The biggest threat to your revenue often isn’t churn, it’s the blind spots you never realized were there.

Alex sits down with Lisa Honaker, a seasoned account management leader who has coached teams across fast-moving entrepreneurship and high-stakes business environments. They get into why so many AMs misread early risk signals and how a narrow set of contacts can leave even strong accounts vulnerable. Lisa shares her three-wide, three-deep relationship model and explains why the people who enjoy working with you aren’t always the ones who can move deals forward.

Their discussion centers on the deeper competency behind effective account management—clear insight into what customers value, research that goes beyond superficial prep, and a level of curiosity that strengthens both performance and professional wellbeing. They explore how AMs can use AI to speed up this work without losing the human judgment that earns trust at the executive level and how stronger risk discipline ultimately creates healthier, more resilient growth.

Episode Breakdown:

00:00 Why Risk Management Drives Account Success

03:00 How Multi-Threading Protects Your Revenue

08:59 Building Influence With Key Stakeholders

15:08 Smarter Account Research for Stronger Customer Insight

21:03 Investor Perspectives on Retention and Growth

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