Account Management Secrets Curiosity Is a Superpower: Questions to Ask Clients as an Account Manager to Grow Existing Accounts | EP112
Oct 23, 2026
Jubal Sarvis, Relationship Development Manager at Granite Telecommunications, explores how curiosity fuels account growth. He shares ways to earn time with reluctant customers, turn research into compelling conversations, and uncover unexpected opportunities, including a remote gas pump pilot. They discuss tailoring questions to different stakeholders, building trust between meetings, and avoiding assumptions in complex deals.
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Strategic Roles Create Better Account Coverage
- Separating administrative work from relationship development lets account managers focus on strategic growth and modernization.
- Jubal Sarvis remains accountable for the whole customer while relying on service, project, and engineering specialists.
Make The First Customer Meeting Easy To Earn
- Earn reluctant customers’ time by delivering value, staying persistent, and making the first meeting useful.
- Jubal Sarvis sometimes dropped by with donuts and no meeting, turning an unplanned visit into an opportunity.
Lead With A Specific Reason To Call
- Lead outreach with a specific account observation rather than a generic request to review the business.
- Check aging services, usage, pricing, and technology changes to give customers an immediate reason to talk.
