SSP 035: 6 Principles of Outstanding Account Managers with Jermaine Edwards


Welcome to the Smart Sales Pro Podcast episode 35.   Today’s guest is speaker, author, coach and founder of Key Account Growth Jermaine Edwards.

Jermaine helps Key account managers, key account directors, sales managers and consultants serving B2B clients discover the hidden principles and strategies needed to create predictable sales growth from their key customers and deepen their client relationships.

Today’s topic is Jermaine’s 6 Principles of Outstanding Account Managers.

6 Principles of Outstanding Account Managers.

  1. Strategy Definers: They have a clear understanding of business and company goals.
  2. Truth Finders: They are one question away from the answers they need.
  3. Value Adding and Creation: What you know about your customer and how you help them. (Capability Knowledge)
  4. Influential Communication: Observe their behavior and see through the eyes of the customer.
  5. Trust Amplifiers: They create no fear in the mind of the customer. They do what they say they will do.
  6. Results Bringers: Win-win philosophy

Life Lesson: Be collaborative. You can’t do it all alone. Everything matters, even the small details.

Book Recommendations:

Getting Everything You Can Out Of All You’ve Got by Jay Abraham

Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges Book by Tim Sanders

Compelling People: The Hidden Qualities That Make Us Influential Book by John Neffinger and Matthew Kohut

How to connect with Jermaine:


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**The Real M.Mason** A Sales Professional since 2000 but didn't begin to see success till after 2007 when I declared, decreed, and claimed I would become an Elite Sales Professional and put all my energy and effort into that goal. Upon completion which included lots of trial, error and failure as well as patience, maturity and success I felt driven to share my journey with others and in 2013 joined the Learning & Development Team as a sales trainer for AT&T. **Questions I'm Still Answering** **Wheres the Energy, Enthusiasm and Sense of Urgency in sales reps?** **Why do sales reps settle for mediocrity and complain instead of striving for excellence?** **Why do we insist on using the same old worn out methods from times past instead of upgrading to strategies that fit the context of todays customer and marketplace?** *How I Nerd Out* I nerd out on text books, audio books, podcasts, inspirational/motivation speaking; pretty much anything related to growth and development. *Things I Cant Live Without* My iPhone, iPad, MacBook, headphones, Evernote, 15 minutes of meditation a day. *People I Can't Live Without* My wife Michele, daughter Jayla and son Ashton. *Key Contributors* Grandfather who taught me the fundamentals of life. Basketball which taught me the importance of practice, repetition, and teamwork and a long list of authors that helped fill in the gaps. *What Drives Me* Doing everything I put my hands on with excellence. Motivating, encouraging, inspiring others to find and express the greatness that's already within them. Mastery.

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