Account Management (a tactical guide to success)
Account Management - introduction to Fred and John

Account Management - introduction to Fred and John

May 30, 2020

In this episode, we introduce the purpose of the podcast and introduce your two hosts, Fred Fuller and John Brown.

Job #1 of Account Management: Building Relationships and Trust (Part 1)

Job #1 of Account Management: Building Relationships and Trust (Part 1)

June 14, 2020

In this podcast, Fred and John discuss Job #1 of the Account Manager: Building relationships through building trust.  

Job #1 of Account Management: Building Relationships and Trust (Part 2)

Job #1 of Account Management: Building Relationships and Trust (Part 2)

June 17, 2020

Fred and John continue the conversation about how to build relationships and trust with business clients.  In this episode, they cover managing your client's emotional bank account and how to think about delivering a relationship debit.

The Six Philosophies of Account Management (Part 1)

The Six Philosophies of Account Management (Part 1)

June 26, 2020

In this episode, Fred and John discuss the six core philosophies of good Account Management.  In later podcasts, they will refer back to these very important six core principles.

The Six Philosophies of Account Management (Part 2)

The Six Philosophies of Account Management (Part 2)

July 3, 2020

Fred and John continue their conversation about the philosophies of account management, focusing on the last four.  

Special Guest Episode: Christy Hyde

Special Guest Episode: Christy Hyde

August 3, 2020

In this episode, Fred and John talk with special guest Christy Hyde about her experience as an account manager leader and advice she gives to other account managers.

Creating Connections and Seeking to Understand

Creating Connections and Seeking to Understand

September 21, 2020

Fred and John review concepts from ""A Dragon Walks Into a Meeting" Chapter 2.  In this episode, we review how to create connections from a tactical perspective including:

  • Learning about the client as a task
  • The first five minutes
  • How to interact with senior executives
  • Business etiquette

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