3 days ago

Episode 41: Spheres of Influence: Building the Relationships That Drive Renewals and Growth

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

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