🦾 Account Manager's Playbook:

8 Weeks to Deeper Relationships and Bigger Deals

Author

Ken Lundin
October 24, 2024

While the hunters are out chasing new logos, you've got a golden opportunity to mine the gold in your existing accounts. This 8-week plan isn't just about maintaining the status quo - it's about uncovering hidden opportunities, deepening relationships, and setting yourself up for a record-breaking 2025.

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In account management, complacency is the enemy of growth. It's time to dig deeper.

Ken Lundin

Let's break down this 8-week strategy to elevate your account management game:

Week 1-2: Account Audit and Opportunity Mapping

  • Deep dive into your top 5 accounts

  • Identify 3 key stakeholders you haven't engaged with in each account

  • Create an "opportunity map" for each account, highlighting untapped departments or services

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Pro Tip: Look for pain points your clients might not even know they have yet.

Week 3-4: The Value-Add Blitz

  • Develop 2 custom value-add presentations for each top account

  • Schedule "innovation sessions" with key clients to present new ideas

  • Start a "Client Success Story" initiative, documenting wins for future case studies

Week 5-6: Cross-Sell and Upsell Campaign

  • Identify cross-sell opportunities in each account

  • Create tailored proposals for at least 3 accounts

  • Collaborate with product teams to develop account-specific solutions

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Remember: You're not selling - you're solving problems they didn't know they had.

Ken Lundin

Week 7-8: 2025 Strategic Planning

  • Develop a 2025 growth plan for each of your top 10 accounts

  • Schedule Q1 strategy sessions with key clients

  • Create a personal development plan to better serve your accounts next year

💪 Your Sales Fit Challenge 🏋️‍♂️

Each week, challenge yourself to:

  1. Learn one new thing about each of your top 5 accounts

  2. Identify one internal process you can improve to serve clients better

  3. Share a win or insight with #AccountMasterySeries

Your accounts are like your fitness routine - consistent attention yields compounding results.

Key Takeaway

Listen up, because this is crucial: Your existing accounts are not just a safety net - they're your launchpad for exponential growth. While others are scrambling for new business, you have the inside track. You know your clients' businesses, their challenges, their goals. It's time to leverage that knowledge.

This isn't about pestering your clients with constant upsells. It's about becoming so valuable, so insightful, that they can't imagine succeeding without you. It's about transforming from a vendor to a strategic partner.

So, are you ready to turn your account management role into a growth engine? Your future self - with deeper client relationships, bigger deals, and a reputation as an indispensable partner - is counting on you.

Stay Sales Fit, and remember - in account management, the real magic happens when you solve problems your clients didn't even know they had!!

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