Account Management Secrets

Episode 57: The Skills Every Account Manager Needs Now with Bill Senese

12 snips
Oct 3, 2025
Bill Senese, Senior Strategic Adoption Manager at Amazon Business and author of 'The Book on That: B2B Account Management', shares invaluable insights on the essence of true partnership in account management. He emphasizes skills like active listening and curiosity, which help uncover unspoken client needs. Bill also discusses the importance of creativity in problem-solving and the distinction between follow-up and genuine follow-through. With tips on transforming meetings into real conversations, he urges managers to earn trust beyond mere signatures.
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INSIGHT

Deep Buyer-Level Partnership

  • A Strategic Adoption Manager partners deeply with buyers inside Amazon Business rather than just selling on the site.
  • The role owns relationships at multiple levels to drive adoption and purchases within the platform.
ANECDOTE

From Personal Trainer To Key Account Manager

  • Bill described starting as an account executive after being recruited from personal training by a CEO client.
  • He progressed through regional and national account roles, ending in key account management before Amazon.
ADVICE

Read A Practical Playbook Early

  • If you start as an account manager, read a practical playbook to learn core skills quickly and build competence.
  • Bill aimed to write a book that lets someone with no experience succeed in their first AM role.
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