Podcast Episode 11: Unlocking Growth Through Account Management: Turning Customers Into Strategic Partners 

Whether you're managing a dealer network, running a professional services firm, or building a go-to-market system for your manufacturing business, this episode outlines the step-by-step process for transforming your post-sale approach into a predictable revenue engine. 

Discover how to forecast with confidence, leverage Quarterly Business Reviews (QBRs), and avoid revenue leakage in underperforming territories. If 80% of your growth comes from existing customers, this is the blueprint for unlocking it. 

Episode Takeaways:

• Account management is a core growth function, not just a support role. When treated strategically, it becomes the engine for retention, expansion, and long-term customer value. 
• Tiering your accounts brings focus and clarity. By segmenting clients into strategic, growth, and transactional tiers, businesses can allocate resources where they’ll have the greatest impact. 
• Quarterly Business Reviews (QBRs) make your plans accountable. They reinforce trust, realign goals, and uncover growth opportunities through regular, data-informed conversations. 
• Operationalizing account plans requires structure and systems. With CRM integration, defined cadences, and clear ownership, account management becomes scalable, trackable, and deeply effective. 

If you found this valuable, make sure to subscribe to Driving Growth wherever you get your podcasts for more strategies on building a scalable revenue engine. New episodes are available on the first and third Wednesday of each month.

• Apple Podcasts: https://podcasts.apple.com/podcast/id1798562608 
• Spotify: https://open.spotify.com/show/7oPqQgSxiCjI9hlopITT1x?si=cbbd8ed459c248eb 

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