Today’s episode is from Tracy Lim and she will talk about how thinking like a CEO can help in your sales cycle. Her full interview is released today too at Sales Success Stories podcast.
How do you think of your own territory? Are you thinking like a CEO or like the franchise owner?
Join the conversation below and know more about Tracy.
Scott Ingram: Welcome back to the Daily Sales Tips Podcast. I’m your host, Scott Ingram. We’re celebrating women in sales this week with all women all week. Today’s tip is just a short excerpt from my full interview with Tracy Lim on the Sales Success Stories Podcast. This was the third of the three things that she believes have allowed her to consistently perform as the top account executive at Blue Jeans.
Tracy Lim: Think like a CEO. This is something that I could probably talk to in multiple different angles, but really when I say think like a CEO, I think any sales rep should really imagine their territory as our business and everyone that is involved in their business works for them. So what that means is any of your colleagues, anyone in your company, in different departments, you should get to know them. You should really try to understand them as a person, build the relationship and maybe down the line they will actually help you in any large sort of deals that you might have in place. And this has happened to me multiple times at Blue Jeans. From a prospect or customer perspective, I think you should always treat them with respect. You should always be willing to understand the problems and challenges that they want to solve and always make sure that you follow up with them. Return their phone call and email set the right expectations, make sure you deliver and treat them like a normal human. I see that a lot of sales reps get nervous if they have to speak with the CIO or a CEO, but at the end of the day, just think of them as any normal human being. They have a family, they have friends, they look for the weekends to have fun and if you kind of break them down that way and then it also helps with your conversations in the future.
Scott Ingram: Well, in reading between the lines on this and on kind of the think like a CEO and treating other executives, it’s almost like if you have that mindset, then another C-level executive becomes essentially a peer, right? And maybe kind of breaks that down. Is that sort of how you’re thinking about it?
Tracy Lim: Yes, a 100% and for any CEO, again, I’ve never had CEO experience, but the way that I think of my territory, it’s my business. Any CEO, when you’re aligned with them, everyone’s trying to work towards a common goal. Everyone’s looking for a mutually beneficial partnership. So, if you kind of have that peer to peer mentality, it goes a long way in your sales cycle.
Scott Ingram: How do you think of your own territory? Are you thinking like a CEO or like the franchise owner? Join the conversation at DailySales.Tips/45, there you’ll find links to my full interview with Tracy, her LinkedIn profile, and more. Then come back tomorrow for a tip from my friend Christie Walters.