Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less

by Dan Englander

You're up to 55% more likely to win business with an existing customer than with an outside prospect.Mastering Account Management is your blueprint for winning long-term business with your highest potential buyers (your customers).From selling millions in high-end video services and managing projects in the New York advertising world, Dan Englander learned that most companies don't take the right steps to farm repeat business. Instead of focusing on time-consuming lead generation tactics, a replicable account management process will produce better and faster returns. Englander's 102-step guide will show you how to create one for your business.

Learn what the top account managers repeat business.Achieve flexibility and freedom by keeping a barrier between sales and customer or client service.Build long-term partnerships by prioritizing experience over output.Make life easier by leveraging new apps, tools, and high-tech shortcuts.Maximize networking referrals.Get the right framework for winning more deals, delighting your customers, and achieving peace of mind.The books is equal parts sales and customer service, with a healthy sprinkling of technology. Those who enjoyed Spin Selling and The Art of Client Serviceare sure to gain a lot from this book, as will fans of the The 4-Hour Workweek.

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121 pages, Kindle Edition

First published January 12, 2015

Reviews

[Christina Gomez · Rating 3 out of 5]

Just getting into Account Management, the book is good, offers good insights. I really like that its not to salesy, and really offers strategies for being sincere and giving clients a great experience.

[Kevin McKeever · Rating 4 out of 5]

Clear, precise ways to manage your book of business. Englander provides great examples along the way -- very applicable to my current role in SaaS.

[Pattogelactivo · Rating 5 out of 5]

Easy to read, great for starters

I loved the content and how is it explained. Great for new account managers and also seasoned professionals that need a remainder in good habits

[Amy · Rating 2 out of 5]

Presented largely as a list without much structure or research or supporting stories.

[Patric Brown · Rating 2 out of 5]

While it has some good tips, it wasn't what I was looking for and some of the recommendations appear dated. I was looking for a book about managing existing accounts to help me understand it. This book drifts into sales hunting, which to me, is a very different skill.

There is always something to learn from any information consumed - and here are a couple gems in the book.

[Tom · Rating 4 out of 5]

Nice book about improving workflow, and creative ways for contacting people. Also interesting ideas on building value and effectively contacting business prospects.

[Thomas Umstattd Jr. · Rating 5 out of 5]

I am so glad this book exists.