What’s the first thing you do when you start in a new sales territory?
You look at all the HUGE accounts you have in it!
You then wonder how large your commission check will be when you start turning those accounts into customers.
What you don’t think about…
Is how strong the competition is that you’re up against.
That competition that has a better relationship than you do with everyone inside.
That competition that has had that account for years.
That competition that is on top of their sales game.
In this sales training episode of The Deal Breakdown podcast
Anthony Garcia shares the story of one of his deals that started as the largest opportunity in his territory and ended with him winning an account worth 3X his annual budget.