When it comes down to it I had a lot of sales experience I’ve sold services before in the past and I really when I came to the organization challenged it of how can we sell to better clients and bigger deals. And one of the thing that was really my goal from day one is how can I come in and be different than the other sales people we have. How can I sell larger accounts where I can really focus on a smaller number of accounts and kind of get away from the spray and pray a little bit and focus on. We’re going to do bigger engagements. More strategy less tactical and be able to grow those account over multi-phase approaches. It’s just something I’ve done in my past life and it really just felt like it would work here as well so I really made that my goal from day one.
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More clips from Episode 27: Selling Professional Services – Reed Clarke of LeadMD: