Welcome to the Six-Figure Account Manager Crash Course 3 Strategies - PowerPoint PPT Presentation

Welcome to the Six-Figure Account Manager Crash Course 3 Strategies to Wrestle Back Your Time, and Grow Your Accounts Win More Customers, Presented by Dan Englander

Who is Dan Englander?

How I started…

“Here is your proposal, sir!”

Sales ¡ ¡ Customer service

Focused on best opportunities Sidelined the rest

Where we ended up…

$1.4M, 18 Fortune 500s

BIG Manhattan Studio Space

Prestigious Projects

‘Sabbatical’

Books and Consulting

You’re at a better starting place

Agenda 1. The Most-Neglected Low-Hanging Fruit 2. The 4-Stage Account Management System 3. Find Time and Freedom (stage 1) A. Visualize Future Results B. Build Flexible Yet Firm Schedule C. Build Account Management Dashboard

Agenda 4. The Million Dollar Account Manager 5. Tools to Up Your Game

My Promise: This will be useful

The Most-Neglected Low-Hanging Fruit

There’s probably a lot on your plate… Prospecting Project mgmt.

Prospects keep from customers Who keep you from prospects Who keep from customers Who keep you from prospects Prospects keep from customers Who keep you from prospects Who keep from customers Who keep you from prospects

Your sales results are determined by actions weeks or months prior

“The probability of selling to an existing customer is 60 – 70%. The probability of selling to a new prospect is 5-20%” – Marketing Metrics. “It costs 6–7 times more to acquire a new customer than retain an existing one” – Bain & Company

Your Best Opportunity: Your Existing Customers

Good Prospecting à Sales à Close (yay!) à …one-o ff

Transformative 5-minute (inbound) phone call à $100k re-purchase

Compelling work, happy customers = Repeat customers

The 4-Stage Account Management System

1. Find Time and Freedom 2. Win New Customers 3. Delight Current Customers 4. Grow Your Accounts

Find Time and Freedom

Know your destination: Visualize results

Marketing-Quali fi ed Lead (MQL) “Raised their hand”, ready to talk Sales-Quali fi ed Lead (SQL) All ingredients are there for a sale ie. budget and timeframe, among others KPI = Key Performance Indicator

Find / approximate 8 KPIs 1. Monthly revenue goal 2. Avg. deal size 3. Avg. subsequent deal size 4. Percentage rev. for each lead category

Find / approximate 8 KPIs 5. Visit to lead rate 6. Lead to opportunity rate 7. Opportunity win rate (your close rate) 8. Average cost per lead

(KPI CALCULATOR PLACEHODER)

Winning new customers is kinda like fi tness

Sales must be a continuous, daily e ff ort to produce results

Build Your Firm Yet Flexible Schedule

Step 1: Determine 2-3 missions

Step 2: Prioritize them

Step 3: List all common tasks

Step 4: Categorize tasks

Step 5: Build Strike List

Step 6: O ffl oad these items

Step 7: Build prototypical schedule

Batch your tasks Build discipline

Exceptional service ≠ Instant responsiveness

Build Your Account Management Dashboard

Tools 1. Calendar 2. CRM 3. Pipeline

Tools 4. Project manager 5. Force multipliers 6. Utility apps

What’s next?

These are just a few of the strategies I’ve used…

These are just a few of the strategies I’ve used…

Years of trial, error, and learning + Speaking w/ AMs, salespeople, biz owners + Answering many similar questions =

The Million Dollar Account Manager

Drive new business with scalable sales and account management systems

Delight existing customers. Enjoy smooth, headache-free engagements

Generate more renewals, upgrades, and repeat business

“Dan's valuable tips have relieved me from the daily challenges all Account Managers must face. His expertise and guidance have helped me retain 90% of our business, and enabled me to scale our operations for massive growth and success” -Aaron Grunfeld Head of Accounts Flatbook

“Whether you are starting out in your career or looking for inspiration, Dan’s course is a fantastic resource. His delivery is clear and to the point; he is warm and has one of the best one-way communication styles I’ve heard in ages; the tools and tactics he shares are easy to digest, and most importantly, easy to integrate.” -Aleksandra Glotko, Head of Business Development Xerox Services, Pharma & Life Sciences

“On the fi rst sales demo I did after Dan's course, the customer purchased 3 hours after the call fi nished. Applying Dan's advice had a rapid impact. Normally we have a longish sales cycle, not anymore though!” -Duncan M. Co-Founder Vetter

“My biggest challenge was that I knew nothing about the account management process and couldn't fi nd a decent course that would actually teach me what I needed to know. Everything I've learned so far has been self taught. I thought about hiring an account manager to teach me, and to actually design a program, but when you are talking about $60-120k a year, I was hesitant. This course was exactly what I needed.” -Marshall Parker Founder Black Arc Security

This is not for you if… • You’re looking to get rich quick • You’re unwilling to take action • You’re unwilling to leave comfort zone • You’re just looking for more leads

This is ideal if… • You’re an account manager • You’re a salesperson • You’re a business owner • You’re a freelancer • You’re with a new business • You’re with an established business

What’s Inside 4 modules, 80+ video lessons 8 hours (full work day) of world-class content • Live action, screencast, schematics, and other visuals Hands-on • 3 Standard Operating Procedures (SOPs) Dozens of scripts, tools, email templates, apps, and • walkthroughs Much more…

-Stage 1- Find Time and Freedom

-What’s Inside- Learn how to automate and streamline

-What’s Inside- Account Mgmt. KPI Calculator

-What’s Inside- Schedule Template

-What’s Inside- Library of Apps and Tools

-Stage 2- Win New Customers

-What’s Inside- Build a repeatable sales system

-What’s Inside- The 7-Figure SOP

-What’s Inside- Email templates

-What’s Inside- Meeting scripts

-What’s Inside- Follow up process

-What’s Inside- How to win Fortune 500s

-What’s Inside- Proposal and RFP hacks

-Stage 3- Delight Existing Customers

-What’s Inside- Build the foundation for lucrative accounts

-What’s Inside- Customer Service SOP

-What’s Inside- Setting and over-delivering on expectations

-Stage 4- Grow Your Accounts

-What’s Inside- Speci fi c method for identifying highest ROI accounts

-What’s Inside- Build a repeatable farming system

-What’s Inside- Account Management SOP

-What’s Inside- The Preferred Vendor Framework

-What’s Inside- Email Auto-responders : Nurture Sequence Framework

-Bonus #1- 1-on-1 Follow Up

-Bonus #2-

This won’t be open forever

30-day money back guarantee

-Recap- 80+ videos, 8 hours of world-class content

-Recap- SOPs, walkthroughs, tools, scripts, spreadsheets, email templates…

-Recap- Find Time and Freedom

-Recap- Win New Customers

-Recap- Delight Existing Customers

-Recap- Grow Your Accounts

-Recap- Bonus - 1-on-1 Follow Up

-Recap- Bonus - Mastering Account Management

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Get slides & Account Management Toolbox here: SalesSchema.com/AMresources