Cele mai bune Account Management podcast-uri (2025)

1
Why RevOps Should Scare You Less | EP63 36:12

2d ago36:12

36:12

Mallory Lee proves that simplifying your systems can be the smartest growth strategy a company ever makes. Alex Raymond sits down with Mallory Lee, VP of Revenue Operations at PhoneBurner, about how tearing out a decade of legacy systems and moving from Salesforce to HubSpot unlocked faster growth, cleaner data, and stronger alignment across the co…

1
QBRs on a Cocktail Napkin: The Art of Executive Simplicity | EP62 42:55

9d ago42:55

42:55

Ultra accounts demand a no-deck QBR playbook built on senior trust, steakhouse conversations, and concrete commitments. Carl Lenocker, Senior Customer Success Executive at Splunk (now Cisco), joins Alex Raymond to talk about managing $10M+ enterprise accounts through clarity, preparation, and authentic relationship-building. He shares how the best …

1
Account Managers are Fixers | EP61 43:43

16d ago43:43

43:43

What if the key to explosive growth isn’t chasing new customers but treating expansion as an act of service to the ones you already have? Alex Raymond sits down with Amanda Edington, VP of Account Management at Payscale, to unpack how a mindset shift toward service transformed her team’s approach to growth and retention. Amanda shares how curiosity…

1
Consistency Beats Heroics: Shep Hyken on Building B2B Customer Loyalty | EP60 39:56

23d ago39:56

39:56

Satisfied customers leave, but loyal ones stay because great account managers turn every interaction into consistency, trust, and genuine partnership. Alex Raymond sits down with customer experience expert and New York Times bestselling author Shep Hyken to explore how account managers can move beyond customer satisfaction and build true loyalty th…

1
Value Is the New Contract: Anthony DeShazor on Outcome-Based Account Management | EP59 41:34

30d ago41:34

41:34

When contracts disappear and only value keeps customers loyal, the real work of account management begins. Alex Raymond talks with Anthony DeShazor, the founder and chief architect of Protia Revenue Systems, about building customer relationships that last when “value is the contract.” Drawing from his experience leading customer success at Givelify…

1
The MBA Account Managers Never Got | EP58 41:10

1M ago41:10

41:10

Revenue is more concentrated than ever, with a handful of accounts driving the majority of growth. That reality makes account management both the biggest risk and the biggest lever in business today. In this episode, Frank Cespedes—senior lecturer at Harvard Business School and author of Sales Management That Works—joins Alex Raymond to talk about …

1
The Skills Every Account Manager Needs Now with Bill Senese | EP57 39:39

1M ago39:39

39:39

Most account managers know how to follow up, but follow through is what separates someone who manages deals from someone who builds real partnerships. Bill Senese, Senior Strategic Adoption Manager at Amazon Business and author of “The Book on That: B2B Account Management,” shares the skills that actually move the needle - listening that uncovers w…

1
Why Revenue is the Critical Customer Success KPI | EP56 40:27

2M ago40:27

40:27

Customer success used to thrive on easy capital and organic expansion. But in today’s market, that model is running out of runway. If CS isn’t tied to revenue, it’s on borrowed time. In this episode, Justin Strackany - employee #1 at SecureLink who scaled the company to $50M ARR and three exits - makes the case for why post-sales must evolve into a…

1
Negotiating Renewals Without Giving Away the Farm: Todd Caponi’s Four Levers | EP55 39:57

2M ago39:57

39:57

Negotiation doesn’t have to feel like a hostage scene. In this episode, Alex Raymond sits down with Todd Caponi, sales expert and author of the upcoming book “Four Levers Negotiating,” to reframe how account managers approach renewals and upsells. Introducing his “Four Levers” framework (volume, timing of cash, length of commitment, and deal predic…

1
The Red Renewals System: How Asana Flags Enterprise Churn 12 Months Out | EP54 45:18

2M ago45:18

45:18

Utilization numbers may look like the problem. But as Josh Abdulla, the Chief Customer Officer at Asana, points out, low usage is usually just the symptom, not the cause. In this episode, Josh shares how he manages a global portfolio of 170,000 customers by combining data-driven rigor with clear-eyed coaching. He unpacks Asana’s Red Renewals System…

1
Help Customers Build Confidence in Saying YES | EP53 45:08

2M ago45:08

45:08

Customer deals often stall not because the product is weak but because buyers doubt their own ability to make the right choice. Alex Raymond is joined by Brent Adamson, the co-author of The Challenger Sale, The Challenger Customer, and The Framemaking Sale, and the co-founder of A to B Insight, to discuss why decision confidence drives stronger out…

1
Tools & Processes for Account Management and Client Success Teams | EP52 44:12

3M ago44:12

44:12

Too many account management teams invest in software before they’re ready, and end up automating the wrong things. Alex Raymond sits down with Jennifer Pinter, a seasoned expert in account management software, to talk about what separates successful tech stacks from the ones that never gain traction. Jennifer has helped dozens of companies implemen…

1
Deliver Bad News Early: Tips from a CRO | EP51 45:35

3M ago45:35

45:35

Bad forecasts don’t just miss targets. They influence hiring plans, budgets, and boardroom confidence. Former Chief Revenue Officer Cliff Unger joins Alex Raymond to share how account managers can build the accuracy and credibility that drive both company growth and personal career impact. Drawing from his journey from hardware account management t…

1
The Playbook for Clients Who Stay & Grow with You | EP50 48:07

3M ago48:07

48:07

Most account managers get stuck in the middle, passing information back and forth, but the ones who rise are curators who build trust, shape strategy, and drive real business growth. Alex Raymond is joined by Carl Smith, the founder of The Bureau, to explore how the account management role has evolved from being a reactive liaison into one of the m…

1
Serve, Retain, Sell: How Account Management Builds Revenue Leaders | EP49 41:32

3M ago41:32

41:32

Account managers who want a seat at the executive table need to master the art of growing revenue by owning client relationships, not just managing them. Alex Raymond and Mike Rapp, Chief Revenue Officer at IntelePeer, talk through what it takes to make that leap. Mike shares how his early career in project management shaped the way he builds trust…

1
QBRs, Retention, and Role Clarity with Kristy Devantier | EP48 39:14

4M ago39:14

39:14

Kristy Devantier, the Managing Director at TaleWind Digital (formerly WorkerBee.TV), joins Alex Raymond for a conversation about what really changes when account managers have the right structure and clarity in their role. How do you move beyond check-the-box QBRs and start having client conversations that actually lead to growth? How do you build …

1
Why Post-Sale Is Still Broken (And What to Do About It) | EP47 48:55

4M ago48:55

48:55

Most companies have no real strategy for what happens after the deal closes, and this episode makes it clear why post-sales growth is still the most underutilized advantage in B2B. Alex Raymond is joined by Craig Rosenberg, the Chief Platform Officer at Scale Venture Partners and the co-host of The Transaction, for a conversation about why account …

1
Don't Confuse Being Liked with Being Effective | EP46 42:21

4M ago42:21

42:21

Too many account managers confuse being liked with being effective and it’s costing them renewals, influence, and growth. Chad Horenfeldt, the VP of Customer Success at Siena AI and author of “The Strategic Customer Success Manager,” joins Alex Raymond to talk about the people-pleaser trap and how to break out of it. They unpack the four identity t…

1
Stuck in the Reactive Admin Zone? Get Strategic and Grow Revenue! | EP45 38:45

4M ago38:45

38:45

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 conversati…

1
Prove Clear ROI in 15 Minutes Flat | EP44 39:26

4M ago39:26

39:26

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 tea…

1
4 Moves That Unlock $$$ After the Sale | EP43 36:46

5M ago36:46

36:46

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 paus…

1
Heroes, Villains, and the Power of Story in Account Management | EP42 47:52

5M ago47:52

47:52

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 storyt…

1
Build Influence to Drive Renewals and Growth in Your Accounts | EP41 37:53

5M ago37:53

37:53

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 Raym…

1
World Class Account Management Skills The Sandler Way | EP40 40:37

5M ago40:37

40:37

The best account managers build their book like it’s their business, and that mindset changes everything. Alex Raymond is joined by Todd O’Donnell, who went from tech sales at IBM and Oracle to leading one of Canada’s top-performing insurance agencies. Todd shares how blitz days, cold calling, and world-class training shaped his early career, and w…

1
Cutting Back on Account Management (Jess Manganelli Thinks It's a Terrible Idea) | EP39 44:22

6M ago44:22

44:22

Account managers who lead with business acumen, creative insight and clear boundaries are the ones who drive real growth. What happens when agencies start questioning whether account management still matters? Jess Manganelli has seen it firsthand, and she’s got strong opinions. As the founder of Betts & Betz, she works with creative agencies to bui…

1
The Challenger Sale, Customer Confidence, and Growing Key Accounts with Brent Adamson | EP38 50:08

6M ago50:08

50:08

Most account managers are stuck chasing satisfaction when they should be driving change. Alex Raymond is joined by Brent Adamson, the co-founder of A to B Insight and Qoos and the author of “The Challenger Sale,” for a discussion that challenges the way most teams think about account growth. If happy customers aren’t growing their accounts, what’s …

1
This Question Drove a 200x Increase in Client Revenue | EP37 44:33

6M ago44:33

44:33

Asking one bold question turned a $50K client into a $10M account and reshaped how account managers think about trust, strategy and growth. Account management leader Joanna Hagelberger joins Alex Raymond to talk about what account management looks like when it’s done right, from building the function from scratch at high-growth InsurTech companies …

1
2025 GTM Benchmark Report (& what it means for AMs now) | EP36 43:33

6M ago43:33

43:33

Most of your revenue probably came from existing customers last year, and if your QBRs don’t include the C-suite, you’re at serious risk of churn. Alex Raymond sits down with Guy Rubin, the founder and CEO of Ebsta, to unpack the 2025 GTM Benchmark Report and what it means for account managers right now. The data is clear: 52% of new revenue last y…

1
Tips for Account Managers Navigating The Job Market | EP35 46:20

7M ago46:20

46:20

Spray-and-pray job applications aren’t getting anyone hired. So what actually works when the competition is this intense? In this episode, Alex Raymond is joined by Carly Agar, the founder and CEO of Carly Agar Training, to talk about how account managers can navigate the current job market with more clarity and control. What do hiring managers rea…

1
AI Is Reshaping Customer Value | EP34 44:07

7M ago44:07

44:07

AI isn’t just changing the tools we use, it’s reshaping the entire conversation around business value, accountability, and risk. In this episode, Alex Raymond sits down with Mark Stouse, the CEO of ProofAnalytics.ai, to talk about how AI is driving a seismic shift in how companies operate. The core message: transparency and accountability are no lo…

1
Customer Success is Dead as We Know It | EP33 43:49

7M ago43:49

43:49

Customer success was supposed to be the future. So why are so many CS teams under-resourced, misunderstood, and fighting to stay relevant? Alex Raymond sits down with Parker Chase-Corwin, the CEO and principal consultant of Xperience Alchemy who’s helped dozens of B2B companies rethink how they approach retention, risk, and long-term value. They un…

1
A 90-Day Account Plan Level Up | EP32 37:30

7M ago37:30

37:30

Most account plans feel like busywork. Why? Because they’re built in a broken system that rewards documentation over results. In this episode, Alex Raymond explains why so many account plans fail to drive real impact and what to do instead. He introduces a framework: three customer goals, three key contacts, and three specific actions for the next …

1
The Account Manager Career Path: What Hiring Managers Really Want | EP31 40:38

8M ago40:38

40:38

Most account managers are chasing career growth, but few stop to ask whether their next opportunity might already be within reach. Alex Raymond talks with Swati Garg, the founder and CEO of Melo Associates, about what hiring managers are prioritizing right now, and what many candidates are getting wrong. What skills actually stand out in a crowded …

1
The Megadeals Mindset | EP30 50:05

8M ago50:05

50:05

Securing Megadeals requires more than just a strong pitch. It demands a deep understanding of deal orchestration and stakeholder management. In this episode, Bora Brännström, the co-founder of Megadeals Advisory, joins Alex Raymond to share insights on navigating the complexities of large, multi-million dollar contracts. Bora breaks down what makes…

1
Client Onboarding: Don't Declare Victory Too Soon | EP29 46:01

8M ago46:01

46:01

Most companies treat onboarding like a finish line, but it’s the starting gate for retention, customer success, and long-term revenue. Alex Raymond welcomes onboarding expert Donna Weber, the author of “Onboarding Matters,” to challenge the idea that implementation equals success. If a customer isn’t using a product in a meaningful way, does it eve…

1
Developing a Client Health Score with Katherine Nino | EP28 50:15

8M ago50:15

50:15

RevOps is more than a back-office function. It is a game-changer for sales operations, account management, and long-term revenue growth. Alex Raymond sits down with Katherine Nino, the head of global revenue operations at Makosi, to talk about how RevOps goes beyond traditional sales enablement and shapes the entire customer lifecycle. They discuss…

1
High Churn Signals A Deeper Problem | EP27 42:46

8M ago42:46

42:46

Most companies chase new customers without realizing retention is where real growth happens. Bob Mathers joins Alex Raymond to share why the smartest businesses focus on keeping customers for five years and how the right strategy can turn retention into a competitive advantage. In this episode, Bob breaks down the 5-Year Customer Model and explains…

1
When Sales & Customer Success Work Together, Revenue Follows | EP26 47:04

9M ago47:04

47:04

Customer success is at a crossroads. Does it need a complete rebrand? A new strategy? A bigger role in driving revenue? In this episode, Alex Raymond talks with Rav Dhaliwal, a veteran in customer success and account management, about what’s working, what’s broken, and what needs to change. Rav shares why customer success teams struggle to define t…

1
Tips to Thrive as an Account Manager | EP25 41:56

9M ago41:56

41:56

Drowning in unrealistic expectations? If “hero mode” feels like your default setting, it’s time for a reset. Rachel Provan, a customer success leader turned coach, joins Alex Raymond to discuss why so many account managers are expected to operate at peak performance with fewer resources and more demands. She breaks down how to push back effectively…

1
The Respect Contract: How to Keep Clients from Ghosting | EP24 44:27

9M ago44:27

44:27

Most account managers are told to ask great questions, but without trust, those questions go nowhere. So how do you earn the right to dig deeper without losing credibility? In this episode, Alex Raymond is joined by Richard Harris, the founder of the Harris Consulting Group and author of “The Seller’s Journey,” to discuss how emotional intelligence…

1
Why “Everyone Owns CS” Is a Leadership Cop-Out | EP23 49:49

9M ago49:49

49:49

Most customer success strategies miss the mark because they push a product instead of solving real customer pain points. So how do you keep clients engaged and drive real growth? Alex Raymond sits down with Emilia D’Anzica, the Chief Customer Officer and founder of Growth Molecules, to discuss what makes customer success work. Emilia shares why lea…

1
From Key Account Manager to Chief Customer Officer | EP22 44:30

10M ago44:30

44:30

Account management is more than a role. It’s the backbone of customer success and a springboard to leadership. David Karp, chief customer officer at DISQO, joins Alex Raymond to share how his 20-year career journey, rooted in building relationships and understanding customer needs, led him to the C-suite. David provides a behind-the-scenes look at …

1
The Truth About Customer-Led Growth | EP21 39:38

10M ago39:38

39:38

“Any successful organization is only successful because it puts its customers at the heart of what it does. If they’re not, then it’s what I would call a scam or a rip-off, quite frankly,” says Dave Jackson, a coach and author known as the “CS Heretic.” In this episode, Dave joins Alex Raymond to talk about customer-led growth, exploring why it’s n…

1
Stop the Churn: How to Retain Customers and Drive Growth | EP20 45:26

10M ago45:26

45:26

Retention is the secret weapon for sustainable growth, yet too many companies overlook its true power. Ali Cudby, the CEO of Alignment Growth Strategies and author of “Keep Your Customers,” joins Alex Raymond in this episode, and explains why fixing the leaks in your bucket changes everything. Why do so many businesses prioritize acquisition over r…

1
Why Do Some Customers Leave While Others Stay? | EP19 43:39

10M ago43:39

43:39

Customer success teams are facing mounting pressure to prove their worth as organizations tighten budgets and shift priorities. Ed Powers, an expert in customer success and account management, joins Alex Raymond to discuss the challenges of reducing churn and demonstrating customer value in a way that resonates with decision-makers. Why do some cus…

1
Beyond NPS: Why Modern CS Teams Have to Own a Number | EP18 36:41

11M ago36:41

36:41

“Customer success is no longer just held accountable for adoption and NPS; CS teams now have to own a portion of the number, as we should,” says Maranda Dziekonski, the new VP of Customer Success at ID.me. In this episode, Maranda joins Alex Raymond to talk about the transformation of customer success into a strategic driver of revenue, providing i…

1
Expanding Existing Accounts with the REACH Framework | EP17 42:14

11M ago42:14

42:14

How can account managers and customer success teams become true drivers of growth in today’s competitive, profit-focused landscape? In this episode, Rod Cherkas, the author of “The Chief Customer Officer Playbook” and “Reach: A Framework for Driving Revenue Growth from Your Existing Customers,” joins Alex Raymond to share insights into his REACH Fr…

1
Third Box Thinking: Redefining Customer-Centricity in Key Account Management | EP16 39:32

11M ago39:32

39:32

“It’s all about ‘what I want the customer to do based on what I care about.’ Nobody says that explicitly, but underlying that is a mindset still focused on what we need for our business to succeed, rather than what we need to do to help the customer’s business succeed,” says Shakeel Bharmal, as he highlights the critical gap between claiming custom…

1
The Dark Arts of Creative Agency Account Management | EP15 39:36

11M ago39:36

39:36

“We’re diplomats, we’re orchestrators, we’re figuring out how to thread the needle of client needs and agency ambitions,” explains James Hidden as he reflects on the complexities of account management in creative agencies. This role isn’t about following a script but about balancing strategy and creativity, structure and adaptability. In this episo…

1
The Most Common Mistakes In Account Plans | EP14 26:58

11M ago26:58

26:58

Most account plans fail not because they lack detail, but because they fall short as tools for proactive, strategic partnership. In this episode, Alex Raymond challenges account managers to rethink their approach to account planning, asking: Are your plans truly aligned with your clients’ goals, or are they just ticking a box? He identifies the mos…

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