Sales motions for the account manager (with special guest Elena Casal)
In this Episode, Fred and John welcome special guest Elena Casal, Chief Client Officer for the Clearing House. The Clearing House is one of the US's largest payment networks. In this episode, we cover...
25 Maj 51min
How to communicate during outages or emergencies
In this episode, Fred and John review how to handle outages or emergencies as an Account Manager, including:The First 15 Minutes: What to Say ImmediatelyCommunicate on the period you specified, even i...
10 Maj 35min
Business Ethics for Account Managers
In this episode, Fred and John discuss Business Ethics specifically for Account ManagersMost Common Scenario: Ethical Communication During Problems Quota vs. Client Best InterestOverselling vs. Honest...
26 Apr 34min
Top 10 Account Manager mistakes
In this episode, Fred and John discuss the top ten mistakes made by B2B account managers:Thinking some else is the quarterback “I think”Not bringing recommendations along with problemsNot being willin...
29 Mars 35min
Using Improvisation skills in your Account Management role
In this episode, we host special guest Tim Stoltenberg, the Creative Director of Dad’s Garage (www.dadsgarage.com) - the legendary Atlanta-based improvisation team. From Tim we learn about:How improv...
3 Mars 54min
How to Differentiate Yourself Offline in an Online World
In this episode, Fred and John discuss:-Realities of the client executives you manageAnd tactics to help:-Be present-Use the phone-Answer the question-Send an ‘industry update-Storm the castle-Send th...
1 Feb 41min
Negotiations Part 2
In this episode, Fred and John discuss:Negotiations Process: anchoring, leveraging interests, etc.Common negotiation mistakesEthics in negotiations
10 Dec 20251h 4min
Negotiations Part 1
In this episode, Fred and John review the initial stages of negotiation:1) Knowing the types of negotiations2) Preparation - ZOPA, BATNA, goal-setting3) Books we recommend
23 Nov 202556min
