Account Management Secrets How Great Account Managers Spot and Manage Risk Before It’s Too Late | EP66
Dec 5, 2025
Lisa Honaker, VP of Account Management with a rich background at Highspot and FedEx, shares invaluable strategies for risk management. She discusses how many account managers misinterpret early signals of risk and emphasizes the importance of multi-threading to safeguard relationships. Lisa introduces her innovative three-wide, three-deep model for building a robust contact network. Additionally, she explores the role of AI in enhancing account research while maintaining essential human judgment. Tune in for insights that can boost revenue and customer loyalty!
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People Turnover Is The Silent Revenue Risk
- Single-threaded relationships are the biggest blind spot because people move jobs and contacts vanish.
- Lisa Honaker warns that 60% of professionals are passively job-seeking, putting accounts at risk.
Build A 3x3 Contact Matrix
- Build a three-wide, three-deep contact map for each account and target three functions by three levels.
- Reach out to each mapped contact with discovery conversations to build influence and reduce single-point risk.
Earn C-Suite Time With Insight And Access
- Win senior exec time by bringing actionable insights, access to experts, and clear alignment to their priorities.
- Flip QBRs into short sessions with three actionable insights relevant to the C-suite's boardroom concerns.