Farming & Professionalizing the Logistics
IDENTIFYING CONDITIONS VS. OBJECTIONS AND THE PROPER FARMING STRATEGY
If there is a condition in the business, the conversation might need to be tabled and resumed at a later date. The EAE then knows how to properly farm the account so that they can make progress when the conditions change or are more appropriate (ie business as usual & growth mode as evidenced by the prequalification question funnel). This prevents the account from going dark since you didn't push a timeline agenda on them.
PROFESSIONALIZING THE LOGISTICS:
When transitioning from transactional to complex sales, one needs to professionalize their logistics for every call, meeting, and next steps. Namely, they need to:
Let clients know that you work off of a schedule and would need to set up some time to have a conversation. Then set a calendar invite in Google and ask the client to confirm the meeting
Confirm all meetings day of or day in advance with a separate “Meeting Confirmation” email
Send an agenda email before every meeting and a recap email with the takeaways and next steps after every meeting
Set next steps on every call
Michael Herlache MBA
Michael Herlache MBA is a Midmarket Account Executive at a leading publicly traded AdTech company. He lives in his home in Scottsdale, Arizona with his wife, Svitlana. Michael has an MBA in Finance from Texas A&M University and has a background in financial sales and more recently, technology sales.
Michael has closed over $1M in revenue in the local, franchise, and franchise full service (clearinghouse) role. From the local org, Michael was promoted to the multi-location org into the role of a midmarket AE. In his first two quarters in the midmarket role he was 75% and the 120% of quota even during the COVID pandemic and is pacing for 105% of quota in Q4. He has gone through month long MM/Enterprise training in the multi-location org designed to teach the Enterprise sales process & product.
Michael has completed Enterprise Sales School with Pavilion as taught by the software sales leader in the field, Ian Koniak.
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