callmesalesdaddy

Account Manager

Renewal Presentation - AM interview

Interviewing for an enterprise AM role where I need to create a slide deck.

Scenario is QBR where I need to validate them renewing and pivot to upsell opportunities.

I can pick the industry.

Would love any tips on how any of you have handled panel interviews like this?

🗣 Interviewing

🤝 Interviewing/Offer

☁️ Software Tech

13 comments

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TennisandSales

Politicker

Head Of Sales

1st slide:
-restate the goals the customer had when they bought the product/renewed last. (looking to reduce cost by 10%, ect.
-ask for feedback on how they feel they are progressing with toward that goal (before you show them stats)

2nd slide:
- key metrics that they have hit using your technology and why they are important.

3. slide
- what your suggestions are moving forward to get them closer to their goal
- or establishing the new goal
- mentioning additional products you offer that align with that.

short and simple.

with panel interviews/role plays like this i have found success when you really commit to it. almost like acting.
make small talk in the beginning, ask clarifying questions, dont be afraid to challenge them.
If one person has not asked you anything or said anything, ask them specifically if they have questions.

callmesalesdaddy

Contributor

Account Manager

Thank you, appreciate it! This is fantastic!

TennisandSales

Politicker

Head Of Sales

let us know how it goes !!

jefe

Arsonist

🍁

Great approach, use this ^^

And good luck, @callmesalesdaddy!!

braintank

Politicker

Enterprise Account Executive

Hard to know without knowing the product.

Did they give you any more info?

callmesalesdaddy

Contributor

Account Manager

I can base this on my past sales experience, primarily in HCM space

braintank

Politicker

Enterprise Account Executive

Gotcha! @TennisandSalesframework is a good starting point!

KB_FarmerType

Opinionated

Strategic Sales

oh I saw "you can pick the industry" - There has to be more info about the product atleast.

Ideally, here is how I would see it:
1.) Is there an overage? (that's only trigger of upsell )
2.) Is the product sticking in the client organization? What is cost of change?
3.) Build a price optimisation proposal (lock them in for 3-5 years)
4.) Watch out cross-sell Opportunities.

In terms of deck content:
1.) Spend time on celebrating the journey of success so far (show adoption reports etc)
2.) Get the renewal intent
3.) Show them roadmap of where they should be in 3 years. (goodies you can throw in )

Hope this helps

callmesalesdaddy

Contributor

Account Manager

Thank you, this is super helpful! It’s not based on their product, more my past experience. Truthfully, the instructions are very broad where I wish it was focused on their product

KB_FarmerType

Opinionated

Strategic Sales

happy to help, did they give any case/scenario ?

callmesalesdaddy

Contributor

Account Manager

No, I’m more supposed to base it on my past experience. Not their product. My experience is primarily in the HCM spade

Link

Executive

Regional Sales Rep

Bumping for interest 👀 ^

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I’m curious how this one will play out.

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callmesalesdaddy

Renewal Presentation - AM interview

13 comments

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