Insider Strategies to Unlock More Revenue & Avoid Career Pitfalls

Hi

Ever walked into a coffee shop for a simple espresso and walked out with a muffin, a loyalty card, and a warm feeling of satisfaction? That, my friend, is the magic of cross-selling and upselling—and when done right in Key Account Management, it can skyrocket your revenue while making your clients feel understood and valued.

Let’s break down how you can master this skill and boost your bottom line!

🎯 Skill Builder: The Art of Cross-Selling & Upselling

Cross-selling and upselling aren’t just sales tactics; they’re strategic moves that deepen relationships and drive revenue. But many key account managers struggle with it—why? Because they think it’s selling, when in reality, it’s solving.

✅ Cross-Selling = Offering complementary products/services (Think: "Would you like fries with that?")
✅ Upselling = Encouraging a premium or enhanced version (Think: "Would you like to supersize?")

Actionable Ways to Cross-Sell & Upsell Like a Pro

• Be a Consultant, Not a Salesperson – Your clients trust you. Frame your offers as solutions, not sales.

• Timing is Everything – Account reviews, milestone check-ins, and when clients express pain points are prime opportunities.

• Make it Personal – Generic pitches flop. Tailor suggestions based on client needs and business goals.

  Listen Before You Pitch – Ask open-ended questions to uncover needs before offering solutions.

• Bundle & Incentivize – Offer exclusive deals or packages to make it a no-brainer for clients.

• Educate, Don’t Push – Show how additional products/services solve problems with demos, case studies, or proof points.

👉 For an in-depth guide, check out my comprehensive breakdown.

🎙️ Featured Podcast: Are You Sabotaging Your Own Career?

🎧 In this episode of The KAM Club Podcast, I get real about my own battle with self-sabotage—how I finally recognized it, the impact it’s had on my career, and the steps I’m taking to break the cycle. And trust me, if any of this sounds familiar, you’re not alone.

My Self-Sabotage Wake-Up Call

I used to tell myself I “worked better under pressure.” That’s why I’d leave things until the last minute, right? Wrong. The truth hit me hard one night before a big client workshop—I wasn’t procrastinating because I was busy, or because I thrived under pressure. I was scared.

I was afraid my presentation wouldn’t be good enough. That I’d let people down. That someone in the room would call me out. And instead of tackling it head-on, I delayed. I found myself scrolling through emails, tweaking fonts, fixing bullet points—anything but doing the work.

Sound familiar? If so, you might be self-sabotaging, too.

5 Signs You Might Be Sabotaging Your Own Success

1. Procrastination – Constantly putting things off? Not because you don’t care, but because deep down, you fear failure—or even success?

2. Perfectionism – Spending way too long tweaking, refining, or reworking something that was already good enough?

3. Overcommitting – Saying “yes” to everything, filling your calendar to the brim… only to burn out and never focus on your real priorities?

4. Imposter Syndrome – Feeling like you don’t deserve success, that you’re not as competent as others think, or that at any moment, someone will “find you out”?

5. Avoidance – Dodging difficult conversations, pushing back client deadlines, or hesitating to take on new challenges—even when you know it’s the next step for you?

If any of this resonates with you, remember, you’re capable of more than you think. But first, you have to get out of your own way.

🎧 Listen to the full episode now → [Click Here]​

And if reach out. Hit reply, or DM me on LinkedIn. Let’s talk about it—because I promise, you’re not alone in this.

📢 Live Event: The KAM Files – What They Don’t Want You to Know

I'm pulling no punches in this LinkedIn Live session, exposing the biggest failures in how companies treat key account management.

Here’s a sneak peek at 5 of the hot topics I’ll be covering:

1. Your Organizational Failure Is NOT Our Problem – KAMs aren’t band-aids for broken processes.

2. Your Revenue Engine Is Being Sabotaged – KAMs drive 70-80% of revenue, yet leadership ignores us.

3. Internal Politics Are Killing Client Relationships – Silos are destroying trust and retention.

4. Your Renewal Delusion Is Dangerous – Renewals are NOT automatic, and clients are leaving.

5. Your Portfolio Metrics Are Destroying Value – Arbitrary KPIs are burning out your best people.

👉 Check out the full dossier here.

🎟️ RSVP now to my LinkedIn live to catch 5 more bombshells dropping tomorrow.

🧐 This Week’s Finds

• How Multitasking Drains Your Brain – MIT research says multitasking is killing your focus and productivity. Time to rethink how we work!

• 22 Two-Minute Tension Relievers – Feeling stiff at your desk? These quick exercises help you stay mobile and pain-free. My fav? The tennis ball back massage.

• The Mountain Is You by Brianna Wiest – A must-read on self-sabotage and how to get out of your own way.

🚀 Your Action Plan: Apply This Today!

✅ Identify One Cross-Sell/Upsell Opportunity – Think of a client who could benefit from an additional service. Reach out today!
✅ Schedule a 10-Minute Check-In – Ask a client about their current challenges and uncover potential needs.
✅ Prepare for the LinkedIn Live Event – Read the leaked topics on the truth about key account management and come with questions!
✅ Explore Customer Service Trends. Everything we know about customer service is up in the air now. Read the study and find out how AI has come in and totally changed the game, making it a whole new world where we need to adapt or get left behind.

Cross-selling, upselling, and career success aren’t about luck—they’re about strategy. Take action, be bold, and remember: You’re not just a KAM; you’re the secret weapon behind your client’s success.

See you Thursday at The KAM Files—I promise, it’s going to be a wake-up call leadership won’t forget.

📩 Let me know what resonated with you in this issue! Hit reply or connect with me on LinkedIn.

Until next time,

P.S. When you're ready, here are some ways I can help you:

1. Join The KAM Club: Get access to unmatched training, open office hours, exclusive templates, and a community of experts.

2. Try KAM Fundamentals: My 6-week training journey to build trusted advisor relationships and boost client revenue.

3. Get Career Coaching: Whether you need interview prep, first 90-day support, or help at any career stage, I offer tailored coaching programs.

4. KAM Training and Consulting Advice: If you could like to discuss key account management training programs, consulting projects and group coaching, book a 1:1 discovery call and let’s talk

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