Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
You mentioned this Scott, you know around what’s coming up you know at the conference right at the summit is really thinking about as you enter you know a sales role just think about that territory that book of business or whatever it is as your own business. And I say that from my my own background is I was able to put that lens on my territory just because of my upbringing where anybody can look at you know their territory and say I’m going to own this and do what it takes to make my business quote-unquote my business right, successful. And so you go into any sales role with that mentality. Like what comes from that. The reverberations are you’re going to work harder. You’ve got to think differently. You’re going to react differently proactively. You’re going to do things that your competitors other sellers next to you and competitors at other companies are going to do because they’re looking at how am I going to pay my quota versus how am I going to grow the business which are very different mindsets.
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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”
- 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?
- You should enjoy it with a passion or you should do something else because you won’t be successful