Michael Griffith
Multi-Threading, Champion Building, Business Case Crafting, MAP/POC Writing, Problem Solver
Multi-Threading, Champion Building, Business Case Crafting, MAP/POC Writing, Problem Solver
“The only way to do great work is to love what you do.“
– Steve Jobs
155%
“Michael is one of my favorite people to collaborate with. His customer-focused mindset, combined with his ability to understand and adapt to client needs, consistently results in great outcomes.”
– J.D. Mullin, CEO, TextExpander
More than ever, companies are scrutinizing all but the most routine of purchases more thoroughly than ever. This requires a new and more sophisticated approach from account executives.
Deep Discovery
Not just discovery, but deep discovery. The entire sales process–especially on complex deals–hinges on thorough discovery. It’s about knowing as much as or more than the client knows about themselves. Read More
Complex Sales vs. Transactional
The complex and usually large sales motion requires an additional set of skills that transactional sellers just don’t have, including Champion Building, MAPs, developing a written business case, and multi-threading.
Business Case
Most (90%?) discussion happens without the AE. A business case is a one-page narrative explaining what the project is and what it will do for them, created with the champion.
Demos
Product Expertise
Someone once told me you don’t have to be an expert in the product to sell it. Maybe. However, deep product knowledge (software, process, whatever) equips the AE to better solve whatever business problem they uncover. It’s not knowing the product, but knowing how to solve the problem. Business acumen is powerful.
“Michael is a brilliant account executive: Insightful, thoughtful, and an outstanding listener. He regularly tops the sales charts, smashes his quota, and land has landed many of our biggest deals.”
– Josh Centers, Content Marketing Manager, TextExpander
Contact Me
I’m in the Chicago area, which is Central Daylight Time (GMT-5)
630-414-0872
griffith.michael.w@gmail.com
“Michael possesses a natural ability to understand our clients’ business needs and connect with them on a deeper level, which sets him apart as a leader in the company. He consistently delivers amazing results and growth quarter after quarter while also being a fantastic team player and go-to person for so many people here.”
– Josh Jones, Senior Account Manager, TextExpander
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“Michael proved to be innovative, creative, and service driven. His ability to instill these qualities in his organization led to its success.”
– Richard Phillips, Vice President/Sales, Citicorp