E16: 6 Lessons from a President's Club Achiever with Andy Mellor | VP ANZ SumoLogic, Kofax

Not everyone can achieve club twice and the highest performing region globally, especially at the time when the world is overturned by COVID. This is why I just had to pick the brain of Andy Mellor. 

Andy is a seasoned leader and double-digit club achiever through his career across, Peoplesoft, Oracle, Netsuite, Kofax, and Sumo Logic. Recently he turned around the Kofax ANZ business and achieved Club twice (during COVID) and achieved the Highest Performing region globally in 2021.

Andrew, originally from the UK, studied electronic engineering and initially worked as a systems engineer for 12-18 months before transitioning into sales and selling manufacturing MRP systems. Since the early nineties, he has been involved in selling enterprise applications and leading teams in the sales and building companies industry.

In this episode, he shared some wonderful insights into using technical expertise to succeed in sales.

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Chapters

• 0:48 How did you get into sales, leading teams, and then building companies?
• 1:30 How has being an engineer influenced you in sales?
• 2:17 Transitioning from being an individual seller into leading teams
• 3:19 How did you build a winning team despite COVID-19?
• 7:17 What advice would you give to a seller who tends to get caught in a technical conversation but wants to scale up?
• 8:06 Importance of verticalizing territory in a go-to-market strategy
• 11:31 How important is discovery as a skill for an account exec?
• 13:40 Training reps on being good at discovery
• 15:06 What's a good strategic engagement that will set you up for a win?
• 18:04 How do you build a roadmap for your customers