In this episode, Fred and John discuss the top ten mistakes made by B2B account managers:

  • Thinking some else is the quarterback
  •  “I think”
  • Not bringing recommendations along with problems
  • Not being willing to be a pincushion
  • Complaining about the client in the open
  • Assuming not hearing from clients means everything’s good
  • Referring to your internal team as ‘them'
  • Waiting until renewal to sell the value prop
  • No account plans
  • Not answering the question directly - “Curse of Knowledge”

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