Thinking that compounds.
Posts carry the argument as it develops. Resources are the tools and decks we keep current. Both free to use on a real account this week. The vocabulary lives in the glossary.
Latest posts
12 August 2026 · Mark Davies The Johnny Cash Principle
A rockabilly band, a Cotswolds festival, and the moment everybody finally looked up: why every pitch should open with what your audience already knows, and the ABC model that makes it happen.
sales
5 August 2026 · Mark Davies Why you keep rebuilding your KAM programme
Four out of five sales organisations rebuild their key account programme every few years. The rebuild is treated as a failure of effort. It is almost always a failure of capability.
capability
28 July 2026 · Richard Brooks The Plan in the Filing Cabinet
Somewhere in your organisation there is a key account plan that nobody has opened since the day it was approved. It does not die from lack of discipline. It dies because no team ever had the hours to keep it alive. Now, finally, something has the time.
planning
21 July 2026 · Mark Davies What is this customer actually worth to you?
Revenue tells you what a customer paid you. It says nothing about what they spent. The gap between the two is your share of wallet, and most account teams cannot state it within twenty points.
valueThe resource library
The KAM Prompt Guide
The prompts we use for key account work: account research, share of wallet, proposition drafts, meeting prep. Free and public at KAMPromptGuide.com.
FreeThe Value Edge Diagnostic
Score your account's value maturity in twenty minutes and see where value is leaking, before your customer notices it first.
FreeThe One Page Proposition template
The blank page: seven questions on one A4 sheet, fillable in any PDF reader. Free, no signup. The format is yours; the three days are what we sell.
FreeThe Whole Wallet
Share of wallet in four parts: with you, with competitors, in-house, and what they should do but do not. Size the whole wallet, then see which of four strategies the account needs.
FreeAI in KAM: the AKAM talk
The latest AI-in-KAM presentation, as given to the Association for Key Account Management: why AI will not replace you, why KAM theory matters more than ever, and why the best way to learn is to play. 79 slides plus reference material.
FreeValue-Based KAM: The Four Things
The overview deck of the Value Matters approach: the offer, the account manager, the culture and the AI, with the evidence for why capability beats effort.
By emailThe Five Ages of AI in Sales
Prompt, Agent, Collaborator, Advisor, Architect: where your sales team actually is on the curve, and what commercial advantage looks like at each stage.
By email