Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to acquire a larger territory or to locate new prospects within his territory. His customers were school districts in Arizona, and his product/service was educational software. He did not have ALL of the Arizona school districts in his territory–only 25. And then, even within the confines of 25 school districts as his entire territory, Michael could only sell products for the pre-school through eighth grades. Another account rep was responsible for selling to the high schools.
Would it give you pause to take a job like this?
It’s very hard to sell to school districts and has been more so in recent years. They suffer from budget constraints and dwindling public funds. They are subject to contentious relationships with members of their community especially when it comes to getting approval for big ticket expenditures. Even the best of districts are often fraught with internal and external political bickering or downright battles.
YET, in the case of only ONE of his 25 school districts, Michael was successful in selling two multi-million deals for a total of $8.8 million over a period of nine years. Oh, and he sold multiple smaller deals every year along the way!
Did I mention that Michael is a whale hunter? He has been a student of The Whale Hunters’ approach to large account sales since we first introduced the concept, and his results are among the most outstanding we’ve encountered for an individual sales person.
I’ve just completed a case study of Michael’s sales relationship with the Tucson Unified School District, a relationship that we have tracked for nine years. What would it mean to you as an individual sales person to have these results over a long time with a single customer? What would it mean to your company if you had multiple sales leaders who were capable of whale hunting at this level? What would it mean if you had this level of capability in an extraordinary complex sale?
We are pleased to share with you a free download of this white paper: Anatomy of a Complex Sale.
