How To Increase Bookings Through Strategic Account Management With Bain's Greg Callahan

Operations with Sean Lane

English - February 11, 2022 11:00 - 35 minutes - 32.5 MB - ★★★★★ - 42 ratings
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Previous Episode: The Anatomy of Creating a Category with Former Gainsight COO Allison Pickens

Next Episode: Why Venture Capital Needs Operators with Operator Collective’s Mallun Yen

What if someone told you they could increase your company’s bookings by 20 - 40%? Not a bad hook, right?

The strategy to support that hook comes from this week’s guest, Greg Callahan. Greg is a Partner at Bain & Company, and the Founder of Coro Account Planning.

In his work with Bain’s portfolio companies, Greg has developed a blueprint for getting the most yield out of your customers that have the most potential: Strategic Account Management.

In our conversation, we review the four core components of strategic account management, we offer specific plays you can steal to run within your customer base, and Greg explains why if you’re being strategic on everything, you’re being strategic on nothing.

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.