Account Management Secrets
Alex Raymond
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.
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.
Episodes
Mentioned books
Aug 29, 2025 • 44min
Tools & Processes for Account Management and Client Success Teams | EP52
Jennifer Pinter, an expert in account management software, shares her insights on optimizing tech for AM and client success teams. She emphasizes the importance of defining roles before purchasing tools and highlights common pitfalls like skipping essential practices. With a focus on gradual adoption, Jennifer discusses how to engage leadership and avoid data silos. Key advice includes tailoring software to actual needs and making sure tools truly support account managers for effective, long-term use.
6 snips
Aug 22, 2025 • 46min
Deliver Bad News Early: Tips from a CRO | EP51
Cliff Unger, a former Chief Revenue Officer with a rich background in both hardware and SaaS account management, reveals key insights on the importance of accurate forecasting. He stresses that delivering bad news early can build trust with executives and investors. Discover how renewals and expansion drive strategic decisions, and why account managers must transition from a reactive role to a proactive growth function. Cliff also elaborates on critical revenue metrics like ARR, GRR, and NRR, shaping the future of businesses and emphasizing the necessity of data integrity.
Aug 15, 2025 • 48min
The Playbook for Clients Who Stay & Grow with You | EP50
In this conversation, Carl Smith, Founder of The Bureau and a seasoned mentor in agency leadership, discusses the evolving role of account managers. He emphasizes transforming from reactive liaisons to proactive strategists, fostering deep client relationships through empathy-driven solutions. Carl introduces 'Jellyfish Management,' a refreshing team structure that encourages ownership. With insights on radical transparency and the benefits of solving larger client challenges, he provides a playbook for agencies aiming to cultivate trust and drive substantial growth.
Aug 8, 2025 • 42min
Serve, Retain, Sell: How Account Management Builds Revenue Leaders | EP49
In this discussion, Mike Rapp, Chief Revenue Officer at IntelePeer, shares insights from his journey in account management. He emphasizes the importance of owning client relationships for driving revenue. Mike explains the strategic advantage of understanding customer experiences and outlines the mantra "Serve, Retain, Sell" as a guide for account managers. He also highlights the vital distinction between customer retention and acquisition, stressing the need for building trust before upselling. Overall, Mike offers actionable advice for cultivating impactful client relationships.
Aug 1, 2025 • 39min
QBRs, Retention, and Role Clarity with Kristy Devantier | EP48
Kristy Devantier, Managing Director at TaleWind Digital, shares her expertise in transforming account management. She discusses how to move from dull QBRs to dynamic strategic review meetings that prioritize client needs. Kristy emphasizes the importance of open conversations that lead to growth and reveals how effective client segmentation enhances team focus. She candidly addresses the challenges of balancing project work with customer success and advocates for her team's needs to foster a more impactful approach to account management.
Jul 25, 2025 • 49min
Why Post-Sale Is Still Broken (And What to Do About It) | EP47
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.
Jul 18, 2025 • 42min
Don't Confuse Being Liked with Being Effective | EP46
Chad Horenfeldt, VP of Customer Success at Siena AI and author of ‘The Strategic Customer Success Manager,’ shares insights from over 20 years in account management. He discusses the detrimental ‘people pleaser trap,’ where the desire to be liked undermines effectiveness. Chad identifies four identity traps—firefighter, entertainer, fixer, and waiter—that hinder proactive relationships. He emphasizes the importance of curiosity and frameworks like motivational interviewing to enhance trust and client engagement, ultimately transforming how account managers navigate their roles.
Jul 11, 2025 • 39min
Stuck in the Reactive Admin Zone? Get Strategic and Grow Revenue! | EP45
Join Anthony Iannarino, a renowned sales strategist and author, as he reveals why account managers often find themselves in a reactive support role. He challenges listeners to embrace a proactive mindset, emphasizing the dangers of passivity, especially in the AI era. Discover the concept of being 'one-up,' where account managers lead strategic decisions. Iannarino stresses the importance of creating value through impactful conversations and the necessity for companies to invest in post-sales growth to unlock true revenue potential.
Jul 4, 2025 • 39min
Prove Clear ROI in 15 Minutes Flat | EP44
Robert Sproule, VP of Account Management at SafetyChain, is an expert in showcasing measurable impact in regulated industries. In this engaging discussion, he reveals how quick executive results reviews can effectively prove ROI in just fifteen minutes. Robert shares insights on leveraging AI to minimize busywork and enhance account planning, while also highlighting the importance of building strong client relationships. Discover strategies for navigating the high-stakes world of food safety and driving revenue by keeping a laser focus on your clients' outcomes.
Jun 27, 2025 • 37min
4 Moves That Unlock $$$ After the Sale | EP43
Account managers may be missing out on enormous growth potential by merely focusing on retention. The discussion emphasizes the A10X Growth System, which encourages tackling bigger client problems and cultivating radical curiosity. Participants are urged to adopt an ownership mindset, reframe their relationships with clients, and remove low-value tasks. This approach shifts the focus from transactional interactions to meaningful partnerships, paving the way for substantial revenue increases and deeper connections.
