Subject Posts: Expert Interviews
Selling Multi-Location Enterprise ("MLE") Accounts with Jay Morris
TA subject matter expert Jay Morris shares what it takes for TA members to "move upstream" to start selling large muliti-location business accounts. You can contact Jay at 404-918-4653 or [email protected]. Click the player below to listen now.
Interview Questions Download the MP3
1. (00m:14s) Tell us what we need to know about your credentials and how you came to be a SME on multi-location accounts. 2. (03m:22s) Please tease our audience about the multi-location opportunity. Without naming names and in general terms, can you tell us about a classic multi-location deal you've done? How'd you find the lead, how'd you get it proposed, how big was it and what kind of compensation did you realize. 3. (07m:30s) What are the characteristics of a great multi-location prospect? If we were to order up a big list of them from a list broker what would we ask for and why? 4. (11m:13s) What troubles are multi-location prospects trying to solve? If they were going to Google to try and find a solution to their problems what search phrase would they be typing into Google? 5. (13m:37s) I know you've both have experience selling for or against most the multi-location vendors out there so give us your experienced advice. Once an agent gets a nice multi-location prospect on the hook, how do they decide which multi-location vendor or vendors to shop them out to? Of the different vendors that say they specialize in multi-location deals, which program characteristics make the biggest difference to you when trying to choose which vendors to deal with? 6. (17m:38s) What are the opportunities and challenges faced by multi-location customers, agents and vendors over the next year or so?
7. (20m:03s) Anything else we've forgotten to discuss? Transcript
Agree or disagree? Post your comments below?
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