156: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise

Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s down in the trenches. Dave Phelps, RSM at Crowdstrike joins us this episode to give us expert advice on owning your territory and knowing your customers.

Dave walks us through his process for planning and working a territory and doing research before meetings. He shares his mindset on approaching a territory like your own franchise, and offers a five-step plan for building an actionable business plan.

Whether you’re a junior seller or an account manager with years experience, tune in for real insight from one of the best in the business, and learn how to take your sales game to the next level.

You’ll Learn:

• What to do when you take over a new territory
• How to develop a meaningful ranking system for your accounts
• Why building your customer profiles matters
• How to approach a 10k
• The emotional vs. logical reasons your customers buy