S2:E2 – Planning with Your Extended Team
In Series 2:Episode 2, Planning with Your Extended Team, Bobby and Brian break down best practices for planning with your extended team. How to get everyone bought into your big picture and be bought into the purpose. Most territory plans are sitting on a file share somewhere only to be reviewed yearly or quarterly at best. Make your’s a living document from this day forward! Enjoy the show!
Here are the show notes:
- Bobby and Brian recap their Valentine’s Days.
- Brian talks about preparing for the BIG 40!
- They discussed why the A+ rep sees themselves as a virtual sales manager and how to lead your virtual sales team.
- Splitting up quota among your teammates, both external partners and internal.
- Hear them discuss how they treat and work with their teammates.
- Developing a culture and attitude of winning, and which opportunities you’ll pursue!
- Being clear about what your expectations of the team, and how you’ll partner with them to hold up your end of the bargain.
- Tips to hold off that early demo when the opportunity isn’t qualified.
- They discuss quoting blindly and when it might work and when you shouldn’t do it. This goes for RFPs too!
- Bobby shares the “blank workbook quote” tactic
- LOSE FAST, what, I don’t want to lose? The best account execs know where to spend their time, very efficient and invest their time in the right places.
- Make your territory plan a living document! Brian shares he has his open 24 hours a day.
- Whether Google Sheets or another format, keep your plan in a place or format that you can keep it live for conversations with your manager, inside sales, marketing, partners and the rest!
- Who owns marketing events? The design, insuring the execution goes well, post-event follow-up? The AE.
- This week’s artifact is Bobby’s Partner Visualization tool.
- This is a two slide template that shows your “A” customers in a way that your partners can use to focus their time and get one-step further.
- Tips on sharing your territory plan with your leadership team.
- Talked about calling your shot, and hitting your shot – and how important it is to execute your plan – and course correct monthly/quarterly.
Welcome to The Tech Sales Show brought to you by techsalesshow.com! In this first series, we are aiming to help current and future tech sellers improve their meeting preparation. You will hear us often say Average Sucks, Average is the Enemy and Don’t Be Average! Our goal is to help you be far better than average, actually, our goal is to make your territory planning IMPECCABLE! We will release an episode per week for this series…
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