When I first started out in account management, I thought my job was simple: learn the product manual, follow the script, and hit the phones. I believed that "knowledge" was a straight line from Point A to Point B.
But I quickly learned that the best AMs don't just follow a map—they build the road as they go. Today, as we continue our ABCs of Sales series, we’ve landed on R, and in my book, R stands for Resourceful.
Being resourceful isn’t just about working hard; it’s about having a "mental toolkit" so wide and varied that you’re never truly stuck. Here is how I’ve learned to lean into resourcefulness to win deals and build lasting relationships.
1. The Wealth of "Unrelated" Knowledge
I used to think my obsession with 70s jazz and my weekend amateur photography sessions were just hobbies to keep me sane. I was wrong. In sales, there is no such thing as "useless" information.
At times, the fields of knowledge you possess might look completely unrelated to your product, but they often act as the ultimate tie-breaker. I once spent twenty minutes discussing the acoustics of vinyl records with a prospect who had been dodging my calls for weeks. That shared passion didn’t just break the ice; it melted it.
Pro Tip: Don't be afraid to bring your whole self to work. Your interest in art, tech, or even obscure history might be the very thing that helps you get past a prickly gatekeeper or a busy receptionist. When you can connect on a human level, you’re no longer just "another salesperson."
2. Thinking Beyond the Front Door
Resourcefulness means finding new entry points. If the "standard" way isn't working, it's time to get creative.
The Social Detective: I’ve found some of my best insights by lurking (respectfully!) in industry forums or LinkedIn groups. Seeing what a prospect is complaining about in a public forum allows me to tailor my pitch before I even pick up the phone.
The Internal Networker: You don't have to have all the answers. One of the most resourceful things you can do is connect a prospect with a colleague of yours who solved a similar problem for someone else.
3. The Mid-Conversation Pivot
We’ve all been there: you’re halfway through a presentation and you realize the prospect’s eyes are glazing over. The "Resourceful AM" doesn't just keep sliding through the deck.
You have to think on your feet. I’ve learned to pause and say, "You know what? I'm sensing this part isn't hitting the mark for your current challenges. Let's reframe this." Being able to pivot and reframe your product’s value in real-time is what separates a "order taker" from a "trusted advisor."
4. Leveraging Your Community
Never forget that your company is a goldmine. If I’m struggling to close a deal in the healthcare sector, I don’t just bang my head against the wall. I go find the person in our office who lives and breathes healthcare.
Resourcefulness is knowing that your network is your net worth. Whether it’s a mentor, a peer, or an industry forum, the answers are out there—you just have to be the one to go find them.
My Advice to You
As you start your journey, don't worry about being the person who knows the most about the software or the service. Focus on being the person who is the most resourceful. Be the person who finds the "back door" when the front door is locked. Be the person who uses their love for art to connect with a CEO. Be the person who isn't afraid to say, "I don't know the answer yet, but I know exactly who to ask."
Stay curious, stay creative, and remember: your "unrelated" passions are often your greatest assets.
What is one "unrelated" hobby or interest you have that has actually helped you in a professional setting? I'd love to hear your stories in the comments!
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