Cracking Major Accounts: Mastering Sales, Relationships, and Communication

11 snips

Aug 7, 2024

Carson Heady, one of Microsoft's top sellers, shares his expert insights on navigating the complex world of major account sales. He emphasizes that building relationships and leveraging personal connections often trumps technical know-how. The conversation dives into innovative AI applications for outreach and the significance of introducing key stakeholders to streamline deals. Carson stresses the importance of a proactive sales mindset that adds value through genuine relationships while balancing client needs with team dynamics.

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Intro

00:00 • 2min

Building Relationships in Sales

02:03 • 12min

Navigating Complex Client Relationships: The Role of the Sales Advocate

14:10 • 3min

Balancing Major Accounts and Team Dynamics

16:57 • 3min

Mastering Major Account Sales Through Learning and Discipline

20:10 • 3min