The Jake Dunlap Show

The 120-Day Renewel Process (Part 1/2 How To Turn Reactive Account Management Into a Proactive Growth Machine)

Episode Summary

This is Part 1 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 will get into his first few tips in this episode and don’t miss Part 2 next week.

Episode Notes

This is Part 1 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 will get into his first few tips in this episode and don’t miss Part 2 next week.

In this episode, Jake covers:

• Why are we spending 95% of our time talking about outbound when current customers and inbound are easier to grow?
• When you think about turning your account management organization to be more proactive, you need to look for people who are problem solvers, not problem reactors.
• The 120-day renewal process is critical to making your account team proactive. 
• Make sure that you’re talking to your customers early and not waiting until two weeks before they’re supposed to renew. 
• No client has time to “catch up,” “touch base,” or “check-in.”
• 2023 will be – one million percent – a year of unknowns. So it is your job to stay up to speed on behalf of your clients. And your cheat code is ChatGPT.
• hatGPT is going to spoon-feed you pure gold.
• At the end of saying, here’s what we’re tracking when reviewing the scorecard, here’s what you need to ask: “What’s changed since we last met?”

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