The Jake Dunlap Show

Relationship Building in 2023 (Part 2/2 How To Turn Reactive Account Management Into a Proactive Growth Machine)

Episode Summary

This is Part 2 of 2 where Jake talks about six critical areas to turning reactive account management practices into a proactive system. Better account management strategies and focusing on customer expansion is a top sales topic of 2023. Organizations and leaders are finally making it a priority over letting new business and outbound be their sole focus. Jake gets into his last few tips in this episode - go back and watch Part 1 if you missed it!

Episode Notes

This is Part 2 of 2 where Jake talks about six critical areas to turning reactive account management practices into a proactive system.

Better account management strategies and focusing on customer expansion is a top sales topic of 2023. Organizations and leaders are finally making it a priority over letting new business and outbound be their sole focus. Jake gets into his last few tips in this episode - go back and watch Part 1 if you missed it!

In this episode, Jake covers:

• My definition of relationship building. What it is and isn’t in 2023.
• A great account manager understands that in two years, more likely than not, their contact will no longer be at that company.
• If you want to prevent churn, make sure you have two relationships in every account.
• The goal of a QBR is not to review usage metrics or troubleshoot issues. The QBR is to talk about the business.
• End every QBR by asking for referrals.
• Make sure you have prioritized accounts with proactive touchpoints that you set in onboarding.

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Check out the full article and recording on skaled.com: 

https://skaled.com/insights/account-management-strategies-proactive-growth/

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