Jun 5, 2018
Listener Question - Tips for Making the Transition to Field
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.
- 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
- How do you overcome a reliance
- What are some important
considerations when making the transition from Customer Success to
Account Executive or Account Manager - how do you make the
- Get back to basics, people are
- Go in with a plan
- Confirm meetings
- 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
- Customer success to account
executive or account manager - how do you make the
- Stay committed to customer
success, focus on the customer.
- Help your customer accomplish the things they are trying to
- Account manager - growing
accounts renew by default
- Shift mindset - take a growth
- Final Thoughts
- Be yourself
- If you have a question, ask
- Be aware of your
- Establish next steps
- Execute on next
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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
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accelerating revenue. Our thoughtful approach minimizes false
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