“I would say be flexible. But for the most part, you’re going to have to trust yourself and just stay focused.” – Dustin Brown in today’s Tip 1111
What do you focus on?
Join the conversation below and check out the full interview with Dustin!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from my most recent interview on the Sales Success Stories Podcast with Dustin Brown. For the last 2 years running Dustin has been the top Global Account Executive at Outreach. Here you go:
Scott Ingram: You know how the show rolls, right? We’ve got to start with some immediate value. Let’s talk about the top three things that you believe are the things that got you to the top.
Dustin Brown: Yeah. So I would say for sure focus, consistency, and relationships were the top three things that help to deliver consecutive great years at Outreach.
Scott Ingram: Yeah. So let’s get into each of those just a little bit. So what is the focus? What does that mean?
Dustin Brown: Yeah. So I would say as sellers, we get our account books. We get super excited. Those are our accounts. Those are where opportunities are. But I would say probably ten to 20% of those accounts are your actual targets, the accounts that fit in with your white space or we call an ideal customer profile. But yet we still spread ourselves so thin trying to go after everything that moves. And from that, we miss out on the opportunities that are percolating at these top 10-20 accounts that we, as enterprise or strategic sellers, should be focusing on. And so for me, my mentor and friend and leader, Chris Albro, was really big on, hey, I need you to focus. I need you to pick your five or six accounts, and that’s where you’re going to go. Did that and it’s been paying dividends. And I’ve been educating or parting that on others and say, hey, just get focused. It’s great you have those accounts, have an SDR, work those in the background, but get hyper-focused on just the top few accounts and start building. So long window way of saying, hey, just pick some accounts, focus on those, and go build out a repeatable flywheel of revenue.
Scott Ingram: How often are there accounts that surprise you? Right. Does that set up, is that number of accounts that you’re focused on change? Do sometimes things happen in those other accounts where that changes, or do you have to just say no and go, I know this other thing is trying to distract me, but that’s not where I’m going to get to multiples of my quote.
Dustin Brown: Yeah. No, that’s a great question and a great nuance. I would say be flexible. Right. But for the most part, you’re going to have to trust yourself and just stay focused. And if there’s other resources like an SDR or if you’re working account and you have a CSM. Maybe you do kind of get something going to where you can pass it off or have somebody manage it while you go attack that new thing, but be very disciplined on that new thing, bring you down a rabbit hole. But you got to be flexible because if you’re reading the reports or you’re getting alerts or what, there’s some compelling events happening at an account that you didn’t realize was even a profile or whatever or customer potential. Yeah, man, you should pivot and throw a couple of emails, have a couple of meetings, and see where it goes, right? Because look, a couple of meetings isn’t going to derail you, but if you’re chasing a parked car that’s going to derail you and I think you just got to be smart about that.
Scott Ingram: For links to connect with Dustin and to this full interview just click over to DailySales.Tips/1111. Yesterday was 2/22/22 and today you got to listen to tip #1111. How about that. After you’ve listened to Dustin’s full episode on Sales Success Stories, be sure to come back here for another great sales tip. Thanks for listening!