Sales Hacker

JULY 24, 2018

He’s currently VP of Sales at Hitachi Vantara and a Founding Member of the New York Revenue Collective. Transitioning from individual contributor to manager [5:26]. Strategic functions to go to market with [30:24]. He’s someone I consider a mentor — a founding member of the New York Revenue Collective.

Negotiate 42

Negotiate Strategize Sales Pipeline 42

Partners in Excellence

AUGUST 30, 2022

As sellers, our job is to find or initiate new opportunities with customers in our territory. It may be with existing customers, helping them grow and expanding our relationship, it may be finding new “logos,” to expand our coverage in the territory. Account based selling is no different.

Sell 93

Sell Territory Cross-sell Referrals 93

Search Engine Land

JUNE 14, 2023

Conde Nast, Hearst and New York Times-level partnerships are highly coveted. Agencies who ask client account managers to handle the publishing outreach are common – but not ideal for the publishers. In these instances, a forecast may well be an over-promise made purely to close the sale.

Contract 98

Contract Cross-sell Territory Niche 98

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 87

Territory Account management Retail Cross-sell 87

Partners in Excellence

AUGUST 18, 2016

As the very junior sales person, my job was prospecting within the account. I’d wander every floor of New York Plaza, Chase Plaza, all the remote operations and the international subsidiaries. All of this starting to sound familiar with the Account Based Everything movement?

Territory 49

Territory Account management Strategize Retail 49

Partners in Excellence

JANUARY 31, 2018

Yes, with ABM, we can be even more targeted, “We know that XYZ is a strategic initiative in your organization, and top management has established this goal……” (Ironically, I never see ABM programs that say something to this effect, even though they could. A friend had the states of North and South Dakota.

Sell 58

Sell Territory Cross-sell Strategize 58

Hubspot

JANUARY 14, 2015

My first job was as a cashier and shelf stocker at a Brooks Pharmacy, a regional chain of retail pharmacies in New England. We learned accounting and corporate finance, how to assess credit risk in a variety of different industries, cash collections, collateralization, currency risk, etc. Follow @andrewteman. Follow @miketrap.

Healthcare 72

Healthcare Hospitality Finance Consult 72