your next deck.
    2. Send Early, Win Big: Share decks 3 days pre-meeting with: “Come ready to discuss page 5!”
    3. Ask the Magic Question: End with: “What’s one thing that would make our partnership unstoppable?”
    4. Track What Matters: Note attendance, feedback scores, and action follow-ups in a simple spreadsheet.


    Join the QBR Revolution

    “Stop reporting history. Start building futures.”

    • Become a QBR Hero: Join 100+ KAMs in The KAM Club → Live coaching + template library + deal playbooks


    Your next review could be the one where clients say: “When’s our next meeting?” ✨
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    17 mins
  • Your Business Reviews Suck (And Your Customers Know It)

    Your Business Reviews Suck (And Your Customers Know It)
    Jul 4 2025

    Why do 80% of buyers feel suppliers drop the ball in business reviews? If your QBRs feel like stale, data-dumping exercises that clients dodge or dismiss, you’re not alone—and the fallout is costing you trust and revenue.

    Join James Ward (QBR innovator and Clientshare founder) as we dissect why decades-old review formats fail modern partnerships, how "insight starvation" leaves clients hungry for action, and the shocking stat that’ll make you rethink how you approach reviews.

    Discover why operational reports ≠ value—and why your clients are silently screaming for change.


    Guest Spotlight
    Founder of Clientshare, James Ward helps global giants transform clunky QBRs into growth engines. His software and strategies turn review chaos into client retention gold, backed by eye-opening research on buyer-supplier gaps.


    Highlights

    (Key insights with timestamps)

    • (0:00) The QBR Frustration: Clients ghost reviews because they feel like tick-box exercises.
    • (0:55) Client Share’s Mission: Software that rescues reviews from chaos—measuring NPS, CSAT, and value delivery.
    • (1:12) Pain by the Numbers: 88% of buyers say suppliers fail to show value/innovation; 77% call materials "poor quality."
    • (2:03) The Trust Tax: Poor reviews leave money on the table for both sides by eroding partnership potential.
    • (3:25) 20-Year Time Warp: How QBRs evolved from "give me data" (2000s) → "tell me a story" (2010s) → "tell me what to DO" (2025).
    • (7:53) Stuck in Stage 1: Most teams struggle with basics (clean data) while clients demand actionable recommendations.
    • (9:23) Account Manager Burnout: Average prep time? 9 days per QBR for a 1-hour meeting.
    • (14:38) Data vs. Impact: Clients have self-service portals—stop regurgitating numbers; focus on 3 game-changing insights.


    • Resources
      • QBR Research Report: ⁠Client Share’s buyer-supplier gap analysis⁠ The QBR Delusion.
      • Part 2 Alert: ⁠Catch solutions here⁠—James’ 3-step fix, overrated "best practices," and the question that unlocks client dialogue.

      Your Next Steps

      (Before your next review)

      1. Audit Your Deck: Cut 10+ slides (did the client notice last time?).
      2. Flip the Script: Start with "Here’s how we moved your goals forward"—not operational metrics.
      3. Time Tracker: Log hours spent prepping; if >1 day, rethink your process.

      Fix Your Reviews!

      • Join the KAM Club: Unlock QBR templates, workshops, and coaching,
      • Connect with James: Follow James Ward on LinkedIn for more QBR solutions and best practices


      Don’t miss Part 2: ⁠How to turn reviews into revenue engines⁠—out now! 🔥
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    16 mins
  • Sales Skills Are Transferable—9 Growth Industries in 2025 (And How to Break In)

    Sales Skills Are Transferable—9 Growth Industries in 2025 (And How to Break In)
    Jun 6 2025
    Feeling stuck in your career or eyeing a fresh start? That nagging sense that "it’s time for something new" isn’t just restlessness—it’s intuition pointing toward booming opportunities. Forget starting from scratch; your key account management superpowers (strategic thinking, relationship-building, problem-solving) are golden tickets into 9 explosive industries. From AI-driven tech to green energy revolutions, discover where your skills are needed most in 2025—and how to pivot strategically without burning your résumé.Let’s unpack the data-backed sectors hungry for talent like yours and turn uncertainty into your biggest career advantage.Highlights(Key insights with timestamps)(0:00) Pivot Power: Why burnout, layoffs, or boredom signal the perfect moment to explore high-growth industries.(1:11) Transferable Skills Unleashed: How strategic thinking, relationship-building, and commercial acumen open doors in ANY sector.(2:27) Top 9 Growth Industries for 2025: Renewable energy, healthcare/biotech, AI/tech, fintech, logistics/e-commerce, immersive tech (VR/AR), cybersecurity, business support services, property/construction.(3:40) Renewable Energy & Sustainability: Companies like SSE Renewables hiring KAMs for complex infrastructure projects.(5:06) Healthcare & Biotech: Aging populations + digital health innovations driving demand at GlaxoSmithKline.(6:06) AI & Technology: Salesforce/Darktrace seeking KAMs to bridge tech teams and business outcomes.(6:45) Fintech: Stripe and PayPal needing trust-builders for open banking/fraud solutions.(7:35) Logistics & E-commerce: Drone delivery + AI fulfillment roles at Kuehne+Nagel.(8:03) Immersive Tech (VR/AR): Consultative storytellers wanted for training/healthcare applications.(9:50) Cybersecurity: Advisory-style KAMs in high demand at Palo Alto Networks/CrowdStrike.(10:48) Business Support Services: Outsourcing boom creating SME-focused roles at Randstad.(11:26) Property & Construction: Green building/urban regeneration opportunities at Barrett Developments.(13:09) The 25-Degree Pivot Rule: Why shifting to adjacent industries beats 180-degree jumps.(17:28) Skill-Up Shortcuts: Free micro-courses + niche forums to "sound like an insider" fast.Resources(Tools to fuel your pivot)Gemini AI Industry Reports: ⁠Deep-dive UK/US sector analysis⁠ (linked in show notes)Coursera Micro-Courses: ⁠Free industry primers like fintech/AI/healthcare and others (certificates optional)KAM Club LinkedIn Optimizer: ⁠Auto-generate industry-agnostic profiles⁠ (members only)Consulting Firm Insights: ⁠Read PwC, Deloitte, McKinsey etc sector reports⁠ on emerging tech and trendsYour Next Steps(Strategic shifts start today)Audit Adjacency: Identify 1–2 industries closest to your current expertise (e.g., retail → e-commerce platforms).Reframe Your Story: Scrub industry jargon from your LinkedIn/CV; highlight transferable wins ("Managed $1M portfolios in regulated environments").Skill Sprint: Enroll in one free sector-specific course (e.g., "FinTech Fundamentals" on Coursera).Lurk & Learn: Join subreddits/Slack groups in target industries; comment thoughtfully on leaders’ posts.Ready to Launch Your Pivot?Grab the Reports: Download the full industry deep dives⁠ analysis for US & UKJoin the KAM Club: Access resources like the LinkedIn Optimizer, pivot playbooks, and live coaching and more.Share Your Shift: Tag Warwick on LinkedIn (⁠@warwickabrown⁠) with your target industry—#PivotPower!Remember: Your next career chapter isn’t about reinvention—it’s about redirection. You’ve got this. 🚀
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    22 mins