Account Management (a tactical guide to success)

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Account Management (a tactical guide to success)

Fred Fuller and John Brown

22 episodes

6 months ago

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.

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All content for Account Management (a tactical guide to success) is the property of Fred Fuller and John Brown and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

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.

Show more...

Episodes (20/22)

Account Management (a tactical guide to success)

How to Successfully Land An Account Manager Role

In this episode, Fred and John discuss the best ways to be successful applying for a role as an Account Manager including: Getting your foot in the door Resume Interviewing First three months

1 year ago

48 minutes 50 seconds

Account Management (a tactical guide to success)

Wrap up of the basics of Account Management

In this episode, Fred and John do a wrap-up of topics from the book. Including: Be more than a pass through Be a student of the game Be a person of character Resources available for further study

2 years ago

47 minutes 27 seconds

Account Management (a tactical guide to success)

Communications (Part 2)

In this episode, Fred and John continue the conversation about the right way to approach communication with your clients. Including: -Communication with emotional context -Knowing your audience -Using listening as a communication tool

3 years ago

44 minutes 58 seconds

Account Management (a tactical guide to success)

Communications (Part 1)

In this episode, Fred and John discuss the right way to approach communication with your clients. Including: - When to communicate - Dangers of email - Being positive - Grammar and syntax

3 years ago

49 minutes 20 seconds

Account Management (a tactical guide to success)

The Art of Client Entertainment

In this episode, Fred and John discuss the (sometimes tricky) art of client entertainment. Including: - Basics of approach to the process - Rules of the road - Difficult situations including harassment

3 years ago

1 hour 8 minutes 16 seconds

Account Management (a tactical guide to success)

Meetings and Agendas

In this episode, Fred and John discuss the finer points of putting together a successful client meeting. How to prepare, how to ensure no technical failures, and how to project presence. Also what to do after the meeting to ensure successful execution.

3 years ago

46 minutes 47 seconds

Account Management (a tactical guide to success)

One of the least discussed aspects of Account Management is how to approach travel. In this episode, Fred and John discuss the three commandments of business travel:1. Pack light and never check your bag 2. Think through logistics 3. Coordinate internal parties (i.e. herd the cats) Plus discussion of appropriate dress code.

3 years ago

30 minutes 41 seconds

Account Management (a tactical guide to success)

Lead By Example

In this episode, Fred and John discuss how to lead by example as an Account Manager. Discussion of the strategies and tactics to demonstrate leadership in your organization and with your clients.

4 years ago

48 minutes 39 seconds

Account Management (a tactical guide to success)

Remind the Client Why You are There

In this episode, Fred and John discuss the basics of reinforcing your value proposition to your client. Including a deep-dive into the seven-step QBR (Quarterly Business Review) process. Also, a discussion of the virtues of Fred Water.

4 years ago

46 minutes 3 seconds

Account Management (a tactical guide to success)

Embracing Risk with Yes

In this episode, Fred and John cover how an Account Manager should think about when to say yes to client ideas. How do you know when it's ok to say yes? What should be your process if you are not certain? When should you take risks? In addition, Fred and John discuss some negotiation resources.

4 years ago

36 minutes 37 seconds

Account Management (a tactical guide to 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!

4 years ago

54 minutes 58 seconds

Account Management (a tactical guide to success)

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!

4 years ago

46 minutes 29 seconds

Account Management (a tactical guide to success)

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'.

4 years ago

53 minutes 17 seconds

Account Management (a tactical guide to success)

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.

4 years ago

44 minutes 48 seconds

Account Management (a tactical guide to success)

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

4 years ago

39 minutes 55 seconds

Account Management (a tactical guide to success)

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

4 years ago

1 hour 51 seconds

Account Management (a tactical guide to success)

Special Guest Episode: Christy Hyde

In this episode, Fred and John talk with special guest Christy Hyde about her experience as an account manager leader and advice she gives to other account managers.

5 years ago

37 minutes 52 seconds

Account Management (a tactical guide to success)

The Six Philosophies of Account Management (Part 2)

Fred and John continue their conversation about the philosophies of account management, focusing on the last four.

5 years ago

28 minutes 49 seconds

Account Management (a tactical guide to success)

The Six Philosophies of Account Management (Part 1)

In this episode, Fred and John discuss the six core philosophies of good Account Management. In later podcasts, they will refer back to these very important six core principles.

5 years ago

36 minutes 9 seconds

Account Management (a tactical guide to success)

Job #1 of Account Management: Building Relationships and Trust (Part 2)

Fred and John continue the conversation about how to build relationships and trust with business clients. In this episode, they cover managing your client's emotional bank account and how to think about delivering a relationship debit.

5 years ago

25 minutes 32 seconds