Trong Nguyen wrote a book called Winning the Cloud: Sales Stories and Advice from My Days at Microsoft. He’s packed with some great tips and strategies today so be sure to take a listen.
Trong is a top performing technology sales rep, doing some amazing things. We’re discussing some points he covered in his book.
From being a Vietnamese refugee in the Canada, Trong has hustled his way to being a top sales professional in tec, having worked with large corporations doing enterprise sales.
Here are the highlights of my conversation with Trong:
What separates top performers from average sellers:
- They treat their craft with passion.
- They’re students of the game.
- The constantly spend time tweaking and honing their skills.
- The constantly educated themselves.
Why another sales book:
Trong wants to share the mistakes he has made along the way, with some humor in them, so people can learn from them.
Biggest mistakes new salespeople make in enterprise sales:
1. Getting mentored by old-timers and they drink to success
2. Arrogance, not confidence
The Keys to Becoming Successful in Enterprise Sales
1. Understand that winning costs.
There are sacrifice you’ve got to make if you want to win.
2. Come to the meeting prepared.
Prior to the meeting, do some basic research. Bring the facts leading to that meeting. Understand the company and what value you can bring to the table. Give them that vision of the value you can bring to the table.
3. Have lunch appointments.
Asking your customers to grab lunch or drinks would be the foundation upon you get everything established and done by. The only times Trong has found that his customers really want to meet with him is either breakfast, lunch, or dinner.
4. Understand your customer’s business.
Start with the basics like their financial statements or annual reports. Listen to their analyst calls.
Then spend a lot of time with all the executives up and down the chain of command, and go wide. Set conversations with them and interview them.
Get all data together and collate them into one mosaic to give you a picture of what their business looks like.
5. Show up!
Show up in the office and show up to the customer. Hang out at their office. It’s amazing what you can do in between meetings. Before you know it, you are the face of the company to them.
Trong’s Major Takeaway:
Sales is a craft. Treat it like an artist. Work it, hone it, be a student of the game. That’s the only way you become the top of what you do.
Connect with Trong Nguyen on LinkedIn. Watch out for Trong’s second book coming out soon.
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Donald – Thanks so much for the great opportunity to be on your show. Loved every minute of it!