Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
With that know being having the quarterback mentality knew that. You know when you don’t perform it’s all on you. Right. And when you do perform you know you can give other people the credit which is great. And you know you still feel good that you all won. Right. And so I wanted to make sure I always had the feeling of winning. Even throughout the year that you know you never you know you lose deals or you know deals get delayed or you know something happens. But you know my my north star is always what you put in is what you to get out. I want to put in 150 percent so that we at least I had quota anything extra it was just like cool like a benefit of just really really working hard. You know in investing myself in the business which you know I think goes back to you know the entrepreneurial part is you know entrepreneurs are grinders like they just there’s nobody that is out there that’s going to do it for them. And the mentality of like this is my business, these are Microsoft’s customers, rather than at the end of the day like Microsoft’s customers like I don’t own Microsoft but I removed that and said, “Now these are Phil’s customers.” This is my business and how I operate how I talk to them how I send an e-mail like every detail every bit of energy or sweat equity that goes into you know a customer conversation or a deal or whatever it is or you know building relationships with the partners or even internally right making sure I build the right you know internal relationships. It’s all a part of the building of the brands business which in this case is my 168 accounts.
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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”
- “#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
- 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