The Playbook
Every article, in order
New ones go up regularly: renewal scripts, discount defense, de-escalation calls, and the account math behind winning expansions.
The Work That Gets You Promoted Is Not on Your Scorecard
Hitting your renewal number gets you a good review. It is not usually what gets you a Senior title or a team to lead.
Career Growth · 2 min readStop Managing a To Do List and Start Managing Commitments
Why the account managers who never seem behind track promises made to other people, not just their own tasks.
Time Management · 2 min readWrite the Email So No One Has to Ask a Follow Up Question
The pattern that separates an email that gets answered same day from one that sits in an inbox for a week.
Communication · 2 min readThe Three Words That Kill a Renewal Call
Say these and watch a routine renewal turn into a re-negotiation you never asked for.
Renewals · 2 min readHow to Hold Price Without Sounding Defensive
A five-part answer for the exact moment procurement asks for twenty percent off.
Discount Defense · 2 min readReading the Room: When to Walk vs. When to Push
The one tell that separates an account worth saving from one you should let go.
De-escalation · 2 min read