BeatCancer

Account Executive

The 3, 5, 8 steps and Impulse factors that have always helped me overperform and beat terminal cancer

Hi Bravado,

These 3, 5, 8 steps and impulse factors have helped me be #1 every month at every job from door knocking to one of the biggest software vendors. Also when I came up against terminal cancer in my brain they have helped me become cancer free / No Evidence of Disease. I hope it can help some of you out there as well! I like to Keep It Simple Stupid, so let me know if there are any questions or anything you'd like me to expand on.

Smile

Enthusiams

Eye Contact

Introduction

Short Story

Presentation

Close

Rehash

Have a good attitude

Safeguard your attitude

Be on time

Be prepared

Work your territory efficiently / Leave no stone unturned

Give 100%

Know why you are here and what needs to be done

None of these require talent, solely taking control

Greed

Fear of the loss

Jones Effect

Indifference

Urgency

Tone of voice

I always have them on my desk. You can wake me up at anytime and I will be able to list and explain them all and why, how, when and where to use them

2017:

Where I work they really like BANT and letting the customer take control. I DONT!

Ex. Do they have Budget?

Do they have authority?

Do they have a need?

Is the timing right?

From my point of view it's more:

Of course they have the budget. Go look at their revenue/profits.

It's up to us to get onto the people in the decision making process (authority) and creating a need (Of course they have a need. Else they wouldn't be on my ideal customer profile) and creating urgency (timing) (As I told you before the presentation we are growing fast, so if you want to get started by ex. May next year, we need to have it signed of by XYZ).

Also being an expert in your field from prospecting three hours+ a day and doing three meetings a day and reading and listening to audio books, articles, videos, google alerts etc. You can quickly establish authority and become a trusted advisor. When I was hit with cancer I turned pubmed upside down, joined every facebook group, asked ton of long term survivors.

🎈 Mentorship

☁️ Software Tech

24

28 comments

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FamilyTruckster

Politicker

3

Exec Director, Major Accounts

Way to kick off your first post on here. Welcome, and congrats on beating cancer!

BeatCancer

Fire Starter

3

Account Executive

Gasman theory: Kick in the door ya know?
I played the cards I got to the best of my ability. It is my responsibility now to win the tour of sales 7x times like Lance Armstrong did on the bike

jefe

Arsonist

2

🍁

@BeatCancer never seen that but LOVE it!

People love to tease me because I walk with authority/strut, but I've gotten into more places that I wasn't allowed to than I can count just because I look confident and like I belong.

BeatCancer

Fire Starter

1

Account Executive

I have a whole book full of similar ones. Maybe its worth to upload it here?

jefe

Arsonist

1

🍁

Definitely can't hurt!

BeatCancer

Fire Starter

0

Account Executive

Maybe I'll create a video for each page, and upload one daily.

1nbatopshotfan

Politicker

3

Sales

Congrats on beating cancer!!!

sellingsellssold

Politicker

3

SDR

This is amazing, congrats!!

friendlyginge

Politicker

3

Account Executive

Wow great post, you are a baller, this fires me up! And hell yeah, so happy for you for beating cancer. Would love to hear more from you about tackling your territory and leaving no stone unturned, well put

BeatCancer

Fire Starter

1

Account Executive

I am not a baller. I am stupid guy from a small town who are good at simplifying complex concepts and hence good at doing that for customers and other sales people as well.

Hope its okay if I ask a few questions?

1. What do you sell? Saas, telco, insurance or?

2. Which industry do you sell into?

3. Is there a certain geograpgy, revenue or something you need to stay inside?

4. Where do you get your data from?

Without any info I'll give an example:

I would say find your tier 1 customers through ICP (Ideal customer profile)
If possible, only spend time with them. For some Saas you can also go down to tier 2 and 3. However the CAC (Customer Aq. Cost) and LCV (Lifetime customer value) will be lower here, and hence your product/service will be harder to consume.

I had to find the data myself. So mostly I used a tool like hunter.io to find/guess mails, however ideally your company has researchers. Again, make sure the data is as accurate as possible.

Then its about getting these accounts and the people in the decision making process into a meeting. What I recently sold I had huge success sending a 1 minute video where I told a story what we've helped similar customers overcome these 2 challenges, and if they would like to learn how, they needed to get into a meeting with me. Some of these I would get meetings with CEO and CFOs the same day or within the same week. If I didn't hear back it was very easy to get through the gatekeeper saying my name is DIALER and I need feedback on the video I've made for CEO. I pitch my services as a person is drowning and if they were thrown a life vest would they grab it. "YES"

From there it's about doing a deep analysis and challenging the other side in the discovery call. I like to flip the table and let them know the customers we work well with are ex. growing fast, are opening many subsidiaries and/or making a lot of acquisitions (Again the ICP). There are also a few other factors I need to know about so I am going to ask you from top to toe and the reason for that is because if you are not a fit I'd like to let you know today. It's better to ask the hard questions early and then close the opportunity from there, than it is to waste time on a shitty opportunity.

So working your territory efficiently comes down to doing the best to your ability in every step of the sales process. That will result in a shorter sales cycle and a higher cost per order / less discount. This example was cold calling/approach and I converted about 50% of every account I entered into the CRM for a service that gets changed every 5-10 years. Spend your time with the right people. No point kissing frogs!

friendlyginge

Politicker

0

Account Executive

Still think you’re a baller! Thank you so much for this thoughtful response. Here are my answers: 1. SaaS 2. Any industry (most companies could use what we sell, think communications). we sell to IT, HR, Security, BC/DR, and or EHS. 3. Yes my territory is three southern states 4. I have LinkedIn sales navigator and zoom info. I like Hunter as well. So sometimes I feel unfocused and have a hard time prioritizing when I have so many different types of prospects and industries. But I love the idea of just going straight to the CEO and getting referred down. What tool do you use to send videos?

BeatCancer

Fire Starter

1

Account Executive

Sales is all about keeping it simple.
1. Awesome
2. Is there one thats the ideal fit? Or where are your best references? Or who has the biggest problems?
3. Well find the Tier 1 accounts there amd hit em up

For your accounts it may be better to take another path than CEO and CFO

What headache does your software solve and for whom?

I use twentythree for videos

Diablo

Politicker

2

Sr. AE

Good guide

BeatCancer

Fire Starter

2

Account Executive

Yea I would like to go more in detail with examples.
I'll keep updating it as we go

bellaccione

Valued Contributor

2

Growth Consultant

It's more the mindset hints you dropped for the youngins

than the specific deets

think I

BeatCancer

Fire Starter

0

Account Executive

I believe you are right. However a short story, or an example for some concepts helps with making the concepts stick.

I am quite young myself though. Started in sales 7 years ago at 19. Got hit with cancer at 24. However sales is evolving so everyone needs to keep that humble student mentality. That is key to stay at the top from my experience.

bellaccione

Valued Contributor

1

Growth Consultant

yes.
25 years in sales, sales management, sales ops, and... life.
#1 observation: the most valuable trait of a salesperson (predictor of future and sustained success) is EMPATHY
maintaining empathy (ability to put self in mind of other) naturally presupposes humility

BeatCancer

Fire Starter

0

Account Executive

Spot on. Empathy gives you the ability to get inside anyones shoes / wear their glasses.

And I would also add being myself/yourself. Have the same amount of tolerance for prospects/customers as you have for people in real life. I see way too many people kiss up, or thinking prospects are better than them

bamageorge

Celebrated Contributor

2

International Sales Director

Thanks for sharing this! and fuck cancer!

BeatCancer

Fire Starter

2

Account Executive

Pleasure is mine.
Yea cancer is a fucker that needs to be kept down.

bellaccione

Valued Contributor

2

Growth Consultant

FUCKIN SOLID.
Mindset of a winner.

LordBusiness

Politicker

2

Chief Revenue Officer

Congrats to you!

justatopproducer

Politicker

2

VP OF SALES -US

Congrats on kicking cancer’s ass and on the winning mentality. If you need a partner to run through walls with you in your spare time let me know.

cw95

Politicker

2

Sales Development Lead

Congratulations on getting through that all amigo!

Swand

Politicker

0

BDR

Muchas felicidades y un gran avance para la medicina, porque es una enfermedad brutal y que hacer sufrir mucho a quien la padece y familias

BeatCancer

Fire Starter

1

Account Executive

Me no hablo Espanyol
Thank you and you are absolutely right

RealPatrickBateman

Politicker

0

🔪Amateur Butcher🔪

First of all... (Stands up from desk enthusiastically) CONGRADUFUCKINGLATIONS on beating Cancer!!!!

Many in my family cannot say the same.... It takes a strong mental fortitude along with the healthcare component to win such a battle. You are a true SAVAGE. Welcome to the WR 👏🏻

RealPatrickBateman

Politicker

0

🔪Amateur Butcher🔪

Also, BIG FAN of your post and sharing your insights. I'm honestly going to incorporate a lot of this into my process flow from now on. Thank you for sharing

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