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

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

Aug 21, 2022 340 likes •1.35k views

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!

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Welcome to the Six-Figure Account Manager Crash Course

3 Strategies to Wrestle Back Your Time, Win More Customers, and Grow Your Accounts

Presented by Dan Englander

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Dan Englander? Who is

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started… How I

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“Here is your proposal, sir!”

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Customer service Sales

¡ ¡

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Focused on best opportunities Sidelined the rest

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ended up… Where we

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$1.4M, 18 Fortune 500s

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BIG Manhattan Studio Space

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Prestigious Projects

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‘Sabbatical’

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Books and Consulting

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You’re at a better starting place

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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

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Agenda

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

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My Promise: This will be useful

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The Most-Neglected Low-Hanging Fruit

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There’s probably a lot on your plate…

Prospecting Project mgmt.

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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

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Your sales results are determined by actions weeks or months prior

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“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

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Your Best Opportunity: Your Existing Customers

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

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

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Compelling work, happy customers = Repeat customers

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The 4-Stage Account Management System

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

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Know your destination: Visualize results

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Marketing-Qualified Lead (MQL) “Raised their hand”, ready to talk Sales-Qualified Lead (SQL) All ingredients are there for a sale

  • ie. budget and timeframe, among others

KPI = Key Performance Indicator

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  • 1. Monthly revenue goal
  • 2. Avg. deal size
  • 3. Avg. subsequent deal size
  • 4. Percentage rev. for each lead category

Find / approximate 8 KPIs

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

Find / approximate 8 KPIs

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(KPI CALCULATOR PLACEHODER)

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Winning new customers is kinda like fitness

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Sales must be a continuous, daily effort to produce results

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Build Your Firm Yet Flexible Schedule

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Step 1: Determine 2-3 missions

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Step 2: Prioritize them

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Step 3: List all common tasks

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Step 4: Categorize tasks

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Step 5: Build Strike List

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Step 6: Offload these items

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Step 7: Build prototypical schedule

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Batch your tasks Build discipline

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Exceptional service ≠ Instant responsiveness

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Build Your Account Management Dashboard

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  • 1. Calendar
  • 2. CRM
  • 3. Pipeline

Tools

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

Tools

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What’s next?

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

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

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

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The Million Dollar Account Manager

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Drive new business with scalable sales and account management systems

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Delight existing customers. Enjoy smooth, headache-free engagements

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Generate more renewals, upgrades, and repeat business

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“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

  • ur business, and enabled me to scale
  • ur operations for massive growth and

success”

  • Aaron Grunfeld

Head of Accounts Flatbook

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“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

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“On the first sales demo I did after Dan's course, the customer purchased 3 hours after the call

  • finished. Applying Dan's advice had a rapid impact.

Normally we have a longish sales cycle, not anymore though!”

  • Duncan M.

Co-Founder Vetter

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“My biggest challenge was that I knew nothing about the account management process and couldn't find 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

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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
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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
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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…

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  • Stage 1-

Find Time and Freedom

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  • What’s Inside-

Learn how to automate and streamline

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  • What’s Inside-

Account Mgmt. KPI Calculator

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  • What’s Inside-

Schedule Template

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  • What’s Inside-

Library of Apps and Tools

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  • Stage 2-

Win New Customers

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  • What’s Inside-

Build a repeatable sales system

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  • What’s Inside-

The 7-Figure SOP

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  • What’s Inside-

Email templates

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  • What’s Inside-

Meeting scripts

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  • What’s Inside-

Follow up process

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  • What’s Inside-

How to win Fortune 500s

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  • What’s Inside-

Proposal and RFP hacks

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  • Stage 3-

Delight Existing Customers

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  • What’s Inside-

Build the foundation for lucrative accounts

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  • What’s Inside-

Customer Service SOP

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  • What’s Inside-

Setting and over-delivering on expectations

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  • Stage 4-

Grow Your Accounts

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  • What’s Inside-

Specific method for identifying highest ROI accounts

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  • What’s Inside-

Build a repeatable farming system

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  • What’s Inside-

Account Management SOP

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  • What’s Inside-

The Preferred Vendor Framework

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  • What’s Inside-

Email Auto-responders: Nurture Sequence Framework

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  • Bonus #1-

1-on-1 Follow Up

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  • Bonus #2-
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This won’t be open forever

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30-day money back guarantee

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  • Recap-

80+ videos, 8 hours of world-class content

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  • Recap-

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

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  • Recap-

Find Time and Freedom

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  • Recap-

Win New Customers

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  • Recap-

Delight Existing Customers

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  • Recap-

Grow Your Accounts

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  • Recap-

Bonus - 1-on-1 Follow Up

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  • Recap-

Bonus - Mastering Account Management

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Friendly reminder – This will close shortly

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Get slides & Account Management Toolbox here:

SalesSchema.com/AMresources