Account management does not exist

The distinction between new business and existing business is complete nonsense.

So, as far as I'm concerned…

Stop that.

"I only do new business acquisition."

"I am an account manager for existing customers."

Wrong.

Every customer is new business.

Every day again.

New department you're not in yet? New business.

New problem you haven't solved yet? New business.

New manager you don't know yet? New business.

A good account manager is constantly selling.

Not managing. The service manager can do that.

So sell.

See where you can add more value.

Existing customers are your warmest leads.

They know you.

Trust you.

Already pay you.

Why stop there? Because you've created a distinction?

Throw away those "fixed" idea's and start building relationships.