Выпусков: 12

New to the role of Account (or Client) Management? Want to learn specific tactics to help you be a better client manager? You've come to the right place. Account Management (a tactical guide to success) is the podcast for what happens after the sale. We offer sound advice for Account Management professionals who want to sharpen their skills and grow in the role. We focus on real-world advice and tactics for success.

Account Management (a tactical guide to success‪)‬ Fred Fuller and John Brown

    • Управление

New to the role of Account (or Client) Management? Want to learn specific tactics to help you be a better client manager? You've come to the right place. Account Management (a tactical guide to success) is the podcast for what happens after the sale. We offer sound advice for Account Management professionals who want to sharpen their skills and grow in the role. We focus on real-world advice and tactics for success.

    When the Deal isn't Done

    When the Deal isn't Done

    This podcast covers what you do when you as an Account Manager realize there are still contractual or negotiation open items with your client... the 'deal isn't done'.  We discuss how to approach tactically and strategically.  Also, listener mailbag!

    • 54 мин.
    How to Think about Growth

    How to Think about Growth

    Fred and John review the skills needed to grow account management clients including:
    Project management
    Business reviews/goalsetting
    Relationship maps
    Goalsetting
    Plus, listener mailbag!

    • 46 мин.
    How to Manage Negative Issues with Clients

    How to Manage Negative Issues with Clients

    In this episode, we review the seven techniques to deal with negative situations with clients.  Includes suggestions for how to deal with issues where you cannot say yes to a request and also how to deal with negative situations with your internal organization.
    Also, we discuss the definition of 'homunculus'.

    • 53 мин.
    Special Guest Episode: Brandon Horne

    Special Guest Episode: Brandon Horne

    In this special episode, Fred and John talk to Brandon Horne about his success as an account manager and advice he gives to new account managers.

    • 44 мин.
    Special Episode: How to Build an Account Management team

    Special Episode: How to Build an Account Management team

    In this special episode, Fred and John take a break from reviewing Account Management basics and instead discuss an important topic for managers and leaders: how to build an Account Management team.   Important tips include:
    Hire business owners
    Identify the right talents
    Don't worry about hiring industry experts
    Teach how to approach the role

    • 39 мин.
    Creating Connections and Seeking to Understand

    Creating Connections and Seeking to Understand

    Fred and John review concepts from ""A Dragon Walks Into a Meeting" Chapter 2.  In this episode, we review how to create connections from a tactical perspective including:
    Learning about the client as a task
    The first five minutes
    How to interact with senior executives
    Business etiquette

    • 1 ч.

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