SalesLoft's VP of Sales, Derek Grant, shares insights on staying motivated as an Account Executive.

1. SalesLoft AE Weekly
10.19.2015

2. Work with your Account Management Peers
They are working to convert people
into platform:
● Cadence cross-sells could be effected
● Work with them to bundle your opp into
the upgrade
● Otherwise, the person may get
Cadence for free.
● Email the AM “I have an open deal”

3. Who Moved My Cheese?

4. The Cheese
Cheese is a metaphor for
something that makes you
happy
● Money
● Success
● Love
● Career
● etc...

5. The Characters
2 Mice (Instinct):
● Sniff - Forward thinking, “sniffs” out
challenges early
● Scurry - Willing to race into action
2 Men (Emotion):
● Hem - Denies and resists change as
he believes it inevitably leads to
something worse
● Haw - Willing to learn & adapt when
he sees change can lead to
something better

6. The Premise
They’re in a maze:
● They have to hustle each day
to find cheese
Cheese Station C
● Our characters find a huge
amount of cheese at Cheese
Station C
● The humans get up a little later
each day

7. They wrote on the wall

8. Then one day...
...the cheese is all gone
● Instinct took over for the mice
○ The mice head back into the
maze
○ You need cheese to survive
(duh)
● The people experience a crisis
○ They took a victim mentality
○ Someone moved our cheese
○ It’s not fair

9. The Mice Wrote on the Wall

10. Hem & Haw Kept Going Back
Maybe it will be back tomorrow
● Irrational hope with no basis in
fact
● They had made plans based on
the existence of the cheese
Each Day they went home...hungry
● Days went by without any cheese
● Haw realized it was fear that was
controlling them
○ What if there was no cheese
○ What if you can’t find it

11. Haw Wrote on the Wall

12. Haw Found Cheese Station N
It was more cheese than he’d ever seen
● More than at Cheese Station C
The mice had been there for a while
● They started their search earlier, so it
makes sense
He vowed not to get too comfortable
again:
● He measured the cheese daily
● He continued to go out into the
maze to know where new cheese is

13. Lessons from the Parable

14. Lessons from the Parable

15. Lessons from the Parable

16. Lessons from the Parable

17. We’ve got great
traction...keep it rolling