Most of your revenue probably came from existing customers last year, and if your QBRs don’t include the C-suite, you’re at serious risk of churn.

Alex Raymond sits down with Guy Rubin, the founder and CEO of Ebsta, to unpack the 2025 GTM Benchmark Report and what it means for account managers right now. The data is clear: 52% of new revenue last year came from existing accounts, not new logos. That shift isn’t just interesting as it should completely change how teams think about growth, customer relationships, and where to invest their time and resources.

Guy shares practical insights on what sets top-performing account teams apart, including the impact of C-level participation in QBRs (7x more likely to upsell) and the dangers of single-threaded relationships. He also explains how Ebsta’s engagement scoring works, and why tracking relationship momentum across the customer lifecycle is one of the most valuable metrics you’re probably not using.

The conversation hits on a growing gap between top and average performers, a data-driven case for 360 selling, and a refreshingly blunt take on the real reasons sellers are missing quota. If you want to grow revenue, retain your best customers, and actually move the needle, this episode will show you where to start.

Episode Breakdown:

00:00 Introduction

01:29 Why Existing Customers Are Driving Revenue Growth

05:49 How the GTM Benchmark Report Was Built

10:04 Relationship Momentum and Multi-Threading

12:21 Engagement Scoring and What It Reveals

14:10 Why C-Suite Participation in QBRs Changes Everything

25:08 Sales Performance Gaps and the Leadership Wake-Up Call

27:37 The Return of 360 Selling

36:10 What Top Account Managers Are Doing Differently

Links

Connect with Guy Rubin:

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

Website: https://www.ebsta.com/

Benchmarks: https://benchmarks.ebsta.com/2025-gtm-benchmarks?utm_source=amplify&utm_medium=podcast&utm_campaign=2025+gtm+benchmarks&utm_content=gtm+benchmarks+2025+landing+page

Connect with Alex Raymond:

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

Website: https://amplifyam.com/

Podcast production and show notes provided by HiveCast.fm

Spray-and-pray job applications aren’t getting anyone hired. So what actually works when the competition is this intense?

In this episode, Alex Raymond is joined by Carly Agar, the founder and CEO of Carly Agar Training, to talk about how account managers can navigate the current job market with more clarity and control. What do hiring managers really care about? How do you stand out when hundreds of people are applying for the same role? Carly shares why intention matters more than volume, and how treating your job search like a high-value client strategy changes everything.

Alex and Carly also talk about what it means to truly “own” your book of business and why that mindset separates top candidates from the rest. Carly offers advice on building internal champions, tracking the right metrics, and shaping your reputation, so that when you’re not in the room, people are still talking about you in the right way.

And yes, AI comes up. Carly explains why account managers who lean into it, learn from it, and help their teams use it well are positioning themselves for long-term success. If you’ve been wondering how to level up or move forward with more purpose, this episode is your playbook.

Episode Breakdown:

00:00 Introduction

01:07 What the Job Market Looks Like in 2025

05:35 Why Spray-and-Pray Applications Fail

07:13 Smarter Strategies for Job Searching

08:05 How to Uncover Your Dream Role

10:13 Making an Impact Without Switching Jobs

13:33 Building Internal Champions and Mentors

15:41 How to Get Promoted Without Just Hitting KPIs

16:24 Thinking Like a CEO of Your Book of Business

17:29 Career Paths: Leadership vs. Strategic Accounts

19:30 The Skills That Actually Set You Apart

21:09 How Account Managers Can Leverage AI

22:15 Advice for Owning Your Career Growth

Links

Connect with Carly Agar:

LinkedIn: https://www.linkedin.com/in/carly-agar/

Website: https://www.carlyagar.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

AI isn’t just changing the tools we use, it’s reshaping the entire conversation around business value, accountability, and risk.

In this episode, Alex Raymond sits down with Mark Stouse, the CEO of ProofAnalytics.ai, to talk about how AI is driving a seismic shift in how companies operate. The core message: transparency and accountability are no longer optional, and gut instinct won’t cut it.

Mark explains how AI is collapsing the “gray zone” of ambiguity in business, forcing teams to prove value with hard data. He also shares a critical legal shift from early 2023: a Delaware court ruling that expanded fiduciary duty to all company officers, not just CEOs and CFOs, making risk management everyone’s responsibility.

You’ll hear how customer success is more than a renewal engine. It’s a strategic early warning system that should be treated as both a value creator and a multiplier. And you’ll learn why the old accounting mindset, focused only on past performance, can’t keep up.

If you're leading customer accounts, managing renewals, or influencing post-sales strategy, this conversation will reframe how you think about risk, impact, and your role in the AI-powered business landscape.

Episode Breakdown:

00:00 Introduction

03:25 AI as a Super Technology & What It Changes

04:44 How Fiduciary Duty Now Includes Functional Leaders

06:12 Case Study: CRM Data Fraud and Legal Risk

09:54 AI, Legal Accountability & Market Volatility Collide

12:54 Why Traditional Accounting Thinking Falls Short

14:31 Causal Analytics vs. Predictive Tools: What Leaders Need

17:34 The Long Game: Proving Impact in Customer Success

19:28 Customer Success as an Early Warning System

22:28 The Problem with BI Dashboards and Misread Data

25:46 How to Start Risk Conversations at Your Company

27:21 Forecast Risk vs. Enterprise Risk

28:00 Why T-Shaped Skills Matter in the Age of AI

29:24 What the Future of AI Looks Like for Teams

Links

Connect with Mark Stouse:

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

Website: https://www.proofanalytics.ai/

Connect with Alex Raymond:

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

Website: https://amplifyam.com/

Podcast production and show notes provided by HiveCast.fm