“Getting your team in place usually involves a lot of the executive leadership to ensure that you’re positioned as best as possible and you have all the resources you need in order to go win this thing.” – Mike Anderson in today’s Tip 1266
What’s your thought about these ICB Calls?
Join the conversation below and check out the full interview with Mike!
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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 the latest episode on the Sales Success Stories Podcast that just released today and my conversation with Mike Anderson of Terryberry who is their top enterprise sales rep. Listen to this:
Scott Ingram: You got me with an acronym. What’s an ICB call?
Mike Anderson: ICB, Individual Case Basis. It’s just internal call that Terryberry does on these larger deals that maybe we have to think a little bit outside of the box and how we’re going to win this thing. So that’s been hugely effective in this new strategic role I’m in, where we have to close these larger deals, being able to schedule these ICBs in order to make sure we’re as attractive as possible as we’re kind of pitching our product to companies.
Scott Ingram: And so that’s an internal call. You’re basically getting aligned internally to kind of structure the solution and the deal and make sure it’s going to be attractive to the customer. Is that right?
Mike Anderson: Exactly. And the internal call is usually the Strategic Account Executive. Vanderleek, our Chief Sales Officer will be on that call. We have a VP of Sales, Alex. Usually, it’s going to be our Chief Financial Officer. Sometimes even our CEO will all be on this. So making sure we’re all pulling on the same side of the rope here and we’re not leaving no stone unturned, it’s hugely impactful. So the suggestion I would have for any other account rep out there that’s selling to larger deals, getting your team in place usually involves a lot of the executive leadership to ensure that you’re positioned as best as possible and you have all the resources you need in order to go win this thing.
Scott Ingram: Yeah, that’s a great call out. I love the specifics of that example because what you’ll hear in these conversations and we’ll put this onto the Enterprise Sales conversation list, so if folks go to Top1.fm/enterprise, you’ll find all of the episodes that I’ve done with real enterprise sellers. And what you see thematically in those conversations is so much of the enterprise sale is internal selling and it’s this work, right? It’s getting that alignment across all of the different divisions inside your organization so that you can present that unified front. You can do kind of the executive alignment and say, “Okay, cool. Our CEO is going to talk to their CEO,” and here’s how we’re going to connect those dots and do that type of work. So I hadn’t heard ICB before. I think that’s a great concept and way to kind of tackle that.
Scott Ingram: For a link to my full interview with Mike and for a link to connect with him on LinkedIn, just click over to DailySales.Tips/1266. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!