First step is the hardest one - get to know your Account, build them confidence and earn their trust. It is much easier to do business when Account belives in you.
To truly understand your Account you need to understand their data and contexts around the data. Without data you are only putting out the fire and not dealing with root cause of fire.
Account planing is key success factor in account management as it sets and manages expectations of both sides.
Account revenue plan is first step in setting and managing expecation for an Account.
Make sure to always provide accurate and punctual report for Account, no matter how bad it is. It shows your integrity and buidls additional confidence from Account.
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