#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
30 Minutes to President's Club | No-Nonsense Sales
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Is That Your Approach When You're Dealing With an Existing Customer?
Liam Cetera: I've worked with a small book before, but there are some reps who work with a book of five to 10 accounts and somehow hit a $3 million quota at times. What you're doing is instead of burning all your capital by blasting people with problems you can solve...you're leading with the new guy here. And then introduce anything I'm trying to upsell them with or just saving the account in general. He says it's not this like never ending sales process that's nebulous and they don't know what's next. "You try to get them to agree and then let them know where the finish line is always," he said.
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