Ultra accounts demand a no-deck QBR playbook built on senior trust, steakhouse conversations, and concrete commitments.

Carl Lenocker, Senior Customer Success Executive at Splunk (now Cisco), joins Alex Raymond to talk about managing $10M+ enterprise accounts through clarity, preparation, and authentic relationship-building. He shares how the best account managers operate more like entrepreneurs than employees, balancing business rigor with genuine human connection, and why “promises made, promises kept” is the mindset that sustains both growth and wellbeing. His approach to executive simplicity proves that true expertise means knowing what to say, when to say it, and when to stop talking.

They explore why most QBRs fail before they begin and how to turn them into focused conversations that deliver real outcomes. Carl explains his “steak dinner strategy,” a practical method for earning trust and uncovering critical insights over a meal instead of a slide deck. For anyone serious about entrepreneurship, business success, and personal wellbeing, this episode is a reminder that confident simplicity always wins in the room where decisions are made.

Episode Breakdown:

00:00 Managing Ultra Accounts: The Realities of Enterprise Account Management

01:18 What Defines an Ultra Account and Why It Matters

07:14 Inside Splunk’s Lean Model for High-Value Customers

10:28 Balancing Revenue Growth and Retention

12:25 Leading Business Conversations That Earn Executive Trust

17:36 Rethinking QBRs: From Presentation to Facilitation

31:06 The Art of Relationship Building and Executive Access

34:01 Mastering the Steak Dinner Strategy

39:58 Year-End Playbook for Account Managers

Connect with Carl Lenocker:

Connect with Carl on LinkedIn

Connect with Alex Raymond:

Visit the AMplify website

Connect with Alex on LinkedIn

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