Account Management Secrets

Alex Raymond
  • 5.0 (3)
  • CAREERS
  • UPDATED WEEKLY

Account Management Secrets is the podcast designed specifically for the unsung heroes of the business world—Account Managers. Every week, we share insights, strategies, and tools that will help you excel in your role and drive success within your organization. As someone responsible for over 70% of your company’s revenue, the stakes are high, but the resources and training available to you are often limited. This podcast is here to change that. Hosted by Alex Raymond, a leader in the field who has worked with thousands of Account Managers to improve their results, Account Management Secrets equips you with the knowledge and practical strategies you need to master the art and science of account management. Whether it’s navigating complex client relationships, preparing for critical Quarterly Business Reviews, or unlocking growth opportunities with your existing customers, each episode provides actionable advice you can apply immediately. Account Management Secrets is brought to you by AMplify, the elite community dedicated to helping Account Managers boost their careers, build their skills, and expand their networks. Join us at https://amplifyam.com and start your journey towards account management excellence.

  1. 5D AGO

    The Win-Win-Win: Building Sustainable Partnerships That Serve Business and Community | EP69

    Account management can drive renewals, reduce risk, and expand real career access when corporate partnerships are treated as long-term commitments rather than short-term transactions.   This conversation with Liz Jones of Genesis Works Chicago, reframes account management through a nonprofit lens and shows how the core principles still hold. She explains what changes when corporate partners are treated as long-term customers rather than one-year commitments, and why understanding a partner’s motivation matters as much as delivering outcomes. How do you show value when success includes both ROI and human impact? What does trust look like when budgets shift, priorities change, or the political climate tightens?   At the heart of the episode is a thoughtful look at renewal health, risk awareness, and the discipline required to surface hard truths early. Liz shares how intentional questions, internal transparency, and credibility with partners create stability for the people nonprofits ultimately serve. The result is a clear case for account management as a strategic function across sectors and a reminder that sustainable impact depends on relationships built for the long term.   Episode Breakdown: 00:00 What Nonprofit Account Management Really Means 03:03 The Genesis Works Social Enterprise Model 06:01 Corporate Partnerships and Long-Term Talent Pipelines 12:02 Corporate Social Responsibility After 2020 14:59 Trust, Credibility, and Renewal Risk 17:53 Asking the Questions That Surface Risk Early 23:57 Why Nonprofit Account Management Is a Real Career Path Connect with Liz Jones: Connect With Liz On LinkedIn   Connect with Alex Raymond: Connect with Alex on LinkedIn Visit the AMplify website Podcast production and show notes provided by HiveCast.fm

    36 min

  2. DEC 19

    How to Make Key Account Management Work | EP68

    Most key account programs collapse because companies treat a strategic discipline like a standard sales motion, and this conversation reveals what it actually takes to build one that works.   Alex Raymond and Mark Davies examine why so many organizations invest in key account management yet struggle to see meaningful impact. Mark argues that KAM only succeeds when the company recognizes it as a different business model with a longer horizon and deeper expectations. Without cultural alignment, even the most capable account managers slip back into transactional patterns that limit growth and dilute the value customers could receive.   They explore how real progress begins when teams study a customer’s strategy, pressures and financial priorities, then build offers that match the customer’s world. This raises a key question for any account leader: are you creating conversations that reach senior decision-makers or staying confined to a narrow vendor role? Mark shares how better segmentation, thoughtful prioritization and a series of small wins can open that door, especially when paired with an internal pitch centered on material impact, margin and momentum. The episode leaves you considering whether your business treats its most important customers with the intention they deserve.   Episode Breakdown: 00:00 Why Most Key Account Programs Fail 06:08 The Mindset Shift Required for Strategic Accounts 09:01 Value Leakage and What Customers Really Expect 18:05 How to Identify True Key Accounts 31:48 Building Offers That Drive Meaningful Growth 35:12 Leadership’s Role in Making KAM Work 47:55 The Internal Pitch: Securing Executive Support Connect with Mark Davies: Connect with Mark on LinkedIn Value Matters - Articles and content to advance B2B selling Connect with Alex Raymond: Connect with Alex on LinkedIn Visit the AMplify website Podcast production and show notes provided by HiveCast.fm

    44 min

  3. DEC 12

    How Account Managers Can Beat Imposter Syndrome and Build Executive Presence | EP67

    High performers don’t grow out of imposter syndrome. They just learn how to hide it better.   Executive coach and imposter syndrome specialist Dr. Tara Halliday joins the show to unpack why so many accomplished people still feel like they don’t belong and how that belief quietly shapes confidence, performance, and presence at work. She explains how the nervous system hijacks clear thinking in high-pressure moments and why so many account managers slip into over-preparing, perfectionism, or self-doubt even with a strong track record behind them. What shifts when your worth no longer hinges on every client reaction or tough conversation? How different does leadership feel when your body finally stops sounding the alarm?   Tara offers a simple way to return to calm in high-stakes moments and shows how that state unlocks clearer thinking, better judgment, and a sense of authority that feels natural rather than forced. The conversation reframes confidence as a trainable internal skill and invites listeners to rethink what real executive presence looks like from the inside out, with insights that resonate across entrepreneurship, business, and wellbeing.   Episode Breakdown: 00:00 What Imposter Syndrome Really Is 07:52 The Root Cause of Self-Doubt 13:21 How Stress Hijacks Performance 15:50 A Two-Minute Reset for Your Nervous System 24:50 Building Executive Presence Through Calm 30:59 Inner Work and Career Growth Connect with Tara Halliday: Visit Inner Success Connect with Tara on LinkedIn   Connect with Alex Raymond: Visit the AMplify website Connect with Alex on LinkedIn Podcast production and show notes provided by HiveCast.fm

    39 min

  4. DEC 5

    How Great Account Managers Spot and Manage Risk Before It’s Too Late | EP66

    The biggest threat to your revenue often isn’t churn, it’s the blind spots you never realized were there.   Alex sits down with Lisa Honaker, a seasoned account management leader who has coached teams across fast-moving entrepreneurship and high-stakes business environments. They get into why so many AMs misread early risk signals and how a narrow set of contacts can leave even strong accounts vulnerable. Lisa shares her three-wide, three-deep relationship model and explains why the people who enjoy working with you aren’t always the ones who can move deals forward.   Their discussion centers on the deeper competency behind effective account management—clear insight into what customers value, research that goes beyond superficial prep, and a level of curiosity that strengthens both performance and professional wellbeing. They explore how AMs can use AI to speed up this work without losing the human judgment that earns trust at the executive level and how stronger risk discipline ultimately creates healthier, more resilient growth.   Episode Breakdown: 00:00 Why Risk Management Drives Account Success 03:00 How Multi-Threading Protects Your Revenue 08:59 Building Influence With Key Stakeholders 15:08 Smarter Account Research for Stronger Customer Insight 21:03 Investor Perspectives on Retention and Growth Connect with Lisa Honaker: Connect with Lisa on LinkedIn Connect with Alex Raymond: Visit the AMplify website Connect with Alex on LinkedIn Podcast production and show notes provided by HiveCast.fm

    42 min

  5. NOV 28

    Why NRR Matters to Every CEO Right Now | EP65

    NRR has become the pressure test for every account management leader who wants to prove they can drive real, sustainable growth.   Alex Raymond is joined by Jennifer Pinter, a longtime operator and advisor who works closely with account management and CS leaders navigating today’s retention-driven market. Together they dig into why net revenue retention now sits at the center of every strategic conversation and why so many teams feel unprepared for the weight it carries. With new logos slowing and early contracts shrinking, companies can’t rely on acquisition to cover weak retention, which pushes account management into a more commercial, outcome-driven role. Jennifer shares what she’s hearing from leaders who now hold explicit NRR targets without the playbooks they need. Their discussion points to the fundamentals that actually move the number: clean ICP discipline, faster time to value, and a value story customers can understand without effort.   Alex and Jennifer highlight how NRR exposes the health of the entire go-to-market engine. Product decisions, sales commitments, financial visibility, and customer outcomes all shape whether accounts renew, expand, or drift away. That reality raises a core question for any leader responsible for revenue: do you have the internal alignment and customer clarity required to build predictable growth? The episode offers a sharp, honest look at the shift happening across the industry and the mindset leaders need as NRR becomes the benchmark for both team maturity and long-term success.   Episode Breakdown: 00:00 What Net Revenue Retention Really Measures 08:12 Why NRR Has Become a Board-Level Priority 15:27 Core Drivers of High NRR: Value, Fit, and Time to First Value 24:48 How Account Management Leaders Can Actually Move NRR 31:02 Building Community and Skill Development Around NRR Connect with Jennifer Pinter: Connect with Jennifer on LinkedIn Connect with Alex Raymond: Visit the AMplify website Connect with Alex on LinkedIn Podcast production and show notes provided by HiveCast.fm

    36 min

  6. NOV 21

    Fix What’s Really Broken | EP64

    Most companies don’t have a revenue problem, they have a process problem hidden in plain sight.   Alex sits down with Eddie Reynolds, CEO of Union Square Consulting, to unpack why growth so often stalls even when sales are strong. Through the lens of entrepreneurship and business strategy, Eddie explains how broken go-to-market systems, unclear ownership, and neglected post-sales  processes quietly drain both revenue and team wellbeing. Together, they explore why customer success teams drive the majority of profit yet rarely get the resources or recognition they deserve.   They dig into what operational maturity really looks like and how to get there—defining clear steps, tracking execution, and aligning leadership around shared goals. How do you measure the true impact of account management? What does it take to fix revenue leaks before chasing new business?   Eddie’s frameworks, the GTM Ops Decision Tree and the GTM Efficiency Pyramid, offer a roadmap for identifying what’s broken and where to focus first. His message is simple: sustainable success in entrepreneurship starts by tightening the systems that serve your existing customers and strengthening the operational wellbeing of your business.   Episode Breakdown: 00:00 Eddie Reynolds on Fixing Broken Go-To-Market Systems 02:23 Why Most Revenue Problems Are Really Process Problems 14:21 The Real Value of Customer Success and Account Management 22:03 Rethinking Organizational Design in Post-Sales Teams 26:08 Building Operational Maturity and Efficiency 35:30 Capacity Planning for Scalable Growth 39:00 Final Takeaways with Eddie Reynolds Connect with Eddie Reynolds: Visit the Union Square Consulting website Tune in to the GTM Science Podcast Connect with Eddie on LinkedIn   Connect with Alex Raymond: Visit the AMplify website Connect with Alex on LinkedIn Podcast production and show notes provided by HiveCast.fm

    40 min

  7. NOV 14

    Why RevOps Should Scare You Less | EP63

    Mallory Lee proves that simplifying your systems can be the smartest growth strategy a company ever makes.   Alex Raymond sits down with Mallory Lee, VP of Revenue Operations at PhoneBurner, about how tearing out a decade of legacy systems and moving from Salesforce to HubSpot unlocked faster growth, cleaner data, and stronger alignment across the company. Guided by her “SEC” framework—simple, effective, confident—Mallory shares how she rebuilt the company’s go-to-market motion to unify sales, RevOps, and account management under one streamlined system that actually helps people do their jobs instead of getting in their way.   They discuss how simplification drives better business decisions, why post-sales deserves the same urgency as new revenue, and how operational clarity fuels both performance and wellbeing on fast-moving teams. Mallory also breaks down how her approach reflects the mindset of modern entrepreneurship, where efficiency, trust, and collaboration create the foundation for sustainable growth.   Episode Breakdown: 00:00 Simplifying the Tech Stack for Growth 03:00 Why PhoneBurner Rebuilt Its CRM Around HubSpot 06:41 How RevOps Unites Sales, Account Management, and Customer Success 12:32 The Power of Simplicity: Mallory Lee’s SEC Framework 21:01 Forecasting with Confidence and Cleaner Data 24:06 Using AI to Automate RevOps and Free Up Time 29:57 Why Customer Success Deserves the Same Urgency as New Business Connect with Mallory Lee: Connect with Mallory on LinkedIn   Connect with Alex Raymond: Visit the AMplify website Connect with Alex on LinkedIn Podcast production and show notes provided by HiveCast.fm

    36 min

  8. NOV 7

    QBRs on a Cocktail Napkin: The Art of Executive Simplicity | EP62

    Ultra accounts demand a no-deck QBR playbook built on senior trust, steakhouse conversations, and concrete commitments.   Carl Lenocker, Senior Customer Success Executive at Splunk (now Cisco), joins Alex Raymond to talk about managing $10M+ enterprise accounts through clarity, preparation, and authentic relationship-building. He shares how the best account managers operate more like entrepreneurs than employees, balancing business rigor with genuine human connection, and why “promises made, promises kept” is the mindset that sustains both growth and wellbeing. His approach to executive simplicity proves that true expertise means knowing what to say, when to say it, and when to stop talking.   They explore why most QBRs fail before they begin and how to turn them into focused conversations that deliver real outcomes. Carl explains his “steak dinner strategy,” a practical method for earning trust and uncovering critical insights over a meal instead of a slide deck. For anyone serious about entrepreneurship, business success, and personal wellbeing, this episode is a reminder that confident simplicity always wins in the room where decisions are made.   Episode Breakdown: 00:00 Managing Ultra Accounts: The Realities of Enterprise Account Management 01:18 What Defines an Ultra Account and Why It Matters 07:14 Inside Splunk’s Lean Model for High-Value Customers 10:28 Balancing Revenue Growth and Retention 12:25 Leading Business Conversations That Earn Executive Trust 17:36 Rethinking QBRs: From Presentation to Facilitation 31:06 The Art of Relationship Building and Executive Access 34:01 Mastering the Steak Dinner Strategy 39:58 Year-End Playbook for Account Managers Connect with Carl Lenocker: Connect with Carl on LinkedIn   Connect with Alex Raymond: Visit the AMplify website Connect with Alex on LinkedIn Podcast production and show notes provided by HiveCast.fm

    43 min
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Trailer

Ratings & Reviews

5
out of 5
3 Ratings

About

Account Management Secrets is the podcast designed specifically for the unsung heroes of the business world—Account Managers. Every week, we share insights, strategies, and tools that will help you excel in your role and drive success within your organization. As someone responsible for over 70% of your company’s revenue, the stakes are high, but the resources and training available to you are often limited. This podcast is here to change that. Hosted by Alex Raymond, a leader in the field who has worked with thousands of Account Managers to improve their results, Account Management Secrets equips you with the knowledge and practical strategies you need to master the art and science of account management. Whether it’s navigating complex client relationships, preparing for critical Quarterly Business Reviews, or unlocking growth opportunities with your existing customers, each episode provides actionable advice you can apply immediately. Account Management Secrets is brought to you by AMplify, the elite community dedicated to helping Account Managers boost their careers, build their skills, and expand their networks. Join us at https://amplifyam.com and start your journey towards account management excellence.

Information

  • Creator
    Alex Raymond
  • Years Active
    2024 - 2025
  • Episodes
    70
  • Rating
    Explicit
  • Copyright
    © Copyright 2024 AMplify LLC. All rights reserved.
  • Show Website
    Account Management Secrets

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