Artwork

Content provided by Alex Raymond. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Alex Raymond or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Player FM - Podcast App
Go offline with the Player FM app!

Episode 40: Account Management in a Commoditized World

40:37
 
Share
 

Manage episode 487212786 series 3598427
Content provided by Alex Raymond. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Alex Raymond or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

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

  continue reading

42 episodes

Artwork
iconShare
 
Manage episode 487212786 series 3598427
Content provided by Alex Raymond. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Alex Raymond or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

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

  continue reading

42 episodes

All episodes

×
 
Loading …

Welcome to Player FM!

Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.

 

Quick Reference Guide

Copyright 2025 | Privacy Policy | Terms of Service | | Copyright
Listen to this show while you explore
Play