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
Links
Connect with Brad Englert:
LinkedIn: https://www.linkedin.com/in/bradenglert/
Podcast: https://bradenglert.com/podcast
Website: https://bradenglert.com/
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/
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