“You’ve got to move your customers to be a partner. Your aim is to get larger revenues, have partnership relationships with your key customers, so that you have a much bigger share of the purse going forward,” says Janice Gordon, a renowned account management strategist. She joins Alex Raymond in this episode to talk about the importance of account managers shifting from transactional to more buyer-focused relationships. But what does this really mean for companies today? It starts with understanding your customers on a deeper level—not just what they need right now, but where they’re headed and the larger business landscape they operate in.

Janice also talks about the value of creating a frictionless selling environment, one where internal barriers are removed so account managers can focus on forging strong, strategic partnerships. How could this kind of shift impact the way your team builds client relationships?

Janice’s insights offer a reminder for account managers to embrace a customer-centric approach. It’s all about leveraging deeper knowledge and working collaboratively to keep pace with the evolving demands of today’s market, all while driving sustainable, long-term revenue growth.

Quotes

• “Every aspect that a key account manager needs to deal with internally creates a block, creates a problem. It’s possible, but actually it’s not probable. The problem is that we don’t have customer-centric organizations, so all aligned for the customer. We have sales processes, which means it’s internally focused. As soon as we talk about sales, it’s all about us. When we talk about buying processes, it’s all about the customer.” (10:55 | Janice B. Gordon)
• “You’ve got to move your customers to be a partner… Your aim is to get larger revenues, have partnership relationships with your key customers, so that you have a much bigger share of the purse going forward. That’s your aim.” (23:39 | Janice B. Gordon)
• “You want to work in partnership with a few niches so that you’re spreading your risk, and you want to understand how that’s going to happen. But you’re not going to do that if you have a poor product. So, that’s why you do need to understand your own product base, first of all, your own products and services, and where you have the competitive advantage and leading edge in order to appeal to the key customers. (24:08 | Janice B. Gordon)
• “One thing that may not surprise you, but certainly surprises a lot of people, is that active listening is 375% more important to sales success than any other trait. Active listening is key. There are many other factors—21 sales-specific competencies that make a difference—but this one stands out. When someone is really good at active listening, they ensure the person in front of them knows they are the most important, and that understanding makes all the difference.” (31:49 | Janice B. Gordon)

Links

Connect with Janice B. Gordon:

Website: https://scaleyoursales.co.uk/

Website: https://janicebgordon.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

“Winning somebody back who had experiences with you is easier than taking net new share. You need to understand why they left because certain reasons for leaving are more likely to result in a potential opportunity for a win back than others,” says Tim Riesterer, Chief Strategy Officer at Corporate Visions. He sits down with Alex Raymond in this episode to talk about the expansion sale and the nuances of customer recovery, stressing the importance of understanding why clients leave in the first place. So, why do customers actually walk away? In Tim’s experience, clients who leave over service issues are often more open to coming back than those who switch to a competitor. This makes a well-thought-out recovery plan crucial to winning them back.

Tim introduces “strategic altitude,” which is all about maintaining a big-picture view that aligns with your clients’ broader business objectives. How can account managers handle tough conversations after a service failure? Tim advises focusing on restoring value and demonstrating a commitment to improvement. In fact, these challenges can actually become opportunities to build stronger relationships. By communicating proactively and keeping long-term partnership goals in sight, account managers can position themselves as strategic advisors—helping drive both retention and growth in a competitive market.

Quotes

• “Winning somebody back who had experiences with you is easier than taking net new share. You need to understand why they left because certain reasons for leaving are more likely to result in a potential opportunity for a win back than others.” (04:25 | Tim Riesterer)
• “I think the one thing we always see lacking is just sort of the general agreement that here’s what we’re all working towards. And it isn’t just, ‘here’s the project goals,’ but what were the business goals that caused everybody to decide to take this journey? And what are the corporate impacts of that if we do this right? We call it a triple metric. Project goals. Measure those. But how do those translate to the business outcomes that people wanted? And how does that then impact the ultimate strategic direction impact of the business? Like, daisy chain that thing up. One, two, three, triple metric. And that becomes your guiding story.” (19:50 | Tim Riesterer)
• “The problem is we always say you get delegated to who you sound like. Too many project plans and too many account management strategies do not sound like the people with strategic altitude. So, what kind of business acumen or what kind of financial acumen are you bringing to the table that surrounds the project?” (27:10 | Tim Riesterer)
• “The good news is there’s a concept called the ‘service recovery paradox.’ It’s a paradox for the very reason that you’re experiencing a service problem. But if you recover well, you can achieve greater awareness, advocacy, and loyalty after the problem is rectified than if you had never had a problem in the first place.” (32:00 | Tim Riesterer)

Links

Connect with Tim Riesterer: Website: https://corporatevisions.com/

Website: https://emblazegrowth.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

“Happy customers stay, and unhappy customers leave”—or at least that’s what we’ve always believed. But Greg Daines, a customer retention expert, sits down with Alex Raymond to challenge that assumption. Are metrics like net promoter score really reliable indicators of loyalty? According to Greg’s extensive research, retention has more to do with delivering measurable results than simply keeping customers happy. It turns out, customers who see clear, tangible outcomes are far more likely to stay—regardless of whether they’re fully satisfied.

Greg encourages account managers to rethink their approach and shift from focusing on customer happiness to ensuring that clients achieve real, measurable success. What happens when businesses prioritize progress over satisfaction? This results-driven mindset fosters stronger, longer-lasting relationships, as clients who see results are much more likely to stick around. By focusing on outcomes rather than satisfaction scores, companies can boost retention and create a foundation for sustainable growth.

Quotes

• “It turns out there’s just one factor that by far is the best predictor of long-term retention. Nothing even comes close, and that is customers who get results. In the data, customers who get measurable results stay six times longer on average than those who don’t. And the irony is that the measurable part is critical. If they’re not measuring, they might actually be getting results, but they just aren’t tracking it. It turns out that measuring their results makes all the difference. (06:47 | Greg Daines)
• “I’m not saying we shouldn’t make our customers happy—of course, we should. And shame on us if we don’t. The point is, it has nothing to do with whether they stay or how much they pay. It’s irrelevant.” (08:56 | Greg Daines)
• “The other way to think about this is, look, we provide the same product or service to all our accounts, and we treat them as similarly as possible. So, how do we explain the fact that their results vary so much—from incredible to terrible and everything in between? The answer is that there’s a variable we don’t control, which is them, their behavior.” (11:16 | Greg Daines)
• “Renewal is about convincing them they should continue. So you have to approach the renewal not just with evidence of past results, but with a vision of where things can go next. By tracking results, you’ll see opportunities for improvement or growth—whether that’s through change or buying more from you. Either way, it’s about showing forward progress that’s worth their continued investment.” (37:06 | Greg Daines)

Links

Connect with Greg Daines:

Website: https://www.gregdaines.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

“What if I told you that you’re responsible for over 70% of your company’s revenue, but probably aren’t getting the recognition, resources, or support you deserve,” says Alex Raymond as he draws attention to how often account managers are overlooked. In this episode, he talks about how account management is becoming more critical in today’s business landscape. Account managers are emerging as the key to long-term growth as sales teams struggle with decreased win rates, longer sales cycles, and rising costs to acquire new customers. Would it be wiser for businesses to keep chasing new leads or should they focus on sustaining existing relationships?

Alex argues that account managers should prioritize deepening relationships with current clients, who are not only easier to retain but also more profitable. He points out that focusing on client retention could be the game changer that many businesses need right now.

This episode also introduces AMplify, a platform built to support account managers with a vibrant community where they can share ideas, learn from each other, and access resources tailored to their unique challenges. With live courses, templates, and peer support, AMplify helps account managers hone their skills and show their true value within their companies. Alex encourages account managers to check out AMplify and take their careers to the next level by shaping the future of client relationships and business growth.

Quotes

• “Account managers take huge responsibility within their companies. They generate so much revenue. So much of the company’s revenue goes past their desks, and yet they don’t get the recognition they deserve. They don’t get the credit they deserve. All their credit always goes to the new sales team, who gets to ring a gong, and account managers typically don’t. It’s sort of assumed that account managers are operating in the background, in sort of like a status quo. And it’s really amazing because account managers are driving growth, they’re driving profitability, they’re securing renewals, they’re finding upsells, and the spotlight doesn’t shine on them.” (01:51 | Alex Raymond)
• “This podcast is for the account managers who want more: more recognition, more skills, and of course, more success. It’s for the account managers who want to be seen as strategic leaders within their companies, not just relationship managers, not just paper pushers, not just the people who do the renewals.” (03:21 | Alex Raymond)
• “Even though this podcast is for account managers who are looking after existing customers, we still want to understand what it looks like from a new business point of view. So, what is marketing concerned with? What is sales concerned with? Because the better we understand them, the better we can do our jobs and deliver for our companies.” (06:16 | Alex Raymond)
• “The account manager’s role is more important than ever to ensure that customers stick around with us and grow. We know that the sales landscape is more challenging than ever, and traditional approaches are really cutting it. This really leads to account managers coming to the floor and becoming a very important force for sustainable growth inside of a company. This is why I think of account management as being the solution in 2024 and beyond.” (08:33 | Alex Raymond)

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

“When I got into sales, I was thinking about the customer throughout the whole life cycle. It wasn’t just about the hunting aspect; it was also about the farming aspect. Because of that, I think I always connected how to grow the account with how the customer was growing,” shares Jan Young, an expert in customer success and post-sale strategies.

In this episode, Jan joins Alex Raymond to dive into the concept of “earning the right to sell,” a core principle for account managers aiming to boost net revenue retention and unlock upsell potential. She stresses the importance of building meaningful, long-term relationships with clients—going beyond just understanding their business goals to continuously adapting as those goals shift.

Jan also contrasts the structured approach of initial sales with the looser methods often used for renewals and upsells. Why do so many account managers lose that focus after the first deal closes? Jan makes a compelling case for consistent customer engagement and disciplined tracking post-sale. By keeping a close eye on key metrics like onboarding success and time to first value, account managers can have more informed, impactful conversations around renewals and upsells.

This episode highlights the vital role of account managers as trusted advisors, who navigate complex client dynamics and ensure every part of the organization feels supported. This approach not only strengthens client satisfaction but also drives revenue growth, positioning account managers as key players in long-term success.

Quotes

• “You need to understand and translate how you’re impacting the business overall. This enables you to step up to the executive level and communicate effectively with other executives on the team.” (32:12 | Jan Young)
• “There needs to be a team specifically focused on ensuring customers are achieving their goals, renewing, and expanding. But beyond that, everyone needs to understand their role and how they contribute to the customer’s success. Unfortunately, this is something we have to translate as leaders because we’re the ones working with the customers. Whether you’re in account management or customer success, we have that insight and the voice of the customer, and it’s up to us to translate it back.” (35:19 | Jan Young)
• “We need to help marketing understand who the most successful customers are, which ones are more likely to renew and expand, and how they should go about identifying those customers in the marketplace. We also need to connect the dots across the executive team and speak in the language of business.” (36:41 | Jan Young)

Links

Connect with Jan Young:

Website: https://www.janyoungcx.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

“I am responsible for ensuring that our customers derive value from our partnership and remain with us for the long term,” says Mary Poppen, President and Chief Customer Officer at HRIZONS and co-author of “Goodbye Churn, Hello Growth!” In this episode, she sits down with Alex Raymond to talk about how the role of a CCO is evolving, especially as customer success becomes essential for reducing churn.

Mary walks through her 5Ps framework—Playbooks, Prediction, Prescriptive, Proactive, and Personalization—as a comprehensive strategy for deepening customer relationships and achieving meaningful results. She emphasizes the importance of seeing value through the customer’s eyes and using AI-driven insights alongside personalized communication to create long-lasting connections.

With teams being asked to manage larger portfolios but with fewer resources, Mary explains why efficient, cross-functional processes are more critical than ever. She also talks about how keeping sales teams involved after the initial deal can help nurture long-term relationships and find new opportunities for growth. And what about the connection between employee and customer success? Mary believes they go hand in hand—both should be seen as indicators of a company’s overall health. She leaves listeners with valuable insights into how data and technology can help companies stay ahead of customer needs and offer more proactive solutions.

Quotes

• “[The CCO role] has evolved over the years. And it looks a little bit different depending on the size of the organization, the type of products or services offered, etc. But in general, how I describe it is that I am responsible for making sure that our customers are getting value from our partnership and that they want to continue the partnership forever.” (02:52 | Mary Poppen)
• “The best way to actually define if the customer is getting value is to have the customer share their measures of success—why they purchased your product or service, what they were expecting to get, and if they are getting that value. And second, how is it helping their organization to grow and be successful? If the customer can put that into measures, or even into words and a story, then you’ve got real, true value measures.” (04:44 | Mary Poppen)
• “It does take time to get to the true value measures of real impact. So, if you’re rolling out a new technology that is enterprise-wide, once it’s live, it takes time to ensure that users are actually following the use cases and using it correctly. And all of those things really need to be measured. So, it takes time.” (06:24 | Mary Poppen)
• “There are two secret ingredients I have found for really driving a differentiated relationship with a customer and a customer experience. One of those ingredients is customer intimacy. A lot of people shy away from the term intimacy, but to be honest, I’ve never found another term that describes it as exactly as I think of it, which is knowing the customer better than anyone else, knowing what they need, when they need it, and being able to deliver it in the best way for them.” (10:49 | Mary Poppen)

Links

Connect with Mary Poppen:

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

Connect with Alex Raymond:

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

Website: https://amplifyam.com/

Podcast production and show notes provided by HiveCast.fm

“Every team should have some kind of number, some kind of metric to show what their impact on the business is,” says Jay Nathan, a veteran in customer success and account management. In this debut episode of Account Management Secrets, he joins host Alex Raymond to discuss why customer success teams need to focus on measurable business results—whether it’s revenue, bookings, or customer retention—especially in today’s efficiency-driven economy.

Jay points out that understanding the financial side and aligning customer success efforts with the company’s goals are key to reducing churn and driving growth. He also emphasizes that customer success needs to be woven into every part of the business—from product design to marketing—so that everyone is working toward the same goals. Structured onboarding and enablement resources is essential in ensuring long-term retention and customer satisfaction, helping teams secure success right from the start.

Jay predicts that companies will focus more on efficiency and profitability, moving away from the growth-at-all-costs mindset. He expects a bigger push toward sustainable business practices, with customer retention and operational alignment becoming top priorities. Jay also sees shifts in venture capital, with more attention on private equity and long-term value. For customer success teams, this means they’ll need to deliver measurable outcomes that not only align with business objectives but also drive lasting customer satisfaction.

Quotes

• “You should actually understand the business that you're in so that you can make the biggest impact no matter where you sit in the organization structure.” (05:19 | Jay Nathan)
• “The reality is, every team should have some kind of number, some kind of metric to show what their impact on the business is.” (07:21 | Jay Nathan)
• “I think a North Star metric should be a customer-facing metric. So, what is the thing that your product or service enables that proves that the customer is getting value from your product?” (08:31 | Jay Nathan)
• “You could grow that North Star metric by selling new accounts, by retaining the customers that you have, and by driving adoption and getting more value into the hands of the customer so that more users come in and use the product over time. So, I think a North Star is an external metric. It’s a value metric for the customer.” (09:09 | Jay Nathan)
• “That is the fundamental use case for a CRM, the pipeline management. How many deals are being won? What’s the time to close on those deals? The reality is, everybody wants the answer. They want you to tell them what the answer is when you say that. And the reality is, there is no one answer. It depends on the market you serve, the product that you provide, and the value proposition that you’re selling. If you can map those things out, then you can find the answer.” (12:05 | Jay Nathan)

Links

Connect with Jay Nathan:

Website: https://growthcurve.io/

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 amplifyam.com and start your journey towards account management excellence.