FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Ask your reps to think about the "first win" they can make with a large account
Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use
Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention
If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed
PATH TO PRESIDENT’S CLUB
Director of Enterprise Sales, National @ Outreach
Enterprise Sales Director, East @ Outreach
Strategic Account Executive @ Outreach
Territory Sales Executive @ Sitecore
RESOURCES DISCUSSED
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Things you can steal
216 (Lead) Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
