Christian Maurer joins Will on this episode of the Salesman Podcast to discuss account management and how salespeople should be focusing and leveraging this strategy to improve their chances of hitting target.
What is Account Management?
The show is kicked off with Christian giving us an overview of what account management is and how it differs from prospecting and selling to new accounts. He then discusses the benefits of relationship management and how that can bring in serious new business over time.
“Account management is very often confused with account planning” – Christian Maurer
The show is wrapped up with Christian sharing how to prospect large accounts and how to work out how much time you should be spending in them according to the opportunities they potentially hold.
Christian and Will also cover –
- What is account management
- The difference between account management and account planning
- What brings in more revenue, a few big accounts or lots of smaller ones
- How to prioritise accounts
- The importance for understanding your customers business model
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Christian Maurer is a consultant, coach and trainer, who helps B2B sales leaders, who admit performance problems of their organizations, to define and implement solutions based on system thinking with clearly measurable outcomes
Christian has come to the conclusion that new philosophies are needed to solve these problems, as, over the years, despite an abundance of proposed solutions, too many sales organizations have not made much progress improving their performance. Therefore he acts as a sales leadership methodologist, who focuses on the leadership pyramid first and then on the individual contributors to improve performance.
He works with Fortune 500 companies as well as with local and regional champions.
Christian is also a lecturer in Master programs at ESB Business School at Reutlingen University and at Aalen University , both in Germany.