When I started my career in tech sales, I knew nothing of the processes and what I was in store for. My first manager at Dell was Derrick Williams, he took me under his wing and taught me everything and gave me the tools I needed to succeed as an Account Executive in SaaS and hardware sales.
He taught me Salesforce CRM management, forecasting, and pipeline management, how to manage and effectively build run rate, how to work with partners like CDW/SHI, and distributors like Ingram/Tech Data/Synnex. This foundation of skills taught me how to create long-lasting and sustaining relationships to better help customers with end-to-end solutions and discovery. These are very important and pertinent skills to have in SaaS sales.
I would not be where I am today at Zoom Video Communications and in my career if it were not for Derrick taking the time to manage me effectively and aligning me with all the key resources and necessary skills to succeed. Derrick would always encourage me and work with me on cold calling, social selling, hours of prospecting, and being proactive about my accounts and my pipeline. I had a set routine and blocked off times for every task I could think of, which allowed me to proactively sell into all lines of business within my accounts and businesses that I help. It is the daily grinding and picking up the phone that leads to results, and I still utilize these tools today at Zoom. Now, at this point in my career, I relay the lessons I’ve taken from Derrick and use them with those who I help.