Effectively Navigating the Sales Cycle

On this week’s episode of Open Source Selling, I talk with Tim Knight, a seasoned Account Executive with more than 30 years of enterprise selling and management experience. Tim has worked for a number of companies including Cognos, IBM, and Domo. Throughout his entire career, he has consistently been a top performer. He is consistent, thoughtful, deliberate, focused in his work ethic, and respected by all those who know and work with him.

Among the topics we discuss, he and I talk about how to effectively manage the sales cycle, the role of mentors, how to approach discovery with the right mindset, and his father’s optimism that continues to influence Tim today.

Whether you are a new or seasoned Account Executive, Customer Success Rep, in Business or Account Development, Tim’s experience and insight can help elevate your game.

 

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Tim Knight LinkedIn Profile: https://www.linkedin.com/in/tim-knight-48a65b15

 

Tim's Introduction: 00:00:00

Role of Mentors: 00:06:45

Tim's Success Factors: 00:12:30

How to approach discovery with the right mindset? 00:17:46

How do you know you're asking effective questions? 00:20:00

Effectively navigating the sales cycle: 00:23:13

How do you know you're winning? 00:26:48

How much of your time is spent on Sales 101 stuff? 00:34:10

What role does luck play in your success? 00:36:16

What is changing for today's rep? 00:38:06

Preparation and navigating the sales cycle: 00:40:02

Selling: Art vs Science: 00:43:35

Disconnecting in a connected world: 00:47:12