Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
Had this commitment to number one like it sounds like, yeah of course we all want to be number one but number one comes with a price. And I’m just I’ll start with that part and they’re not really quantify like my the numbers for you. But what I get why I lead with that is you know it’s easy for folks to really want to be in any type of top spot but when you do get there there’s also this other pressure that comes with the that’s taxing you know mentally physically like you’re just like I have to maintain this. But I also needed. Keep thinking about you know intelligent ways to preserve you know the best parts of me for my customers and personally.
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- Managing leadership expectations around admin work and sales forecasting
- Having a business conversation based on earnings calls
- Building relationships in inside sales “I humanized everything”
- Learning about business, entrepreneurship and finance to win in sales
- “I’m going to do whatever it takes for my customer to be successful”
- Business acumen and financial acumen are more important than sales skills especially at the c-level
- “At the end of the day a great seller doesn’t always sell”
- Building trust and influence by telling a customer “No”
- Getting out of the data and just having conversations to build pipeline
- “I would spend about 4-5 hours a day just talking to customers”
- Effectively introducing yourself to existing customers as their new account manager
- Phil’s toolkit for managing a territory of 168 accounts
- Using gratitude to stay sane “given the stress that sellers have”
- Keeping a clean email inbox
- Staying focused on the results and on selling time
- After a call, when the information is freshest, go document it
- “I had one day every week where I didn’t talk to existing customers” Going after all new customers
- The mentality that it takes to get to #1
- Having a quarterback mentality “I wanted to put in 150% so that way at least I hit quota”
- Leading the team as an individual contributor
- From Top Account Manager to Sales Enablement at Microsoft
- Sales: Do you really want to do this?
- How are you going to differentiate yourself from the millions of other sellers?
- “Think about that territory or book of business as your own business”
- You should enjoy it with a passion or you should do something else because you won’t be successful