Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
Organize my day that away and then I also blacked out like just my. You know of course time for like lunch. But what I would do is I use my, a lot of time I use my lunch and it’s just personal preference. I use my lunch to one decompress would decompress and to looking at or thinking about ways that I can help do other things in the business that were you know created were listening to something like their earnings calls like I would I was been I would have a lot of like working lunches as well just to maximize my day versus going to sit lunch and hanging out with. It sounds bad but it’s just like I was so focused on one I only had eight hours. Technically seven and two were I can really get after customers and I don’t really need to spend it just hanging out shooting the breeze especially my goal was to be number one. I have stuff to do, I”ll hang out with you later. I’ll hang out with you all at the company conference, when I know my pay out is going to be good. And I’ve done a great amount of work with my customers to feel like I had a productive year. So that’s kind of how I blocked out my day.
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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
- 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