sempergumbyy

Account Executive

How to squeeze every Ounce out of a shit territory?

Of course we never want to blame the territory we are dealt never make excuses ect. - For the Reps that have been in the business share some gems on what's worked for you when you knew the cards were against you.

Asking for a friend.

🎈 Mentorship

37 comments

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WheelofCheese

Opinionated

Sales Executive

I've found that every company currently listed in your CRM is not EVERY COMPANY. Do your research and find the companies that haven't been populated into your system.

sempergumbyy

Executive

Account Executive

thank you!

Kosta_Konfucius

Politicker

Sales Rep

Looking at all previous lost opps, lots of times deals just lose momentum and AEs change or something happens.

sempergumbyy

Executive

Account Executive

LOVE IT

oldcloser

Arsonist

💀

Old school - drive it and hunt. Has worked for me.

Fenderbaum

Politicker

Retired Choirboy🪕

When all else fails, go old school.

sempergumbyy

Executive

Account Executive

agreed

HVACexpert

Politicker

sales engineer

Sometimes banging your head against a wall will get a win where others weren’t able to

oldcloser

Arsonist

💀

☝️

poweredbycaffeine

WR Lieutenant

☕️

I worked an oversaturated territory as a channel manager. Decided to not believe the last rep and went back to all of the current partners and found new teams and verticals we could work inside of. That’s how I got out of the mud.

sempergumbyy

Executive

Account Executive

thank for this!

poweredbycaffeine

WR Lieutenant

☕️

Sure thing

Diablo

Politicker

Sr. AE

What business are you in?

sempergumbyy

Executive

Account Executive

Saas

poweredbycaffeine

WR Lieutenant

☕️

What kind of SaaS?

sempergumbyy

Executive

Account Executive

Salesforce Type

poweredbycaffeine

WR Lieutenant

☕️

Is it a Salesforce alternative? If so, rip and replace is incredibly painful.

sempergumbyy

Executive

Account Executive

what do you mean by rip and replace?

Sunbunny31

Politicker

Sr Sales Executive 🐰

What do you mean by Salesforce type?

Sunbunny31

Politicker

Sr Sales Executive 🐰

@CuriousFoxBINGO!!!!!

oldcloser

Arsonist

💀

No shitskies. Quite a read!

poweredbycaffeine

WR Lieutenant

☕️

Ok this really is for a friend.

To unseat Salesforce and replace it (rip and replace) if they aren’t selling Salesforce, is very expensive and painful. This rep is going to have a really hard time.

CRAG112

Valued Contributor

Account Executive

Are you this vague when discussing deals with potential buyers? I can see the issues you are having already.

What's the price? Dollars.
How long you been doing this? A while.
Why should I buy. Cause.
Etc, etc etc

Maximas

Tycoon

Senior Sales Executive

Old school all the way!

HVACexpert

Politicker

sales engineer

If you’re doing the right things your KPIs will show that. Sometimes customers will test you to prove that you will stick around or worth your salt. Staying patient and staying the course will net you wins where others couldn’t. By doing so you may expose customers that didn’t exist and turn a shitty territory into a golden one.

sempergumbyy

Executive

Account Executive

love this thank you!

SaaSguy

Tycoon

Account Executive

1) Squeezing value of out existing customers in your patch through upsells/cross-selling -> sent a new AE intro email and book a meeting with each of them: frame it as catching up on level of enbalment on your tool + sharing company updates, but really your selling new shit

2)Create a top 10, next 10 - regardless of how shitty your patch is, find 20 priority accounts to focus on and if you close em all its a good chunk of your number. This is your lifeline, qualify in and out of this list and personalize every touch.

3) Ask for budget to sponsor events in hub cities - offer a happy hour get some customers/new prospects in the spot and just be friendly and make connections, dont push anything down any ones throat.

If you execute these 3 things you can hit your # or blow it out, its the same thing i do when i have a good patch and get some supplemental inbounds.

CuriousFox

WR Officer

🦊

Where the SFDC reps at 👀🍿

sempergumbyy

Executive

Account Executive

yes where are you! haha

FinanceEngineer

Politicker

Sr Director, sales and partnerships

It’s all about the relationships and selling whatever small deal you can to get in. Using references for a really small account, but a name in that region, will get you another look at most customers.

sempergumbyy

Executive

Account Executive

Thank you for this!

Justatitle

Big Shot

Account Executive

Prospect outside of what is in the CRM. Also ask for referrals.

sempergumbyy

Executive

Account Executive

HELL YA THANK YOU

detectivegibbles

Politicker

Sales Director

A big one for me has been finding synergetic companies in my space that talk to the same types of customers I do but sell something different.

Work together and refer leads to one another...everyone prospers.

This has been my new angle of prospecting the last 2 weeks and I have 2 verbals on 6 figure deals.

sempergumbyy

Executive

Account Executive

This is Golden! Thank you for this!

SiliconBBQ

Politicker

The Metal Rooster

"It's like our sergeant told us right before one trip into the jungle. Men, 50 of you are leaving on a mission; 25 of you aren't coming back."

you mean to post under your real name?

sempergumbyy

Executive

Account Executive

good catch haha - sempergumby - and thanks for the feedback LOVE IT!

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sempergumbyy

How to squeeze every Ounce out of a shit territory?

37 comments

Related posts

I can't help but wonder every time I see this crap

Numbers, numbers,numbers. Currently- my team is at 97% top line and 112% profit. Was told need to develop a plan to get over 100%. Have to forecast for rest of year as well. Just venting. Your only as good as your last month.

Would you move for a better territory? Can a rockstar manager make up for a shitty territory?