In this discussion, Mike Rapp, Chief Revenue Officer at IntelePeer, shares insights from his journey in account management. He emphasizes the importance of owning client relationships for driving revenue. Mike explains the strategic advantage of understanding customer experiences and outlines the mantra "Serve, Retain, Sell" as a guide for account managers. He also highlights the vital distinction between customer retention and acquisition, stressing the need for building trust before upselling. Overall, Mike offers actionable advice for cultivating impactful client relationships.
