Account Management Secrets

Why do advertising agencies keep adding account roles, yet revenue growth is hard to account for?   In this episode of Account Management Secrets, Alex Raymond talks with Chantal Sagnes, founder of Chantal Sagnes Consulting, about what actually happens after an agency wins the work. Chantal has spent years on both the business development and account leadership sides, and she shares what she has seen play out inside agencies when revenue growth stalls, even though everyone is busy and the work is getting done.   They get into the tension most account teams feel between maintaining the relationship and growing it. The conversation touches on the hunter versus farmer mindset, why curiosity matters more than pushing a sale, and how unclear ownership often leaves revenue opportunity on the table. It is less about big pitches and more about what happens in the everyday moments that shape client trust and momentum.   With agencies dealing with consolidation, tighter budgets, and more pressure to “do more with less,” this episode comes back to something simple. Growth does not come from adding more tasks. It comes from account teams who take ownership of the relationship and think beyond delivery.   If you work in account management or lead an agency and want existing client relationships to contribute more meaningfully to revenue, this episode is actionable.   Episode Breakdown: 00:00 Why Agencies Have So Many Account Roles 03:00 Hunter vs Farmer Account Management in Agencies 10:00 Curiosity as a Revenue Skill in Account Management 14:00 Building Executive Relationships Through Contact Mapping 23:00 How to Protect Account Strategy From Day-to-Day Work 32:00 Agency Account Management Trends for 2026 and AI Connect with Chantal Sagnes: Connect with Chantal on LinkedIn Visit the Chantal Sagnes website   Connect with Alex Raymond: Connect with Alex on LinkedIn Visit the AMplify website Podcast production and show notes provided by HiveCast.fm

Account management changes when your clients are artists, creators, and public figures. There are no predictable renewals. Attention fades quickly, and relevance is earned every day.   In this episode of Account Management Secrets, Alex Raymond sits down with Niko Ivanov, Partner and Head of Account Management at NOX Media, to explore how account management works when traditional SaaS metrics fall short. NOX supports artists and creators whose success plays out publicly, where timing, trust, and proactive leadership matter more than dashboards.   This conversation makes the case for account management as an offensive discipline. Niko shares how clear systems, weekly account health checks, and red-yellow-green definitions help teams stay ahead of risk instead of reacting to it. He also unpacks the mindset required to lead under pressure, including emotional steadiness, short-term memory, and the ability to guide clients without taking things personally.   If you want to strengthen retention, prove value before problems surface, and lead accounts with confidence in high-stakes environments, this episode is worth your time.   Episode Breakdown: 00:00 Account Management Beyond SaaS in Talent and Digital Media 00:02 What NOX Media Does for Artists Creators and Brands 00:06 Client Retention and Reputation in the Entertainment Industry 00:10 Defining Account Health Without Traditional SaaS Metrics 00:25 EOS Systems and Weekly Client Health Reviews 00:34 Proactive Account Management as an Offensive Growth Function Connect with Niko Ivanov: Connect with Niko on LinkedIn Visit the NOX Media website Connect with Alex Raymond: Connect with Alex on LinkedIn Visit the AMplify website Podcast production and show notes provided by HiveCast.fm

A deep look at why post-sale teams generate most profit yet are still treated like support. Discussion of outdated playbooks and the design problems that hamper renewals and expansion. Exploration of expansion economics, early churn costs, and why net revenue retention reveals company health. A call to professionalize post-sales with systems, discipline, and a value-driven operating model.

Jim Richmond, Chief Customer Officer at Smartling with 25+ years leading customer teams, shares a playbook for modern customer leadership. He talks about making value creation the priority. He stresses curiosity, deeper discovery, and honest conversations. He outlines risk detection, turning crises into trust, and the evolving skills CSMs need in an AI era.

In a conversation with Alex Raymond, Ellie Wu, Founder of CSuiteCX, shares insights on identifying early signs of growth stalls. With her extensive experience in customer success, she emphasizes the importance of aligning team efforts and maintaining clear priorities. Ellie points out that AI can help but cannot replace human judgment. She discusses the critical shift from focusing on net revenue retention to gross revenue retention and the need for better enablement in customer success. Urgency and decisive action are key to avoiding stagnation.

Long-lasting client partnerships are built through disciplined fit, visible value, and the conviction to say no to the wrong work even when the revenue looks tempting.   Joel Sylvester, Chief Client Officer at Five Star Call Centers, shares a grounded perspective on client leadership that blends entrepreneurship, business discipline, and wellbeing. Rather than chasing every opportunity, Joel argues that sustainable growth comes from clarity about what works and the willingness to protect it. Client service, in his view, means bringing perspective and structure clients do not always have internally, then making clear decisions when cost pressure, growth, or complexity enter the picture.   A central theme is fit. Joel explains the five pillars that guide Five Star’s partnerships: size, seasonality, technology, process, and culture, with culture carrying the most weight. Misalignment shows up quickly through burnout, turnover, and declining service, even when revenue looks strong. The episode also explores how value stays visible through a steady cadence of weekly, monthly, quarterly, and annual reviews that keep progress measurable and priorities aligned. Joel closes by reflecting on hiring problem solvers who know when to ask for help and why long-term partnerships thrive when business success and team wellbeing are treated as inseparable.   Episode Breakdown: 00:00 What a Chief Client Officer Really Owns 06:07 The Five Pillars of Strong Client Relationships 11:46 Hiring and Developing High-Impact Account Leaders 17:59 How to Track and Prove Client Value 20:50 The Review Cadence That Keeps Clients Engaged 27:10 Building Long-Term Client Partnerships Through Cultural Fit   Connect with Joel Sylvester: Connect with Joel on LinkedIn Visit the Five Star Call Centers Website   Connect with Alex Raymond: Connect with Alex on LinkedIn Visit the AMplify website Podcast production and show notes provided by HiveCast.fm

Discover how to transform quarterly business reviews from mundane meetings into powerful engagement tools. Learn why customers prioritize actionable insights and the need for access to expert knowledge. Explore strategies for aligning with client priorities and the importance of C-suite presence. Find out how to shift the focus from past performance to forward-looking growth discussions. Uncover the secret to creating dialogue rather than a monologue and leading with confidence to strengthen relationships.

Liz Jones, Senior Manager of Corporate Partnerships at Genesis Works Chicago, shares her expertise in nonprofit partnership management. She highlights the importance of treating corporate partners as long-term commitments rather than short-term transactions. Liz discusses how understanding a partner's motivation and maintaining trust are crucial for sustainability. She also reveals practical strategies like using a risk tracker and asking reflective questions to identify potential renewal challenges. This approach not only strengthens relationships but also enhances community impact.

Mark Davies, an expert in B2B key account management and author of "Infinite Value," shares his insights on why key account programs often fail. He emphasizes the necessity of viewing KAM as a distinct business model rather than a standard sales process. The conversation highlights crucial steps like understanding customer strategies and building tailored offers to engage senior decision-makers. Mark discusses effective segmentation and the importance of cultural alignment in fostering meaningful relationships with key clients.

Dr. Tara Halliday, a neuroscientist and executive coach, dives into the pervasive issue of imposter syndrome affecting high achievers. She reveals how stress can hijack performance and shares practical techniques for calming the nervous system. Tara emphasizes that confidence can be trained and offers a quick two-minute reset to regain composure in high-pressure scenarios. Her insights on building authentic executive presence invite listeners to rethink their self-worth and provide valuable strategies for thriving in leadership.