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
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!
How to Think about Growth
Fred and John review the skills needed to grow account management clients including:
Plus, listener mailbag!
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'.
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.
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
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