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Account Management Podcast (a tactical guide to success)

Account Management Podcast (a tactical guide to success)

Written by: Fred Fuller & John Brown | Fuller Brown Consulting
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The account management podcast for client success and post-sales teams. Hosts Fred Fuller and John Brown, authors of A Dragon Walks Into a Meeting, share practical tactics for what happens after the sale: building client relationships and trust, client scorecards, handling outages and escalations, negotiating renewals, business ethics, and leading an account management team. Whether you're new to account or client management or running a customer success organization, you'll get real-world advice you can use on your next client call. Learn more and work with us: fuller-brown.comFred Fuller & John Brown | Fuller Brown Consulting Economics Management Management & Leadership
Episodes
  • Will AI Replace Account Managers? Here’s What Changes

    Will AI Replace Account Managers? Here’s What Changes
    Oct 18 2026

    Is AI coming for your job? In a well-run organization, no. But it is coming for your busywork. John and Fred break down what AI really means for account managers: why trust and relationships stay human, what AI does well (and where it falls flat), how it will turn your CRM into real institutional memory, and which weekly tasks you can hand off for the first 80%. They close by tying it all back to the Three Jobs of account management and explain why the people who learn AI now will be the hardest to replace.


    Account Management: A Tactical Guide to Success is brought to you by Fuller Brown Consulting. You invested heavily in winning the client. We help you win what happens next. Learn more at fullerbrownconsulting.com.
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    40 mins
  • What to do if your client is a nightmare

    What to do if your client is a nightmare
    Oct 5 2026

    Fred and John discuss how to deal with this issue conceptually:

    1. Accept that this is part of the job

    2. Find the root cause

    3. Don’t make it personal

    4. Be careful how you talk about them internally

    5. Keep the issue as the issue

    6. Reframe the conversation

    7 . What if they are out of control or bullying?
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    41 mins
  • Leading an Account Management Organization: A framework

    Leading an Account Management Organization: A framework
    Sep 13 2026

    In this episode we cover the "Account Management Leadership Pyramid" - a framework for thinking through a strategic approach to account management leadership.

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    38 mins
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