Relationship Building in 2023 (Part 2/2 How To Turn Reactive Account Management Into a Proactive Growth Machine)

This is Part 2 of 2 where Jake talks about six critical areas to turning reactive account management practices into a proactive system.Better account management strategies and focusing on customer expansion is a top sales topic of 2023. Organizations and leaders are finally making it a priority over letting new business and outbound be their sole focus. Jake gets into his last few tips in this episode - go back and watch Part 1 if you missed it! In this episode, Jake covers:My definition of relationship building. What it is and isn’t in 2023.A great account manager understands that in two years, more likely than not, their contact will no longer be at that company.If you want to prevent churn, make sure you have two relationships in every account.The goal of a QBR is not to review usage metrics or troubleshoot issues. The QBR is to talk about the business.End every QBR by asking for referrals.Make sure you have prioritized accounts with proactive touchpoints that you set in onboarding. Hit the subscribe button on your favorite podcast player so you don’t miss the next episode. Check out the full article and recording on skaled.com: https://skaled.com/insights/account-management-strategies-proactive-growth/…Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/ Follow Jake:LinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/