Mastering Account Management

102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less

By: Dan Englander

Narrated by: Jim Smith

Length: 2 hrs and 33 mins

Publisher's summary

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 Englander

Detailed yet concise

The author’s step-by-step approach guides you through every step you need to be a great account manager.

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 !!!!!

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.

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.

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.