Too many account managers are stuck in reactive mode—waiting on problems, answering tickets, and playing support—while the real opportunity sits untapped: driving strategic growth.
In this episode, Alex Raymond is joined by author and sales strategist Anthony Iannarino to unpack what’s broken in post-sales and what needs to change. Their conversation challenges the status quo of account management and lays out a new path, one where AMs act less like order takers and more like strategic guides who know how to lead.
Anthony introduces the concept of being “one-up”, bringing enough experience and insight to teach clients how to make better decisions. He explains why the age of AI will punish passivity and reward value creation, and why account managers who stay stuck in the admin zone are putting themselves at risk.
Whether you're managing a $10M portfolio or just trying to prove your value internally, this episode will push you to rethink how you show up. Because in 2025, the winning account managers won’t be the ones who play it safe, they’ll be the ones who lead.
Episode Breakdown:
00:00 Introduction
01:30 Why Post-Sales Is Broken
05:14 AI Will Punish Passive Account Managers
08:05 What It Means to Be “One-Up”
09:20 Raising the Floor for Real Growth
11:22 What Creating Value Actually Looks Like
15:23 Why Relationships Still Drive Revenue
20:18 The AI Impact on Account Management Teams
22:29 The Missed Opportunity in Post-Sales Investment
27:23 How Sales and Buying Committees Have Changed
33:23 Final Advice: Elevate or Get Replaced
Links
Connect with Anthony Iannarino:
LinkedIn: https://www.linkedin.com/in/iannarino/
Website: https://www.thesalesblog.com/
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/
Podcast production and show notes provided by HiveCast.fm
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38:45
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38:45
Episode 44: Using Executive Results Reviews to Drive Growth
Most account managers talk about value but Robert Sproule shows you how to prove it in fifteen minutes flat. Alex Raymond sits down with Robert, the VP of Account Management at SafetyChain, to discuss what it really looks like to show measurable impact in industries where the stakes are high and the paperwork never ends.
Robert explains how his team uses short, focused executive results reviews to help clients surface clear ROI and make stronger business cases with their leadership. He talks about how AI is helping his team cut back on busywork, sharpen their account planning, and stay ahead of renewal conversations without losing sight of the bigger picture.
Where are your clients seeing real outcomes? Are they able to explain why your product matters or have they started to forget? Alex and Robert’s conversation will give you a smarter way to keep your accounts growing and your partnerships strong.
Episode Breakdown:
00:00 Introduction
01:19 The High-Stakes World of Food Safety
05:01 Who Uses Safety Chain and Why It Matters
07:29 Robert’s Account Management Philosophy
10:16 Proving ROI Through Executive Results Reviews
15:01 Using AI to Support Account Planning and Renewals
21:01 Leveraging the Amplify Community
30:01 Identifying White Space and Driving Expansion
34:01 The Value of Consolidation and TCO Strategy
35:22 Clarifying the Roles of Customer Success and Account Management
Links
Connect with Robert Sproule:
LinkedIn: https://www.linkedin.com/in/robert-sproule-b02b783/
Website: https://safetychain.com/
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/
Podcast production and show notes provided by HiveCast.fm
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39:26
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39:26
Episode 43: A10X: Four Moves That Unlock Massive Growth After the Sale
Most account managers are playing too small and leaving millions in growth potential untouched inside their current client base.
Alex Raymond challenges the idea that retention should be the finish line. He invites us to take a closer look at the mindset and habits that keep teams stuck in incremental growth and asks something many of us don’t pause to consider: Are we thinking big enough when it comes to the accounts we already have?
Drawing from his own client work and insights from Ben Hardy’s 10X Is Easier Than 2X, Alex shares the A10X Growth System, a framework built around four key shifts: solving bigger problems, leading with radical curiosity, thinking like the CEO of the account, and clearing out the low-value work that gets in the way.
This isn’t about working harder or chasing more deals. Alex reminds us that it’s about reimagining how we partner with our customers and being honest about where we’re holding back. For anyone in account management, customer success, or post-sales leadership, this episode’s a sharp and timely push to think differently, act more strategically, and build deeper value right where you are.
Episode Breakdown:
00:00 Reframing Customer Retention to Growth
05:18 Introducing the AMplify 10x Growth System
08:38 Solving Bigger Problems for Customers
17:08 Embracing Radical Curiosity
23:35 Adopting an Ownership Mindset
27:27 Raising the Floor for Greater Impact
Links
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/
Podcast production and show notes provided by HiveCast.fm
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36:46
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36:46
Episode 42: Heroes, Villains, and the Power of Story in Account Management
Most account managers think they’re here to sell solutions. But the real opportunity might be helping your client see themselves differently, like the hero of their own story.
Alex Raymond talks with Adrian Davis, the President and CEO of Whetstone Inc. and author of “Heroes, Villains, and the Thrill of Professional Selling.” Adrian shares a storytelling framework that redefines the role of the account manager, not as the hero, but as the guide. What happens when you stop pitching and start helping your client rewrite their script?
They get into what it means to identify a client’s strategic aspiration: the deeper, often unspoken thing they’re truly trying to achieve. Not just surface-level goals, but the kind that keep them up at night or define their legacy. Adrian explains how to uncover these aspirations and why understanding them is more powerful than asking about “needs.”
They also talk about villains (not competitors) but the real threats standing in the way of your client’s success. Why is status quo such a powerful force? What external pressure points are shaping your client’s world before they even realize it? And how do you become the person who helps them see it coming?
If you’ve ever been asked to “be more strategic” and weren’t sure where to start, this episode lays it out clearly. From conducting industry and SWOT analysis through your customer’s eyes, to asking better questions that lead to real urgency, Adrian offers a framework that helps you guide the people who need it most. And maybe most importantly: How do you step into that guide role - quietly powerful, fully trusted, and always a few steps ahead?
Episode Breakdown:
00:00 The Role of Account Managers
01:01 The Hero’s Journey in Sales
03:10 Storytelling as a Sales Advantage
07:30 Customer Aspirations and Emotional Drivers
13:43 Identifying the Real Villain: Status Quo
20:35 Internal vs. External Challenges
28:14 Building Emotional Connection
30:41 Industry Expertise and Specialization
33:21 SWOT Analysis from the Customer’s POV
36:12 Become the Guide, Not the Hero
43:12 Why Suffering Creates Urgency
Links
Connect with Adrian Davis:
LinkedIn: https://www.linkedin.com/in/adriandavis/
Website: https://whetstoneinc.ca/
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/
Podcast production and show notes provided by HiveCast.fm
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47:52
Episode 41: Spheres of Influence: Building the Relationships That Drive Renewals and Growth
Most account managers think influence is a soft skill until it costs them the renewal.
Brad Englert has been on both sides of the table. As a former Accenture partner and CIO at the University of Texas, he’s worked with account managers who earned his trust and others who landed on his “most hated vendor” list. In this episode, Brad joins Alex Raymond to discuss why influence is a skill that deserves more respect, especially for account managers working with complex clients and high-stakes decisions.
How do you build trust with an executive when you’re mid-level or early in your career? What makes a QBR worth everyone’s time? And why do so many account managers miss the chance to deepen a relationship by simply showing up and following through?
Brad shares strategies for building credibility, mapping power dynamics, and engaging with skeptics before they sabotage a renewal. The best account managers don’t wait to be taught influence. They build it intentionally, one conversation at a time.
Episode Breakdown:
00:00 Why Influence Matters in Account Management
03:00 Relationship-Driven vs. Transactional Client Engagement
10:30 Making QBRs Worth Everyone’s Time
14:00 Understanding and Using Spheres of Influence
20:30 Building Trust in a Remote-First World
22:00 How to Engage Senior Executives with Confidence
23:15 Creating a Power Map Inside the Client Org
30:30 Turning Detractors into Advocates
36:30 Advice for Account Managers
Links
Connect with Brad Englert:
LinkedIn: https://www.linkedin.com/in/bradenglert/
Podcast: https://bradenglert.com/podcast
Website: https://bradenglert.com/
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/
Podcast production and show notes provided by HiveCast.fm
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.
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