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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Jun 5, 2018

Listener Question - Tips for Making the Transition to Field Sales

This week on the Catalyst Sale Podcast we have a listener question.  Chris from Ontario is the process of transitioning from an inside sales role to a field sales role, and he wonders if there are any best practices or tips to keep in mind when making the transition. 

We discuss the importance of planning, building rapport, being aware of your surroundings, and tips to keep the conversation on track. We wrap up the discussion talking about the transition from a customer success role to an account executive or account manager role.

Please continue to send the questions and recommendations.  Thank you for engaging with us via LinkedIn, Twitter, and Facebook.

Questions Addressed

  • What are some important considerations when making the transition from an inside sales role to a field sales role?
  • What are some considerations around non-verbal communication when meeting with a customer?
  • How do you overcome a reliance on scripts?
  • What are some important considerations when making the transition from Customer Success to Account Executive or Account Manager - how do you make the transition effectively?

Key Takeaways

  • Get back to basics, people are people
  • Go in with a plan
  • Anticipate challenges
  • Confirm meetings beforehand
  • Anticipate challenges
  • Take advantage of your time on location, schedule other meetings.
  • Ask Questions
  • Set the Agenda
  • Clarify Expectations
  • Gather intelligence - look around the office, notice books, magazines, company-specific communication in the lobby.
  • Dress the part
  • Work to wrap up the meeting 5 min before the scheduled end time.  
  • Use pen & paper to keep notes
  • Customer success to account executive or account manager - how do you make the transition
  • Stay committed to customer success, focus on the customer.
  • Help your customer accomplish the things they are trying to accomplish
  • Account manager - growing accounts renew by default
  • Shift mindset - take a growth mindset
  • Final Thoughts
    • Be yourself
    • If you have a question, ask it.
    • Be aware of your surroundings
    • Establish next steps
    • Execute on next steps

Show Links

Thank you

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Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.