Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
When you say no. Sometimes likes. Let’s take a break. You aren’t even more trust when I do come back right. OK it’s renewal time or it’s X time of the year. Or these things are going on. I think we should jump on this. You know based on X Y Z strategy and there they’re more prone are they. And I would say they are more prone or likely to buy them because the first time or at some point I told them to wait. Right. So now that trust is like I can it’s almost like I’m pulling. I’m able to make a decision for them so that you know retiring quota is a lot easier with that kind of trust and in even more it’s like influence right. When you can build influence and extend yourself as a part of the team you know beyond how that phrase sounds like at the core for that customer really help them feel like man this this guy really cares about me and really my well-being as a company to not distract me and in a technology investment over a number of period of years right which is you know the Microsoft way. You know really think through it methodically with them you know goes along a long way with customers especially in the corporate space.
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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”
- “#1 comes with a price”
- 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