Scott Ingram, Author at Sales Success Media

Clip: Phil Terrill on how to have a business conversation based on earnings calls

March 29, 2018 By Scott Ingram

Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:

I did it was I would then go back to my customer without them knowing I was sitting on their call on their earnings call and that I could help tie that into a business conversation and to human conversation. Look let’s just not talk technology because that’s what they’re expecting a Microsoft sales rep to come do is let me just fire away at all the new cool things that we did there or that we have released. And let’s talk to you OK before we get to the technology investment there has to be some business reason or anticipated outcome that you want whether it’s for your internal customers in your company or it’s the true end user which is why anybody is in any of our any of our customers are really investigate in technology, is to make their solutions better for their customers. And so when I was able to do that humanize the technology and using that kind of data. I was able to opened up a lot of doors and shows some different you know expertise you know that helped build that trust. When a customer is looking at me or listening to me talk about their business versus talking about the technology investment that they have with Microsoft. So it helped me really transition from a seller to a you know more of an adviser or a really true partner.

Clip: Phil Terrill on leadership expectations around admin work and sales forecasting

March 29, 2018 By Scott Ingram

Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:

You know I had a very transparent conversation both at the time with my sales manager and sales directors and part of the reason why I did that is because I don’t have a traditional sales background. We can talk about that. But the way I did it was look I don’t know these customers you know at all yet you just get we just got our book of business. And what I did was they will just let me do my thing based on my background. You know being around a lot of entrepreneurs and let me figure it out that way. And then while doing that right the admin work out I was like well I was very hygiene oriented so I was when I mean by that is I would go onto our sales tool. And I already knew what they wanted right. I asked them in the beginning what do you really need to go forecast you know to your manager or to your boss and so on and so forth. So that helped me really give them true true clear guidance for me for myself right is to hey. These are the things that you’re focused on. I’m going to make sure that you have this up to date at all times so I don’t have to either sit in multiple meetings with you or you don’t have to come ask me questions about deals or anything that’s going on. You have that access and visibility so that help take away even just the admin work preparing for the forecast. I would just build it into my routine. And so that where the extra conversation and layers were removed. And so that I get more time to spend with my customers or partners.

Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill

March 27, 2018 By Scott Ingram

Phil Terrill – Microsoft’s #1 Inside Sales Corporate Account Manager

Phil Terrill was Microsoft’s #1 Inside Sales Corporate Account Manager last year. He was responsible for managing 168 accounts. In this episode, Phil talks in detail about his mindset, unique approach, and the way he went about effectively managing his book of business. Continue Reading …

Clip: There’s nothing secret about it. It’s about execution

March 18, 2018 By Scott Ingram

Clip from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:

There’s nothing really secret about it. It’s it’s really about. It’s really about execution. I really believe that it’s about understanding what you do become knowledgeable about what you’re selling and executing every single day. I really I don’t think it’s anything beyond that. I think it’s it and figuring out ways to go the extra mile for you for your customers to do something maybe they didn’t ask you to do but you do it anyway or respond to them at a time they’re not expecting your response. You know these are things you can do in order to make yourself different and noticed in the marketplace.

Clip: “The biggest reason for my success… Is just being consistent about what I do”

March 18, 2018 By Scott Ingram

Clip from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:

You know I think the biggest reason for my success and I’ll go back to what I talked about the. Is just being consistent about what I do and that’s something that I think in any sales job. When you look out in the landscape and go who’s my competition there’s lots of folks out there who can’t be consistent they’ll do it for a while. They’ll do it here and there. But if you can be really consistent about how you do what you do in terms of responsiveness and getting back to people and that is a huge huge thing it’s going to put you ahead of your competition.

Clip: Sales Philosophy = Persistence

March 18, 2018 By Scott Ingram

Clip from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:

What about sales philosophy. Do you subscribe to a particular approach. Yeah I think persistence is the one I subscribe to. I think that if you read a lot of sales literature oftentimes sales are won on the third or fourth try and and I think that’s true. I think that you have to not give up and we’ll do that in our business. So someone told me tell me for example if I’m dealing with an underwriter on an account then under under me tell me no. But oftentimes I’ll wait I’ll call them back. They may say no again I’ll wait the next day. I’ll try again. And it’s taken me three four times sometimes to they say basically wore them down into getting them to say yes to what I want. And so there’s a lot of value in persistence. If you do it the right way. You know a lot of times calling and and you know making humor out of it making it funny that hey are. And I know I’m calling me again. I’m not bothering you again. But come on you got to help me out here. And oftentimes that’s effective in getting people to to come your way on a point of view.

Clip: When to pick up the phone instead of sending an email

March 18, 2018 By Scott Ingram

Clip from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:

Do you have a particular rule of thumb or triggers that you sort of suggest that people look to to make that decision that hey this is a time I should be picking up the phone versus sending this e-mail. Well anytime it’s bad news they should be picking up the phone. You can follow it up with an e-mail. But if you don’t think the person on the other end of this phone is going to be happy with what you’re going to tell them then you pick up the phone. And that’s something that we work hard to try to get our staff to understand this pick up the phone have the conversation if you think it’s going to be bad news or something and you don’t think that that’s the answer they’re looking for then pick up the phone hey this is what I have today but reassure them. This is what we’re working towards.

Clip: Respond quickly, even when you don’t have the answer

March 18, 2018 By Scott Ingram

Clip from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:

This is another thing I’ll say. We have had trouble sometimes with folks who don’t want to respond because they don’t have the answer. And that is something you have to not do. You have to respond even if you don’t have the answer. So for example if I get a request in I don’t know the answer I’m going to respond to that person and say hey got your request. I’m checking into this. I’ll be back to you shortly or I’m checking into this. When do you need this by. So immediately responding to that. So they know I got their response and I am working on their question or their issue and not waiting. Sometimes people will get a response and wait. It can be 24 hours before they get the answer. Well that’s too late to respond to somebody in our world. So we’re looking to respond right away and at least tell them hey we’re working on this. Yeah. Well and at that point you also can understand what their expectation is you know maybe it’s like well I didn’t need that for two weeks no big deal. Great I don’t have to light my hair on fire and go chase down that answer versus somebody else that you know I need this by noon today to make a decision on X Y or Z. That’s right don’t I mean don’t assume everything’s a rush but if you don’t know when somebody is looking for it and then ask when they need it by you know. And oftentimes when you do have the answer then immediately respond with the answer then you look like a hero.

Clip: Getting Started in Insurance Sales

March 18, 2018 By Scott Ingram

Clip from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:

What advice would you give to somebody that wanted to start a career in insurance. Well I think the most important thing is to look at your own personality. You know there’s different aspects of our business from underwriting analyzing the risk pricing the risks to what we do which is brokering. There’s also claim handling an aspect of our business as well. I think you kind of looked at you know what type of personality are you. Are you an outgoing person that’s not afraid to take a risk. I mean part of the amazing thing about sales is that it is a huge risk reward proposition and if you get into the right position it can pay off handsomely. You know one of the things I would always ask is whether where whatever company you’re going to look at what does the top salesperson make. Because that’s going to give you an idea it’s not necessarily meaning that you’re ceiling, but that gives you an idea. What is it. What is possible in that particular industry. What is possible in the type of insurances that are available is to always ask that question what does the top guy make because I want to know what is possible what has been done. And I think that’s a good question to certainly ask if you’re examining a career in any kind of sales position.

Clip: Being consistent and persistent

March 18, 2018 By Scott Ingram

Clip from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:

I’m proud of being consistent and persistent and watching it build a business and that’s something that I look at today and say wow you know you went the extra mile. You know you went above and beyond when you had to and and you know what you all of a sudden 26 years later you’re like Wow I actually built something and that’s something that I’m proud of doing you know and people have to remember anything worth having has to be paid for. And it has to be paid for through time and perseverance and effort. And I liked what Napoleon Hill said and that’s you know he would always talk about the lot of the extra miles. And that’s basically doing more than what you’re paid for.

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