totesmcgrotes

Sr Account Manager

Account Management Interview Disco Task

Hey! I am switching careers and moving into tech sales, my next step in the interview process for an account management role is to do a 20 min Account Review Discovery call. I've never done an account review disco before, does anyone have any advice for me on what sort of information do I want to find out and the types of questions to ask?

Heres what the task is:

"This section of the interview is designed to be as an initial account review meeting. You have identified reviewd the customers usage. What you know from looking on their Account:

• Turnover $150m a year

• Only utilise credit reports and monitoring

• Run 25 credit reports per month

• Monitor 2000 accounts

• Currently paying $450 per month

• Have been with the company for 8 years

Task: Conduct an initial account review discovery with The Group Head Of finance and the Credit Control Manager to learn more about the business and uncover opportunities and where they may be experiencing challenges and perceived risk.

☁️ Software Tech

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14 comments

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Pachacuti

Politicker

8

They call me Daddy, Sales Daddy

Study GAP selling. What they are really asking is do you know how to ask penetrating questions which uncover new opportunities.

totesmcgrotes

Opinionated

1

Sr Account Manager

Amazing, thank you @Pachacuti

antiASKHOLE

Tycoon

1

Bravado's Resident Asshole

really good insight and point of direction here.

Diablo

Politicker

3

Sr. AE

I would look at deciphering more -

Product side : their experience with your product, happy, sad? Want anything that we are missing and good to have?

Usage side: current usage %, growth with your company in the last few years, what’s the expansion looks like, what can we do to help to grow the team now (growth - how much expected? ), what additional info/support can you give to them to have themdecide this expansion asap.

totesmcgrotes

Opinionated

1

Sr Account Manager

Thanks so much @Diablo I really appreciate it. In your experience is it ok if I go in completely blind and ask about the business, what they do, how they use the product etc. or should I pick a current customer story from their website and use that? I’m siding with the blind tbh so that I’m not making an assumptions! What’s your thoughts?

punishedlad

Tycoon

2

Business Development Team Lead

I think it could be a good idea just as some bonus points in the interview to use the name of one of their current clients, but then approach the metrics as though you were blind.

Kosta_Konfucius

Politicker

1

Sales Rep

100% recommend finding a customer story on the website

totesmcgrotes

Opinionated

1

Sr Account Manager

Ok will do, thanks for the input!

totesmcgrotes

Opinionated

0

Sr Account Manager

thanks for the feedback @Kosta_KonfuciusI'm gonna follow the advice!

punishedlad

Tycoon

1

Business Development Team Lead

Best of luck!

ChumpChange

Politicker

2

Channel Manager

Sound advice on this thread. Please remember to ask "has anything changed since the last meeting?

CuriousFox

WR Officer

0

🦊

Nice call out 💯

totesmcgrotes

Opinionated

0

Sr Account Manager

Great call, thank you!

totesmcgrotes

Opinionated

1

Sr Account Manager

UPDATE!

I did the discovery, it went really well, got offered the job on the spot!! I want to give a sincere thanks to everyone for their input, it really helped me with my prep and I wouldn't have done so well without it, so thank you WR.

If it's of any help to anyone that is interviewing for roles and doing a role play discovery call, here's how I structured my prep and the call itself:

1. Researched the product to understand what problem(s) the product solves. For this I used the company website and YouTube channel. I read their customer stories and watched their most recent webinars.

2. I went through the specifics of the task and matched them to the product offering, there was one obvious feature that they were not using.

3. I laid out what information I wanted to know so that I could understand the business that I was pitching too. I kept it very high level, how many customers, what industry the customers were in, customers geography,how many customer managers etc.

4. I researched GAP selling using Kennans podcast, Gong.io website and HubSpot website.

Here's how I structured the discovery:

Intro:

Thank you for joining me today, by way of introduction I am X and I am going to be your Account Manager here at Y. I’m excited to meet you and work with you moving forward.I know that we have 15mins scheduled for today, does that still work for you? Can I ask for you to introduce yourselves and the roles you have here at X?

Agenda:

For today's call I was hoping to firstly learn more about your business and understand how you’re currently using Y, my role as your account manager is to be the expert in helping you to maximise the value you’re getting from Y and to make sure that we’re aligned with your business moving forward, I’m happy to share any best practices from what I’ve seen with my other customers and of course answer any questions that you have! Is there anything else that you would like to cover today?

Q1:

What I’d like to understand is more about your business, the kinds of things I’m interested in are who and where your customers are, what industry they operate in and who looks after them?

Q2:

How is it going with the Z no. of customers that you’re onboarding with us, how do you find that process?

Q3:

I can see that with us you’re monitoring Z customers per month, is that the total number of customers that you have?How are you monitoring the other X?Can you tell me about the challenges that your facing with two separate processes?What are the barriers to streamlining this?

Q4:

With (input revenant knowledge) and (input revenant knowledge) happening I’d be interested to understand your X process?Are you aware that we help with X here at Y?

Similar to you people are/n’t aware, or it wasn't high priority tool at the time, now seeing huge rise in use and we’re seeing great results. X% increase in Z! What would something like that mean to your business?

Q5:

Thanks for sharing all of that. It's really helped me to get a better understanding of your business and how we might be able to solve some of those challenges that you’re facing. Before we wrap up, is there anything else about your business that is relevant to our product that I haven't picked up?

Exit:

Based off of X,Y & Z that you mentioned, I think that there is a huge opportunity for us to can add significant value.I would like to show you how we can do that with a demonstration, does early next week suit for the follow-up? I’m conscious that we’ll need to move quickly with summer holidays coming up!

Great, it was lovely to meet you both and I’m excited to work with you moving forward.

***After each question I rounded up the key points of what they mentioned EG Thanks for sharing that Graham, if I understand you correctly you said that the biggest challenges that your facing with X are Y & Z? Is that correct or have I missed anything?

***I also regularly said 'look that's something I hear a lot when speaking with my clients and what we found was.....'

If anyone has any questions, just shout!

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