S2:E4 – Territory Planning Wrap Up
In Series 2:Episode 4, Bobby and Brian wrap up the Territory Planning Series, and take a couple of your questions! We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com!
Here are the show notes:
- Listener’s Questions:
- 1) “How do I best promote my work?”
- Bobby talks about ensuring you are measuring your intent and being genuine. Creating and sharing content, and not worrying about who gets the credit – this will work itself out. Bobby suggests having 2 key mentors, one inside your business (not your boss!), and a mentor outside of your network. Ask them how it can be a mutual partnership!
- With your mentors, Brian suggests focusing less on the things you’ve done, and more on building a solid list of interesting questions to learn from them!
- 2) “Thanks for the Territory Plan series, but this is the panacea plan- what happens when things go wrong in the territory?”
- Brian discusses the nature of this entrepreneurial job! When his plan is going wrong he talks about how he adjusts his schedule for a week or two to rest the mind. Reading, exercise – trying to “reboot.” From a business perspective, re-assessing the entire pipeline. Don’t get caught up on deals that are not real, and refocus on what the best step is for each deal.
- Bobby discusses how he gets out of his rut, reaching out to trusted customers to get feedback. Talks about reaching out to his team to get their feedback – and the opinion is probably shared!
- 1) “How do I best promote my work?”
- Bobby & Brian start on Episode 4 by focusing on pipeline as the outcome, not activities. Activities are the metrics you measure productivity by – but they aren’t the outcome. They also discuss the concept of a “dead plant.”
- They discuss the importance of practicing your territory plan ahead of the presentation in front of the team! You are being measured by your manager and others in the room. Best the best and both preparing, executing (of course), and presenting it!
- If you are a new AE, prep like you’ll get the full time, but expect to only get 5 minutes!
- Bobby talks about connecting with his team early in the quarter to get prepared for the next territory plan.
- Bobby & Brian discuss “No Victims, No Victim Statements” as it relates to management “asks” – not the time or place! Bobby talks about how he uses this to engage executives, marketing and partners and how it relates to his “asks.”
- Bobby & Brian add a couple new services! Check out the Prospect 360 and Territory Resource Tool here: http://techsalesshow.com/services
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 territory plan. 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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