Account Management (a tactical guide to success) cover art

Account Management (a tactical guide to success)

Account Management (a tactical guide to success)

By: Fred Fuller and John Brown
Listen for free

About this listen

 New to the role of Account (or Client) Management? Want to learn specific tactics to help you be a better client manager? You’ve come to the right place. Account Management (a tactical guide to success) is the podcast for what happens after the sale. We offer sound advice for Account Management professionals who want to sharpen their skills and grow in the role. We focus on real-world advice and tactics for success.Fred Fuller and John Brown Economics Management Management & Leadership
Episodes
  • How to Differentiate Yourself Offline in an Online World

    How to Differentiate Yourself Offline in an Online World
    Feb 1 2026

    In this episode, Fred and John discuss:

    -Realities of the client executives you manage

    And 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 card

    And Pimento cheese
    Show More Show Less
    41 mins
  • Negotiations Part 2

    Negotiations Part 2
    Dec 10 2025

    In this episode, Fred and John discuss:

    • Negotiations Process: anchoring, leveraging interests, etc.
    • Common negotiation mistakes
    • Ethics in negotiations
    Show More Show Less
    1 hr and 5 mins
  • Negotiations Part 1

    Negotiations Part 1
    Nov 23 2025

    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
    Show More Show Less
    57 mins
No reviews yet
In the spirit of reconciliation, Audible acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.