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

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 why those habits still influence how he runs his agency today.

They talk about the shift from chasing leads to building a referral-driven business, the hiring principle Todd swears by (“Can I trust this person?”), and why the best AMs know how to focus on what really moves the business forward. Todd also breaks down how he uses Sandler sales training, one-on-one coaching, and weekly team sessions to create consistent results without micromanaging.

From creating a “Starbucks of insurance” experience to developing account managers with zero prior industry experience, Todd shows how long-term growth happens when you lead with trust, consistency, and a clear plan.

Episode Breakdown:

00:00 Why Account Managers Drive the Business

02:13 Lessons from IBM and Oracle

07:17 Building a Team Without Micromanaging

10:23 How to Keep Clients Without Competing on Price

13:56 Hiring for Trust, Not Industry Experience

16:45 How Sandler Training Shapes the Sales Process

18:59 Coaching, One-on-Ones, and Leading by Example

26:10 What Top Account Managers Do Differently

28:54 The Power of Focus Time

30:28 Strategic Coach, 10X Thinking, and Personal Growth

36:06 Career Paths for Account Managers

39:36 Be Willing to Get Uncomfortable

Links

Connect with Todd O’Donnell:

LinkedIn: https://www.linkedin.com/in/toddodonnellinsurance

Website: https://www.insurancetodd.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 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 build high-performing account teams that don’t just keep the trains running but move the business forward.

Jess and Alex discuss why some agencies are scaling back on account roles, and why that decision often backfires. They talk about what the job really demands: a deep understanding of how both the client and the agency make money, the confidence to lead from wherever you sit, and the willingness to have hard conversations instead of dodging them.

Where do most account managers get stuck? Jess points to a lack of business fluency and a fear of pushing back. She offers ways to shift that, starting with how to frame a tough conversation without sounding defensive or deferential.

If you’ve ever felt like your job description misses the point, or wondered how to grow into a more strategic role, Jess and Alex’s conversation will resonate.

Episode Breakdown:

00:00 The Real Value of Account Management

02:26 Is Account Management Dead?

06:05 What Agencies Actually Need from Account Managers

08:23 Why Business Acumen Matters

12:27 Balancing Client Goals with Agency Health

20:00 How to Handle Tough Client Conversations

27:39 Curiosity as a Strategic Skill

31:30 Traits That Set Great Account Managers Apart

33:53 Removing Hurdles to Great Work

37:13 Fixing the Sales-to-Account Handoff

43:00 The Tucker Inner Concept

Links

Connect with Jess Manganelli:

LinkedIn: https://www.linkedin.com/in/jessmanganelli/

Website: https://www.bettsandbetz.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