Stop the Discount Spiral: A Better Way to Win Renewals
Discounts might feel like the easy way to renew a client—but they quietly erode trust, value, and profits. Before you slash your rates, tune in to learn how to shift the conversation, protect your margins, and still walk away with a yes💡 Key Insights:Discounts feel good in the moment but cost more in the long run.Price objections usually signal unclear value—not unwillingness to pay.Clients are more loyal to solutions that feel strategic, not cheap.✅ Action Steps:Start renewal conversations early—don’t wait until the last minute.Highlight wins and real-world results from the past year.Link your work to the client’s goals and KPIs.Offer flexible packages instead of blanket discounts.Show what’s new—upgrades, innovations, or added support.⚠️ Common Pitfalls:Giving in to pricing pressure too quickly.Forgetting to trade value when offering a concession.Treating all clients like price is their top priority.Surprising clients with price increases without a lead-up.Skipping the story—failing to explain why the value justifies the cost.🎧 Time to rethink your pricing strategy? Listen now!📝 Show notes at https://tkcpodcast.com/053👥 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.🔗 thekamclub.com – Your next level starts here.
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14:48
Is It Time to Step Up? Signs You're Ready to Become the Boss
You’ve mastered your role. You’re delivering results. But is it time to level up? In this episode, Warwick Brown breaks down what it really takes to move from individual contributor to the boss seat—and how to know if you're genuinely ready.💡 Key Insights:Leadership isn’t just about the title—it’s about learning to lead before you’re promoted.The shift from doing the work to enabling others can be a major adjustment.Motivation matters: Know why you want to lead, not just that you want to.Start building leadership skills now—mentoring, delegating, and cross-functional work.Getting real feedback and expressing your ambition can unlock future opportunities.✅ Action Steps:Assess your leadership readiness—skills, gaps, and mindset.Lead projects, mentor teammates, or join cross-functional initiatives.Tell your manager you're interested in a leadership role—don’t wait to be noticed.Reflect on your motivation: Is it money, meaning, or growth?Begin acting like a leader now to build trust and credibility.⚠️ Common Pitfalls:Assuming your current success guarantees leadership success.Avoiding feedback or difficult conversations about your gaps.Waiting passively for someone to “tap you on the shoulder.”Letting imposter syndrome or awkwardness stop you from stepping up.Thinking leadership is the only path to growth or success.🎧 Ready to dive in? Listen now!📝 Show notes available at https://tkcpodcast.com/052🚀 Want to know if you’re truly ready for leadership?Join The KAM Club and take the exclusive Leadership Readiness Assessment—a 10-minute quiz to uncover your strengths, gaps, and next steps on the path to becoming the boss.
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11:30
Guess What? Your Clients Are People Too!
When’s the last time you asked a client about their personal goals?Not the revenue target. Not the budget approval. But what they actually care about.In this eye-opening episode, we peel back the layers of business-as-usual and look at the real drivers behind your client’s decisions—their fears, aspirations, and everything in between. Spoiler: getting personal (the right way) builds stronger partnerships, faster.💡 KEY INSIGHTSPersonal goals like legacy, reputation, and work-life balance often drive business decisions more than spreadsheets ever willEmotional motivators—think trust, growth, inspiration—turn vendors into trusted advisorsIgnoring the human behind the job title? That’s where misalignment creeps in✅ ACTION STEPSAsk better questions: “What legacy do you want to leave in this role?”Adjust your style to their lifestyle—respect their time, values, and bandwidthCelebrate their wins outside of work: promotions, marathons, charity drivesAnchor your solutions to what matters to them, not just the bottom lineUse Bain’s B2B Elements of Value to spot hidden motivators in plain sight⚠️ COMMON PITFALLSGetting too personal, too fast—ease into itIgnoring goals that conflict with company strategy (don’t be an accomplice)Assuming every client wants a strictly professional relationshipMissing the signs: stress, hesitation, or silent resistance could be personal🎧 Listen now and start seeing your clients differently📝 Full notes & links: tkcpodcast.com/051🧠 Doing account management solo? Don’t.Come hang out with people who get it.The KAM Club is your go-to for tips, tools, and real talk about building next-level client relationships.Templates? Yep.Training? You bet.Coaching and smart strategy? All day.👉 Check out thekamclub.com and let’s level up—together.
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12:52
Overpromising Is Killing Your Client Relationships – Here’s How to Stop
Think your biggest risk is losing clients to competitors? Think again. The real danger lies in breaking trust with your existing clients. Overpromising might seem like the fastest way to keep them happy, but when expectations don’t match reality, the fallout can be devastating.In this episode, we uncover why overpromising damages long-term relationships and how to build trust through honest, value-driven commitments.💡 Key Insights:Overpromising weakens client trust – Clients may start questioning your reliability, leading to increased scrutiny and skepticism.Existing clients expect consistency – A broken promise on delivery timelines, resources, or service levels can shake their confidence in your partnership.Under-sell, over-deliver wins every time – Setting realistic expectations and exceeding them builds lasting client loyalty.✅ Action Steps:Audit your commitments – Review past promises and ensure you’re delivering on them consistently.Master expectation management – Clearly define what’s achievable and communicate potential risks upfront.Turn transparency into a competitive advantage – Proactively update clients about progress, challenges, and solutions.⚠️ Common Pitfalls to Avoid:Overpromising to keep a client happy in the short term but damaging trust in the long run.Saying "yes" to unrealistic deadlines without checking resources.Avoiding difficult conversations about delays or setbacks.🎧 Ready to build trust that lasts? Listen now!📝 Show notes available at https://tkcpodcast.com/050 The KAM Club – The #1 community for key account managers who want to grow their client relationships, revenue, and careers. Join us for exclusive insights, coaching, and resources.🌍 Learn more at www.thekamclub.com
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12:06
When 'I Don’t Know' Is Exactly What Your Client Needs to Hear
What if the phrase "I don’t know" could actually make you a better account manager? Let's dive into why showing vulnerability isn’t a weakness—it’s a hidden strength that can transform client relationships. Discover how dropping the façade of perfection can boost trust, collaboration, and long-term success.💡 Key Insights:Authenticity builds stronger, more trusting client relationships.Bluffing erodes credibility—clients can sense when you’re not being real.Embracing vulnerability reduces burnout and fosters collaboration.Strategic transparency strengthens partnerships without oversharing.Co-learning with clients leads to deeper insights and better solutions.✅ Action Steps:Next time you don’t have an answer, say: “That’s a great question—I’ll dig deeper and get back to you.”Reflect on assumptions by journaling post-meeting—spot your blind spots.Frame client conversations as collaborations: “Here’s what I’m seeing—what’s your perspective?”Practice mindful vulnerability—share challenges only when constructive.Test co-learning strategies with trusted clients to build deeper connections.⚠️ Common Pitfalls:Bluffing to look competent—it backfires and damages trust.Oversharing problems—transparency doesn’t mean airing all your dirty laundry.Assuming you know client needs—this limits real solutions.Burning out by aiming for perfection—being real is more sustainable.Turning client calls into venting sessions—keep it professional and purposeful.🎧 Ready to dive in? Listen now!📝 Show notes available at https://tkcpodcast.com/049💡 Join The KAM Club – Coaching, templates, and a community built for key account managers → thekamclub.com
Welcome to The KAM Club Podcast, a series for key account managers, hosted by Warwick Brown. Every week we discuss practical tools, tips, tactics and advice on how to build a successful career in key account management and become remarkable.
Be sure to follow @thekamclub on social and check out our website https://www.thekamclub.com.
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