Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less,

Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

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Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

Free PDF Ebook Online Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

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.

Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

• Amazon Sales Rank: #16656 in Audible
• Published on: 2015-06-24
• Format: Unabridged
• Original language: English
• Running time: 154 minutes

Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

Where to Download Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

Most helpful customer reviews

1 of 1 people found the following review helpful. Great for helping account managers prioritize for maximum effectiveness on the job. By MJB NYC Account managers face constant demands and distractions: calls to and from clients and prospects, a constant barrage of emails, communicating with colleagues and superiors, admin. tasks... the list goes on. This book is valuable reading if you feel yourself facing these pressures and you need to reset.The strategies are broken down into major sections. Just to paraphrase them: time management, customer service, creating an account management dashboard, sales, objection handling, general tips and tools, farming, prospecting, and networking. The author does a great job personalizing the strategies and offering a human element. It makes material normally dense material quite digestible. This is was valuable reading.

0 of 0 people found the following review helpful. One concept I took away was that to provide the best service, it's necessary to engage in a process ... By ja An interesting collection of insights on the psychology of customer service, with plenty of sound strategic advice grounded in Englander’s broad and varied experience.Step 7 begins the discussion on how to proactively create a dialogue with a customer about his/her expectations, so that you can gain the information you need to manage those expectations. One concept I took away was that to provide the best service, it's necessary to engage in a process of joint discovery with the customer. It's about uncovering the client's goals, benchmarks for success, potential obstacles and so on, while being clear and firm on your own interests and capabilities.I took the most from the section on time management, which engages a deeper analysis of priorities, values and larger goals. All in all, dealing with customers (I'm not personally in accounts, but the principles apply broadly) can be so fast-paced it's hard to step back and learn from the process and the bigger picture. These reflections from an experienced practitioner of the art place a strong conceptual foundation for a wiser, more strategic accounts process. Await a paper version for my shelf.

0 of 0 people found the following review helpful. Very helpful and applicable across many fields By kamal I'm in real estate, and I found this book after the cover caught my eye when I was checking out another sales book. I would've been skeptical of the "account management" focus, which looks unrelated to my role, but I have friends in that field, and their day-to-day seems pretty similar to my own (selling and serving clients). The author starts from the ground up by focusing on how to manage your time, which I found particularly helpful. I knew a lot of the sales and interview strategies he covers, but it was great learning about new tools and apps, of which I was unaware. This was a quick/straightforward read, and there are some real gems from which I'm already seeing results.

See all 49 customer reviews... Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

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Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander

Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less, by Dan Englander