Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
This goes back to the admin. They’re spending so much time with their new book of business or even some existing. You have to get a lot of new customers is figuring out like Who are these people so they’re going through all this territory planning and they’re wasting. To me it was they were wasting time. Right. You’re not going to learn too much. You know you’ll learn well you learn a lot from just looking at historical data at Microsoft like you could get lost in the data forever you know because they’re just data on data on every customer. And so instead you know to combat that or to the alternative for me was I’m just going to go talk to these folks. And by doing that I build the pipeline for the later in the year because I knew about so many things happened.
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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”
- “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