Account Management Secrets Episode 47: Why Post-Sale Is Still Broken (And What to Do About It)
Jul 25, 2025
Join Craig Rosenberg, Chief Platform Officer at Scale Venture Partners, as he sheds light on the often overlooked importance of post-sale processes in B2B. With decades of experience, he argues that account managers excel at delivering customer value yet lack the resources they need. The chat dives into the leadership challenges within post-sales teams, the rise of AI in account management, and innovative approaches like the Amplify 10X Growth System. This engaging discussion challenges conventional revenue structures and highlights the need for a holistic focus on customer retention.
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Transcript
Episode notes
Post-Sale Growth Underutilized
- Post-sale growth is the most underutilized advantage in B2B and remains overlooked compared to new sales investments.
- Account managers are crucial for retention and expansion but are under-resourced and undervalued.
Sales Investment Outpaces Account Management
- Sales teams receive 7 to 8 times more training and tooling investment than account management teams.
- Account managers often work with outdated tools while sales have advanced CRM and sales tech stacks.
Use Pods for Better Growth
- Consider pod structures where sales, account management, and customer success work as aligned pods for better retention and expansion.
- Align incentives across these roles to focus on total value and collaborate effectively.