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 willing to be a pincushionComplaining about the client in the openAssuming not hearing from clients means everything’s goodReferring to your internal team as ‘them'Waiting until renewal to sell the value propNo account plansNot answering the question directly - “Curse of Knowledge”

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 skills are not about being funny, but about listeningUsing improv to solve problems togetherListening to understand, instead of to respondUsing “yes and..”Avoiding bulldozingUsing silenceAnd a deep discussion of the meaning of the word portmanteau.Be sure to check out Dad’s Garage!

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 thank you notes-Send a holiday gift or holiday cardAnd Pimento cheese

In this episode, Fred and John discuss:Negotiations Process: anchoring, leveraging interests, etc.Common negotiation mistakesEthics in negotiations

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

In this episode, Fred and John discuss using DISC as an Account Manager:Review of what DISC means and how to use as an Account ManagerFred and John's DISC profilesWe attempt to guess famous people's profilesAlso a discussion of Pop-Tarts

In this episode, Fred and John discuss:Misconceptions on how to work with internal teamsWhat to do instead

In this episode, Fred and John discuss:Mindset of Accounting and Finance (vs. Account Managers)Finance's primary concernsHow to interpret the output of Finance and Accounting as an Account Manager

In this episode, Fred and John discuss: Mindset of Accounting and Finance (vs. Account Managers) Finance's primary concerns How to interpret the output of Finance and Accounting as an Account Manager

In this episode, Fred and John discuss the best ways to be successful applying for a role as an Account Manager including: Getting your foot in the door Resume Interviewing First three months