World Class Account Management Skills The Sandler Way | EP40

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