Key Account Management vs Sales: Spot the Difference

The KAM Club Podcast

08-06-2023 • 11 mins

Key Account Management vs Sales: Different roles or two sides of the same coin? In this episode we take a provocative look at what sets sales and key account management apart. And the surprising similarities that unite them. Get ready to unravel the mysteries of sales and key account management, and learn the answer to the age-old question, "What is the difference between key account management and sales?"

Show notes at


Join us as we dive into the captivating world of sales and key account management. Discover the surprising similarities and differences that set them apart. From customer acquisition to customer retention, individual deals to overall relationships, and short-term objectives to long-term growth, we'll explore it all!

🕑 Timestamps:

  • [00:00] Introduction: Unlocking the truth
  • [01:08] Acquisition vs retention: The first distinction
  • [01:34] Large customer base vs small customer base: Exploring the customer landscape
  • [01:46] Individual deals vs overall relationship: A closer look at the focus
  • [02:13] Long term vs short term objectives: Goals that shape the approach
  • [02:39] Complexity of the sales cycles: Understanding the sales journey
  • [03:23] Internal collaboration needs: The power of teamwork
  • [04:10] Approach to customer advocacy: Elevating the customer experience
  • [05:03] Different contribution to revenue: Key account management's impact
  • [05:58] Customer value orientation: Going beyond transactions
  • [06:53] About Apollo: Our sponsor's message
  • [08:18] Similarities between Sales and KAM: Where they converge
  • [08:26] Relationship building: Building bridges with customers
  • [09:00] Revenue generation: Driving business growth
  • [09:25] Customer focus: Putting the customer first
  • [09:52] Communication skills: Art of effective persuasion
  • [10:11] Results orientation: Measuring success
  • [10:54] Summary: Bridging the gap

Don't miss out on this eye-opening episode that will transform your understanding of sales and key account management. Hit that subscribe button to stay tuned and elevate your skills! 🚀


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In this episode

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