Account Management in a Commoditized World

The best account managers build their book like it’s their business, and that mindset changes everything.

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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.

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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.

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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.

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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

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Links

Connect with Todd O’Donnell:

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

Website: https://www.insurancetodd.com/

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Connect with Alex Raymond:

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

Website: https://amplifyam.com/

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‍Podcast production and show notes provided by HiveCast.fm

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