Скачать или смотреть Why Key Account Management Fails

Key account management collapses in most companies because they treat it like sales. It’s not. KAM is its own business model, and if leadership doesn’t shift with it, the program never stands a chance.

On Account Management Secrets, KAM expert Mark Davies breaks down the real mismatch: you can’t ask people to run long-term, strategic, customer-by-customer plans while the rest of the org is shouting “hit the quarterly number.” If that’s the culture, your KAM program is already underwater.

KAM isn’t just a skillset. It’s an organizational capability. And building capability means investment, alignment, and leaders who actually understand the game they’re asking KAMs to play.

Watch the full episode on our channel to get the blueprint for doing it right.

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