JEREMY TUFTS
TRIAL P2
This is a sneak peek of how I would develop the Pacific Northwest territory to build a healthy pipeline and quick time to revenue in an Account Executive role for WordPress VIP -- referring specifically to the high-level Portland, Seattle, and (hopefully) Vancouver, BC, areas.
Target
Organize the territory by estimated sales cycle and revenue/win rates rather than specific industries. Quick, mid, and long-term deals will create a healthy pipeline exceeding x3 quota. This could be based on competitors or other known metrics that provide an obvious approach.
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Time to Revenue
Focus time on three potential sales cycles to build a healthy and predictable pipeline using the highly effective 80/20 rule.
0%
Quick0%
Medium0%
LongThe Focus
COVID Winners
Businesses that have seen unexpected growth based on filling urgent needs of the COVID economy, such as productivity, touchless, and remote solutions.
Familiar Industries
Communicating the need for the right CMS is more efficient in familiar industries -- sports and fitness, gov-tech, startup, and security heavy businesses.
Competitor
Find the low hanging fruit by picking off easy-to-migrate businesses utilizing competitor tools, including WP Engine, Shopify, etc.
Woo Colab
Many businesses are moving to an online sales approach with heavy media strategies. Find and develop these and begin to pull from Shopify.
Strategy
Utilize current tools to find competitor sites, ask questions to find pain points, and build value. Win on better security. Utilize the team and focus only on tactics that are proven to avoid wheel spinning. Businesses that have excelled, benefited or received funding through COVID.
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Prospects
Shelf Engine (WP, WP Engine, C19 winner)
Cayuse (WP, WP Engine, C19 winner)
DemandStar (GovTech, WP, ? Host, C19 winner)
Icertis (WP, Woo, Cloudflare, AMS)
Convoy (WP, WP Engine)
Athira Pharma (WP, Unified Layer hosting)
Vega Nutrition (BC) (Cloudflare, Shopify)
Velocio (Shopify, personal in)
Giant Bicycles (personal in)
Nike (personal in)
The How
It's important to understand clients' problems to provide the best solutions.
- Security
- Scale
- Performance
When the value exceeds the price, people will give money.
I do little things to show I am not just a sales guy and build rapport. A quick visit, a coffee, a conversation without talking about the product, getting the hard questions answered, and even a bike ride. The little things go a long way.
Prospecting
Cadance A
Day 1: Email
Day 2: Send case study, Call w/VM
Day 5: Email in AM, Linked In VM in PM
Day 6: Email
Day 7: Email in AM, Call in PM w/VM
Day 9: Call in AM, Email in PM
Day 11: Email
Day 15: Email
Day 16: If no response, move to the back of the bus
Prospecting
Cadance B
Day 1: Email
Day 2: Social connect, Send case study
Day 2: Call w/VM
Day 5: Email
Day 6: Email
Day 9: Call in AM, Email in PM
Day 11: Email
Day 15: Email
Day 16: If no response, move to the back of the bus