Clip from Episode 39: Microsoft’s #1 Inside Sales Corporate Account Manager – Phil Terrill:
I was like relentless what customers like I would, and especially internally cause I. I didn’t have the 15 years or 20 years at Microsoft where you know you used to like the status quo of things you know. I didn’t have that. So when I would come in it was like I’m going to do whatever it takes for my customers to be successful you know. So that helped me even internally right where I’m like pushing the envelope or trying to push the status quo of how things happen. To make sure that my customers have the best of the best resources. And when you come to the table with that sort of hungry mentality everyday with them because they’re in the same boat right there trying to deliver impact, they’re trying to do X Y or Z in their company. And so bringing that mentality is with them in their background and it really help customers. What I call relax. You know and they, we start to do other things other projects, other, and then your entire quota. And then once you see it start to work for a couple of customers you are like well that’s the formula for at least for Phil to go with to go use with my customers and that’s what I did.
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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
- 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?
- “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