Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
What I would do. I would recommend it to anyone who is after you get off a call when the information is the freshest in your mind to go document it. Because what a lot of us do is we think we’re super human. And I remember five conversations especially when they are like 30 minutes to 45 minutes to an hour plus conversations and you kind of took notes because you know you’re having a dialogue. It’s harder to go back or recall conversations that at the end of the day when you’re ready to go home or you’re you know you had to go pick up your kids or you have to go do something else. And recall these you know notes and nuggets of information that the customer probably gave you they probably gave you some gems that could help you go present or build the you know solution for them. But you missed it because you’d rather go at the end of the day and write down all these things. And so just doing it right then and getting it over with you know then you have then you can subconsciously reflect on the call you’ve had that you know throughout the day and then you can go back. Right. You know we’re getting some of that the meat of that conversation done at the end of every call is important.
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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
- “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