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Episode 40: Account Management in a Commoditized World
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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/
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