What does a farmer do?A farmer prepares the earth. A farmer ensures that the ground is ready to produce. When the ground is ready, the farmer tills the soil and plants the seeds that will eventually bring a harvest.When the seeds are planted, the farmer nurtures them, ensuring they get the right nutrients, the right amount of water, and the right pruning. The farmer is in charge of the care and feeding that eventually produces a crop.You are, even as a farmer, responsible for creating opportunities.You start by developing the relationships that will be important to winning deals. You are also responsible for planting the seeds of change, creating the case for the client to do something different, something that produces new results. You till the soil. You nurture green sprouts.The idea of an account manager, or client success manager if you prefer, is to do the work that leads to new opportunities being created and won. That work starts with ensuring that the client captures the value of what you have sold them, and it continues through maximizing their results. It does not, however, end with you becoming a glorified customer service representative.Because you have greater access than a salesperson, you can get closer to the people that work inside your client account. You can also develop a greater understanding of what your client needs help with and what comes next. This access and these insights allow you to start introducing new ideas–and the new initiatives that create an opportunity for you and your company.Even though you may not be responsible for managing or winning the opportunity, you are responsible for–and best positioned to– create new opportunities.If your role is to manage accounts, then manage them so well that you have an absolute right to pitch the next idea, as well as bringing in your team to support you in delivering it. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now
The special trial court, conducting the trial in the Naroda Gamm massacre case during the 2002 riots, has asked former Gujarat minister and key accused Maya Kodnani to get BJP President Amit Shah to testify in her favour as defence witness by next Tuesday.While asking the accused to ensure that the witness testifies by September 12, the court said there will be no further adjournment of the case.In her application on Friday, Ms. Kodnani said since Mr. Shah is not “reachable” due to his busy schedule and constant mobility, “It is difficult to decide as to which address the summons be served to him.”Ms. Kodnani, who was convicted in the 2002 Naroda Patiya massacre case, in which 97 persons belonging to the minority community were killed, is a key accused in the Naroda Gaam massacre case, involving the brutal murder of 11 persons, also during the 2002 riots.Also read: 28 years for Maya Kodnani, Bajrangi to spend entire life in prisonShe had sought time till September 12, 2017 while Special judge P.B. Desai had granted time till September 8 for her to bring Mr. Shah to testify as defence witness.During the hearing, Ms. Kodnani urged the court to allow her to bring Mr Shah and 13 others as her witnesses to testify that she was not present at the site when the massacre was carried out.Among the 14 persons she listed as witnesses, 12 including her husband have already testified in her favour. Mr Shah is the last listed defence witness in her trial; all others have been cross-examined by the court.Verdict deferredIn a separate case, the Gujarat High Court has again deferred its verdict on Zakia Jafri’s challenge to an SIT court granting a clean chit to Prime Minister Narendra Modi and others in a criminal conspiracy related to the 2002 riots.