Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
Then when you get to a point of OK you are exceeding quota. There is this other reality that kicks in. OK well there’s everyone on your team is not hitting 100. So you have to, you know this is part of this being a peer an individual contributor but also wanting to be a leader is you know you see in a team review you see the team get, you know. OK like I’m doing great individually but there’s some of these elements that make sales as team sport right. You know I genuinely really want other people to do well or the team to do well. And so there’s this extra pressure that comes from yeah you are number one right. You know you’re striving to be there and the numbers are reflected but now you also have to help bring others along the way and that is a challenge because you know you get locked into being focused on your numbers but you also have to learn how to be a teammate. Right. And to to lead while trying to strive for your own individual goals.
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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
- Having a quarterback mentality “I wanted to put in 150% so that way at least I hit quota”
- 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