aenima profile picture
aenima profile picture

aenima

Principal Account Manager

Celebrated Contributor
Valued Contributor
Catalyst
+4

Closed Year at $22 Million

Out of 135 accounts on my team's patch, there were only 4 that grew over 40% YOY. The average was 22%. My team and my account ended the year at 88% YOY growth, $22M in ARR against an quota target of $13M.  After 8 years of sub 15% growth, we are the fastest growing account in the territory.

This is my second year covering the account, where the ground work established in year one started to take fruit.  First year we ended at 71% of plan.

22 flights
7 states
3 vacation days 
4 months of vacation accrual cap being hit

$160000 accelerator bonus


🏆 End of Year Gifts
💺 Outside Sales
🏰 War Stories
26

27 comments

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CuriousFox
WR Officer
5
🦊
Damn son!
Sunbunny31
Politicker
4
Sr Sales Executive 🐰
Fantastic!

So why were you so successful compared to the rest?
aenima
Celebrated Contributor
6
Principal Account Manager
I think the majority of my peers have been in their positions for a long time selling a product that is sought after and haven’t dealt with real competition. They are order taking.

I also think my peers prioritize understanding the products and services they sell, and I don’t care much about that — I prioritized understanding my customer.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
And it paid off big time. Watch - the rest are going to be directed to be more like you, because it’s effective. Well done!
Coastal_crusher
Politicker
3
Sales Director
These are big boy numbers!!! Congratulations

Are you open to sharing what steps you took to achieve this kind of growth?
aenima
Celebrated Contributor
3
Principal Account Manager
1) I spent two years studying and learning my customer religiously

2) I NEVER pitched my services or products to key stake holders

3) I pitched, many times, competing products (or products that I simply didn’t sell)

4) I solved problems unrelated to the services I sell time and time again.

I became an objective trusted advisor that people came to. I was invited to review products and asked for my opinion on projects I wasn’t tied to. I am on texting basis with over 10 key steak holders, and we have developed true friendships (which if you started off with a sales pitch, you cannot obtain).
JustGonnaSendIt
Politicker
1
Burn Towns, Get Money
But what kind of steak do they hold?

Ribeye is my favorite...
aenima
Celebrated Contributor
1
Principal Account Manager
Haha typing too fast with my digits. All about that fill-it mig-non.
ilovemondays
Executive
0
Senior Account Executive
That's THE playbook, congratz.
TennisandSales
Politicker
2
Head Of Sales
Helllll yeah that is some insane cash my friend!
Diablo
Politicker
1
Sr. AE
This is amazing, share the secret sauce
aenima
Celebrated Contributor
1
Principal Account Manager
See some of the answers in my other responses, but the short answer is: I feel like I care more about my customers success than my own.
SalesPharaoh
Big Shot
1
Senior Account Executive
Man id only wish to make half of the bonus..:one day I will…if you need help well let me know hahaha
aenima
Celebrated Contributor
0
Principal Account Manager
You’ll get there. Key is to move out of BDR/SDR roles to true AM roles.
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Huge numbers, and well-earned congratulations! Do you feel that there is something you did differently to foster this growth compared to the other accounts?
aenima
Celebrated Contributor
3
Principal Account Manager
I mentioned this in another comment but:

I think the majority of my peers have been in their positions for a long time selling a product that is sought after and haven’t dealt with real competition. They are order taking.

I also think my peers prioritize understanding the products and services they sell, and I don’t care much about that — I prioritized understanding my customer.
activity
Politicker
1
VP, Business Development
Congrats! All your hard work and dedication paid off!
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Grat$$!
Fenderbaum
Politicker
1
Retired Choirboy🪕
Outstanding!
FoodForSales
Politicker
1
AE
good job!
antiASKHOLE
Tycoon
1
Bravado's Resident Asshole
congrats!
SADNESSLieutenant
Politicker
1
Officer of ♥️
Thats whatsup
Lambda
Tycoon
0
Sales Consultant
That's crazy! Hiring 0.o
keep up the incredible growth!
What was the makeup of the team
Did Bravado help you hit any of those hurdles?
aenima
Celebrated Contributor
1
Principal Account Manager
I have 3 solutions architects for pre-sales support, a customer solutions manager and TAM to deliver post-sales support.

To answer the “did Bravado help” question, simply put… no.

Bravado seems to be made up mostly of young SDR/ISR/BDRs. I operate in an enterprise account, completely different sales motion.
Lambda
Tycoon
1
Sales Consultant
That’s great! Thanks for sharing, agreed, hot or miss with the content here but the community is solid
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
Wow! Massive numbers! Congrats! :)
JustGonnaSendIt
Politicker
0
Burn Towns, Get Money
Hell Yeah!

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