Mastering Account Management
102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less
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Narrated by:
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Jim Smith
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By:
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Dan Englander
About this listen
You're up to 55% more likely to win business with an existing customer than with an outside prospect. Mastering Account Management is your blueprint for winning long-term business with your highest potential buyers (your customers).
From selling millions in high-end video services, to managing projects in the New York advertising world, Dan Englander learned that most companies don't take the right steps to farm repeat business. Instead of focusing on time-consuming lead-generation tactics, a replicable account management process will produce better and faster returns. Englander's 102-step guide will tell you how to create one for your business.
Learn what the top account managers do:
- Systematize repeat business.
- Achieve flexibility and freedom by keeping a barrier between sales and customer or client service.
- Build long-term partnerships by prioritizing experience over output.
- Make life easier by leveraging new apps, tools, and high-tech shortcuts.
- Maximize networking referrals.
Get the right framework for winning more deals, delighting your customers, and achieving peace of mind.
This book is equal parts sales and customer service, with a healthy sprinkling of technology. Those who enjoyed Spin Selling and The Art of Client Service are sure to gain a lot from this book, as will fans of The 4-Hour Workweek.
©2015 Daniel Englander (P)2015 Daniel EnglanderListeners also enjoyed...
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- By Andrea on 05-08-16
By: John Jantsch
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Scale
- Seven Proven Principles to Grow Your Business and Get Your Life Back
- By: Jeff Hoffman, David Finkel
- Narrated by: David Finkel
- Length: 7 hrs and 14 mins
- Unabridged
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Business owners want growth but fear it will take over their lives. Surprisingly, the only way to truly grow your company is to reduce its reliance on you - to scale. Jeff Hoffman and David Finkel offer a blueprint to rapidly grow your business while also gaining more freedom. Based on their own experiences starting, scaling, and effectively exiting from multiple successful companies, they provide seven clear principles that will help you determine the best strategy for growth in your company.
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All stuff no fluff
- By Jonathan Bonanno on 05-25-21
By: Jeff Hoffman, and others
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Great on the Job
- What to Say, How to Say It. The Secrets of Getting Ahead.
- By: Jodi Glickman
- Narrated by: Tanya Eby
- Length: 5 hrs and 36 mins
- Unabridged
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Do you always get the assignments you want? Do you know how to ask for help without sounding dumb? How to answer a question you don’t know the answer to? All the while sounding smart, capable, and competent? If the answer is no, you’re not alone. Jodi Glickman founded the communication consulting firm Great on the Job to help rising stars of the business world with the same issues. Now, for the first time, the training program that Jodi uses with her top-tier clients is available in book form. Great on the Job teaches people how to talk to one another at work, every day, in every situation....
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Never thought about learning this…
- By Amazon Customer on 10-21-23
By: Jodi Glickman
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Profitable Podcasting
- Grow Your Business, Expand Your Platform, and Build a Nation of True Fans
- By: Stephen Woessner
- Narrated by: Sean Pratt
- Length: 5 hrs and 7 mins
- Unabridged
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The word is out: content marketing is king. But when nearly every business has a blog, it's tough to stand out. The real secret is that there's a much better tool for spreading influence and generating revenue - one with far less competition. Podcasting offers rich opportunities, especially if you get in early and do it right.
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Half way thru, nothing worth any of my $$$
- By John Kiz on 12-20-18
By: Stephen Woessner
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Book Yourself Solid, Third Edition
- The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling
- By: Michael Port
- Narrated by: Michael Port
- Length: 9 hrs and 54 mins
- Unabridged
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Book Yourself Solid has been one of the most popular marketing guides in the world for service-based businesses since its initial release in 2006. This new third edition includes updated and expanded strategies, techniques, and skills to help you get more clients and increase your take-home profits.
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One of the best.
- By Amazon Customer on 02-02-19
By: Michael Port
What listeners say about Mastering Account Management
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Seth Youssef
- 01-18-20
just a the table of contents
it would be really nice and caring if you add table of contents just think from your customer point of view !!!!!
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- E. Baldwin
- 05-22-23
Detailed yet concise
The author’s step-by-step approach guides you through every step you need to be a great account manager.
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- Kendra
- 09-15-24
Seasoned Account Manager with sufficient biz dev experience
Practical, and most of all, necessary advice. I am in a split AM/BD role for one of the largest financial institutions and this book was helpful for both reassuring and bringing new ideas.
For reviews that said this is worthless, are probably not well organized to consider a more systematic approach - which btw will set you apart and improve results if your bouncing from one email to the next.
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- Paul Chambers
- 07-29-20
Great book for those new to account management!
This book is also great for people who are not the most tech savvy and need new tips on how to keep up in a digital age. I can see how the reviewers who have been in this space for years didn’t find it as effective but I found it invaluable.
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- Drew
- 12-22-23
Nothing burger
Don’t waste your money. The table of contents is the whole book. Also the book lists several resources on the author’s website. The URLs are inaccurate and no resources are found on the site. I reached out to the CS email asking for them to provide the correct email, but of course no response. Don’t waste your time or money.
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- Emily BD
- 11-28-17
Not for major account sales
This book was written from the experience of the author who worked in selling project-based sales (videos and digital marketing) at a boutique agency. While he was successful, the lessons don't apply to large sales that often require multiple meetings to close with resulting long-term relationships.
This book is too prescriptive (at one point the author tells you exactly how to spend each hour of your day), and the author relies on specific tools and playing the numbers game when prospecting. For those of us who have a smaller number of potential targets, the approaches in this book won't work because there aren't plenty of other fish in the sea.
If you sell smaller, transactional products/services and have no idea what you are doing this book can be a good starting point.
The one thing I learned from this author is to make sure you are continually thinking out of the box and seeking out tools/resources that can make you more efficient.
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3 people found this helpful