• Episode 45: Why Post-Sales is Broken
    2025/07/11

    Too many account managers are stuck in reactive mode—waiting on problems, answering tickets, and playing support—while the real opportunity sits untapped: driving strategic growth.

    In this episode, Alex Raymond is joined by author and sales strategist Anthony Iannarino to unpack what’s broken in post-sales and what needs to change. Their conversation challenges the status quo of account management and lays out a new path, one where AMs act less like order takers and more like strategic guides who know how to lead.

    Anthony introduces the concept of being “one-up”, bringing enough experience and insight to teach clients how to make better decisions. He explains why the age of AI will punish passivity and reward value creation, and why account managers who stay stuck in the admin zone are putting themselves at risk.

    Whether you're managing a $10M portfolio or just trying to prove your value internally, this episode will push you to rethink how you show up. Because in 2025, the winning account managers won’t be the ones who play it safe, they’ll be the ones who lead.

    Episode Breakdown:

    00:00 Introduction

    01:30 Why Post-Sales Is Broken

    05:14 AI Will Punish Passive Account Managers

    08:05 What It Means to Be “One-Up”

    09:20 Raising the Floor for Real Growth

    11:22 What Creating Value Actually Looks Like

    15:23 Why Relationships Still Drive Revenue

    20:18 The AI Impact on Account Management Teams

    22:29 The Missed Opportunity in Post-Sales Investment

    27:23 How Sales and Buying Committees Have Changed

    33:23 Final Advice: Elevate or Get Replaced

    Links

    Connect with Anthony Iannarino:

    LinkedIn: https://www.linkedin.com/in/iannarino/

    Website: https://www.thesalesblog.com/

    Connect with Alex Raymond:

    LinkedIn: https://www.linkedin.com/in/afraymond/ Website: https://amplifyam.com/

    Podcast production and show notes provided by HiveCast.fm

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    39 分
  • Episode 44: Using Executive Results Reviews to Drive Growth
    2025/07/04

    Most account managers talk about value but Robert Sproule shows you how to prove it in fifteen minutes flat. Alex Raymond sits down with Robert, the VP of Account Management at SafetyChain, to discuss what it really looks like to show measurable impact in industries where the stakes are high and the paperwork never ends.

    Robert explains how his team uses short, focused executive results reviews to help clients surface clear ROI and make stronger business cases with their leadership. He talks about how AI is helping his team cut back on busywork, sharpen their account planning, and stay ahead of renewal conversations without losing sight of the bigger picture.

    Where are your clients seeing real outcomes? Are they able to explain why your product matters or have they started to forget? Alex and Robert’s conversation will give you a smarter way to keep your accounts growing and your partnerships strong.

    Episode Breakdown:

    00:00 Introduction

    01:19 The High-Stakes World of Food Safety

    05:01 Who Uses Safety Chain and Why It Matters

    07:29 Robert’s Account Management Philosophy

    10:16 Proving ROI Through Executive Results Reviews

    15:01 Using AI to Support Account Planning and Renewals

    21:01 Leveraging the Amplify Community

    30:01 Identifying White Space and Driving Expansion

    34:01 The Value of Consolidation and TCO Strategy

    35:22 Clarifying the Roles of Customer Success and Account Management

    Links

    Connect with Robert Sproule:

    LinkedIn: https://www.linkedin.com/in/robert-sproule-b02b783/

    Website: https://safetychain.com/

    Connect with Alex Raymond:

    LinkedIn: https://www.linkedin.com/in/afraymond/

    Website: https://amplifyam.com/

    Podcast production and show notes provided by HiveCast.fm

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    39 分
  • Episode 43: A10X: Four Moves That Unlock Massive Growth After the Sale
    2025/06/27

    Most account managers are playing too small and leaving millions in growth potential untouched inside their current client base.

    Alex Raymond challenges the idea that retention should be the finish line. He invites us to take a closer look at the mindset and habits that keep teams stuck in incremental growth and asks something many of us don’t pause to consider: Are we thinking big enough when it comes to the accounts we already have?

    Drawing from his own client work and insights from Ben Hardy’s 10X Is Easier Than 2X, Alex shares the A10X Growth System, a framework built around four key shifts: solving bigger problems, leading with radical curiosity, thinking like the CEO of the account, and clearing out the low-value work that gets in the way.

    This isn’t about working harder or chasing more deals. Alex reminds us that it’s about reimagining how we partner with our customers and being honest about where we’re holding back. For anyone in account management, customer success, or post-sales leadership, this episode’s a sharp and timely push to think differently, act more strategically, and build deeper value right where you are.

    Episode Breakdown:

    00:00 Reframing Customer Retention to Growth

    05:18 Introducing the AMplify 10x Growth System

    08:38 Solving Bigger Problems for Customers

    17:08 Embracing Radical Curiosity

    23:35 Adopting an Ownership Mindset

    27:27 Raising the Floor for Greater Impact

    Links

    Connect with Alex Raymond:

    LinkedIn: https://www.linkedin.com/in/afraymond/

    Website: https://amplifyam.com/

    Podcast production and show notes provided by HiveCast.fm

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    37 分
  • Episode 42: Heroes, Villains, and the Power of Story in Account Management
    2025/06/20

    Most account managers think they’re here to sell solutions. But the real opportunity might be helping your client see themselves differently, like the hero of their own story.

    Alex Raymond talks with Adrian Davis, the President and CEO of Whetstone Inc. and author of “Heroes, Villains, and the Thrill of Professional Selling.” Adrian shares a storytelling framework that redefines the role of the account manager, not as the hero, but as the guide. What happens when you stop pitching and start helping your client rewrite their script?

    They get into what it means to identify a client’s strategic aspiration: the deeper, often unspoken thing they’re truly trying to achieve. Not just surface-level goals, but the kind that keep them up at night or define their legacy. Adrian explains how to uncover these aspirations and why understanding them is more powerful than asking about “needs.”

    They also talk about villains (not competitors) but the real threats standing in the way of your client’s success. Why is status quo such a powerful force? What external pressure points are shaping your client’s world before they even realize it? And how do you become the person who helps them see it coming?

    If you’ve ever been asked to “be more strategic” and weren’t sure where to start, this episode lays it out clearly. From conducting industry and SWOT analysis through your customer’s eyes, to asking better questions that lead to real urgency, Adrian offers a framework that helps you guide the people who need it most. And maybe most importantly: How do you step into that guide role - quietly powerful, fully trusted, and always a few steps ahead?

    Episode Breakdown:

    00:00 The Role of Account Managers

    01:01 The Hero’s Journey in Sales

    03:10 Storytelling as a Sales Advantage

    07:30 Customer Aspirations and Emotional Drivers

    13:43 Identifying the Real Villain: Status Quo

    20:35 Internal vs. External Challenges

    28:14 Building Emotional Connection

    30:41 Industry Expertise and Specialization

    33:21 SWOT Analysis from the Customer’s POV

    36:12 Become the Guide, Not the Hero

    43:12 Why Suffering Creates Urgency

    Links

    Connect with Adrian Davis:

    LinkedIn: https://www.linkedin.com/in/adriandavis/

    Website: https://whetstoneinc.ca/

    Connect with Alex Raymond:

    LinkedIn: https://www.linkedin.com/in/afraymond/

    Website: https://amplifyam.com/

    Podcast production and show notes provided by HiveCast.fm

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    48 分
  • Episode 41: Spheres of Influence: Building the Relationships That Drive Renewals and Growth
    2025/06/13

    Most account managers think influence is a soft skill until it costs them the renewal.

    Brad Englert has been on both sides of the table. As a former Accenture partner and CIO at the University of Texas, he’s worked with account managers who earned his trust and others who landed on his “most hated vendor” list. In this episode, Brad joins Alex Raymond to discuss why influence is a skill that deserves more respect, especially for account managers working with complex clients and high-stakes decisions.

    How do you build trust with an executive when you’re mid-level or early in your career? What makes a QBR worth everyone’s time? And why do so many account managers miss the chance to deepen a relationship by simply showing up and following through?

    Brad shares strategies for building credibility, mapping power dynamics, and engaging with skeptics before they sabotage a renewal. The best account managers don’t wait to be taught influence. They build it intentionally, one conversation at a time.

    Episode Breakdown:

    00:00 Why Influence Matters in Account Management

    03:00 Relationship-Driven vs. Transactional Client Engagement

    10:30 Making QBRs Worth Everyone’s Time

    14:00 Understanding and Using Spheres of Influence

    20:30 Building Trust in a Remote-First World

    22:00 How to Engage Senior Executives with Confidence

    23:15 Creating a Power Map Inside the Client Org

    30:30 Turning Detractors into Advocates

    36:30 Advice for Account Managers

    Links

    Connect with Brad Englert:

    LinkedIn: https://www.linkedin.com/in/bradenglert/

    Podcast: https://bradenglert.com/podcast

    Website: https://bradenglert.com/

    Connect with Alex Raymond:

    LinkedIn: https://www.linkedin.com/in/afraymond/

    Website: https://amplifyam.com/

    Podcast production and show notes provided by HiveCast.fm

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    38 分
  • Episode 40: Account Management in a Commoditized World
    2025/06/06

    The best account managers build their book like it’s their business, and that mindset changes everything.

    Alex Raymond is joined by Todd O’Donnell, who went from tech sales at IBM and Oracle to leading one of Canada’s top-performing insurance agencies. Todd shares how blitz days, cold calling, and world-class training shaped his early career, and why those habits still influence how he runs his agency today.

    They talk about the shift from chasing leads to building a referral-driven business, the hiring principle Todd swears by (“Can I trust this person?”), and why the best AMs know how to focus on what really moves the business forward. Todd also breaks down how he uses Sandler sales training, one-on-one coaching, and weekly team sessions to create consistent results without micromanaging.

    From creating a “Starbucks of insurance” experience to developing account managers with zero prior industry experience, Todd shows how long-term growth happens when you lead with trust, consistency, and a clear plan.

    Episode Breakdown:

    00:00 Why Account Managers Drive the Business

    02:13 Lessons from IBM and Oracle

    07:17 Building a Team Without Micromanaging

    10:23 How to Keep Clients Without Competing on Price

    13:56 Hiring for Trust, Not Industry Experience

    16:45 How Sandler Training Shapes the Sales Process

    18:59 Coaching, One-on-Ones, and Leading by Example

    26:10 What Top Account Managers Do Differently

    28:54 The Power of Focus Time

    30:28 Strategic Coach, 10X Thinking, and Personal Growth

    36:06 Career Paths for Account Managers

    39:36 Be Willing to Get Uncomfortable

    Links

    Connect with Todd O’Donnell:

    LinkedIn: https://www.linkedin.com/in/toddodonnellinsurance

    Website: https://www.insurancetodd.com/

    Connect with Alex Raymond:

    LinkedIn: https://www.linkedin.com/in/afraymond/

    Website: https://amplifyam.com/

    Podcast production and show notes provided by HiveCast.fm

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    41 分
  • Episode 39: Is Account Management Dead? Jess Manganelli Doesn’t Think So
    2025/05/30

    Account managers who lead with business acumen, creative insight and clear boundaries are the ones who drive real growth.

    What happens when agencies start questioning whether account management still matters? Jess Manganelli has seen it firsthand, and she’s got strong opinions. As the founder of Betts & Betz, she works with creative agencies to build high-performing account teams that don’t just keep the trains running but move the business forward.

    Jess and Alex discuss why some agencies are scaling back on account roles, and why that decision often backfires. They talk about what the job really demands: a deep understanding of how both the client and the agency make money, the confidence to lead from wherever you sit, and the willingness to have hard conversations instead of dodging them.

    Where do most account managers get stuck? Jess points to a lack of business fluency and a fear of pushing back. She offers ways to shift that, starting with how to frame a tough conversation without sounding defensive or deferential.

    If you’ve ever felt like your job description misses the point, or wondered how to grow into a more strategic role, Jess and Alex’s conversation will resonate.

    Episode Breakdown:

    00:00 The Real Value of Account Management

    02:26 Is Account Management Dead?

    06:05 What Agencies Actually Need from Account Managers

    08:23 Why Business Acumen Matters

    12:27 Balancing Client Goals with Agency Health

    20:00 How to Handle Tough Client Conversations

    27:39 Curiosity as a Strategic Skill

    31:30 Traits That Set Great Account Managers Apart

    33:53 Removing Hurdles to Great Work

    37:13 Fixing the Sales-to-Account Handoff

    43:00 The Tucker Inner Concept

    Links

    Connect with Jess Manganelli:

    LinkedIn: https://www.linkedin.com/in/jessmanganelli/

    Website: https://www.bettsandbetz.com/

    Connect with Alex Raymond:

    LinkedIn: https://www.linkedin.com/in/afraymond/

    Website: https://amplifyam.com/

    Podcast production and show notes provided by HiveCast.fm

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    44 分
  • Episode 38: Brent Adamson on the Challenger Sale, Customer Confidence, and Growing Key Accounts
    2025/05/23

    Most account managers are stuck chasing satisfaction when they should be driving change.

    Alex Raymond is joined by Brent Adamson, the co-founder of A to B Insight and Qoos and the author of “The Challenger Sale,” for a discussion that challenges the way most teams think about account growth. If happy customers aren’t growing their accounts, what’s missing? And what does it actually take to move from retention to expansion?

    Brent shares research that calls out a common trap: overdelivering on service without helping clients rethink their business. He introduces the idea of customer improvement: the account manager’s job isn’t to keep things running smoothly, but to show customers what’s possible when they shift their approach.

    Alex and Brent also get into the confusion between customer success and account management, the pressure to grow accounts without losing them, and why confidence, specifically the client’s confidence in their own decisions, matters more than loyalty or trust.

    If you’re leading key accounts or coaching teams who do, Alex and Brent’s discussion will change the way you think about long-term growth.

    Episode Breakdown:

    00:00 The Evolution of Account Management and Customer Success

    02:52 Understanding the Roles: Retention vs. Expansion

    11:11 The Importance of Customer Improvement

    21:48 Driving Growth Through Insights

    23:19 Navigating Account Management Challenges

    26:36 Understanding Customer Improvement

    29:27 Identifying Unique Strengths

    32:16 The Importance of Customer Confidence

    35:54 Introducing the Frame-Making Sale

    46:30 Empowering Customers for Growth

    Links

    Connect with Brent Adamson:

    LinkedIn: https://www.linkedin.com/in/brentadamson/

    Website: https://www.brentadamson.net/

    Website: https://qoos.ai/

    Connect with Alex Raymond:

    LinkedIn: https://www.linkedin.com/in/afraymond/

    Website: https://amplifyam.com/

    Podcast production and show notes provided by HiveCast.fm

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    50 分