Most key account programs collapse because companies treat a strategic discipline like a standard sales motion, and this conversation reveals what it actually takes to build one that works.

Alex Raymond and Mark Davies examine why so many organizations invest in key account management yet struggle to see meaningful impact. Mark argues that KAM only succeeds when the company recognizes it as a different business model with a longer horizon and deeper expectations. Without cultural alignment, even the most capable account managers slip back into transactional patterns that limit growth and dilute the value customers could receive.

They explore how real progress begins when teams study a customer’s strategy, pressures and financial priorities, then build offers that match the customer’s world. This raises a key question for any account leader: are you creating conversations that reach senior decision-makers or staying confined to a narrow vendor role? Mark shares how better segmentation, thoughtful prioritization and a series of small wins can open that door, especially when paired with an internal pitch centered on material impact, margin and momentum. The episode leaves you considering whether your business treats its most important customers with the intention they deserve.

Episode Breakdown:

00:00 Why Most Key Account Programs Fail

06:08 The Mindset Shift Required for Strategic Accounts

09:01 Value Leakage and What Customers Really Expect

18:05 How to Identify True Key Accounts

31:48 Building Offers That Drive Meaningful Growth

35:12 Leadership’s Role in Making KAM Work

47:55 The Internal Pitch: Securing Executive Support

Connect with Mark Davies:

Connect with Mark on LinkedIn

Value Matters - Articles and content to advance B2B selling

Connect with Alex Raymond:

Connect with Alex on LinkedIn

Visit the AMplify website

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High performers don’t grow out of imposter syndrome. They just learn how to hide it better.

Executive coach and imposter syndrome specialist Dr. Tara Halliday joins the show to unpack why so many accomplished people still feel like they don’t belong and how that belief quietly shapes confidence, performance, and presence at work. She explains how the nervous system hijacks clear thinking in high-pressure moments and why so many account managers slip into over-preparing, perfectionism, or self-doubt even with a strong track record behind them. What shifts when your worth no longer hinges on every client reaction or tough conversation? How different does leadership feel when your body finally stops sounding the alarm?

Tara offers a simple way to return to calm in high-stakes moments and shows how that state unlocks clearer thinking, better judgment, and a sense of authority that feels natural rather than forced. The conversation reframes confidence as a trainable internal skill and invites listeners to rethink what real executive presence looks like from the inside out, with insights that resonate across entrepreneurship, business, and wellbeing.

Episode Breakdown:

00:00 What Imposter Syndrome Really Is

07:52 The Root Cause of Self-Doubt

13:21 How Stress Hijacks Performance

15:50 A Two-Minute Reset for Your Nervous System

24:50 Building Executive Presence Through Calm

30:59 Inner Work and Career Growth

Connect with Tara Halliday:

Visit Inner Success

Connect with Tara on LinkedIn

Connect with Alex Raymond:

Visit the AMplify website

Connect with Alex on LinkedIn

Podcast production and show notes provided by HiveCast.fm

The biggest threat to your revenue often isn’t churn, it’s the blind spots you never realized were there.

Alex sits down with Lisa Honaker, a seasoned account management leader who has coached teams across fast-moving entrepreneurship and high-stakes business environments. They get into why so many AMs misread early risk signals and how a narrow set of contacts can leave even strong accounts vulnerable. Lisa shares her three-wide, three-deep relationship model and explains why the people who enjoy working with you aren’t always the ones who can move deals forward.

Their discussion centers on the deeper competency behind effective account management—clear insight into what customers value, research that goes beyond superficial prep, and a level of curiosity that strengthens both performance and professional wellbeing. They explore how AMs can use AI to speed up this work without losing the human judgment that earns trust at the executive level and how stronger risk discipline ultimately creates healthier, more resilient growth.

Episode Breakdown:

00:00 Why Risk Management Drives Account Success

03:00 How Multi-Threading Protects Your Revenue

08:59 Building Influence With Key Stakeholders

15:08 Smarter Account Research for Stronger Customer Insight

21:03 Investor Perspectives on Retention and Growth

Connect with Lisa Honaker:

Connect with Lisa on LinkedIn

Connect with Alex Raymond:

Visit the AMplify website

Connect with Alex on LinkedIn

Podcast production and show notes provided by HiveCast.fm