As I progressed in my sales career, a successful colleague pointed out that when I was pursuing large opportunities or managing key accounts, I was no longer a lone wolf.
At her suggestion, I sought out a service support specialist who had regular after-the-sale contact with my client. She knew more about the customer than I did and had clear ideas about how we could grow the business.
I realized I should see myself as the leader of a cross-functional sales team. I’d be wise to consult with everyone who touched my customers, put that insight on a page or two, and then share it back with that cross-functional team.
And indeed, when I asked them to help and let them know what was needed, it worked.