Own a named book of agencies. Build and maintain a researched list of target agencies, typically 10 to 100+ advisors. Every account has a documented entry path before you reach out: a Tern user already inside the agency, a referral, a community or consortium connection, a real engagement signal, or specific research on their business.
Run every deal as a multithreaded deal. Map the account. Engage the economic buyer, the operations or back-office lead, and advisor-level users. Map who signs, who blocks, who champions. Get the signer on a call. Build a deal room with dates the customer has agreed to. Deal size does not change the standard.
Sell the whole platform, including the back office. Run discovery with an agency’s accounting or finance stakeholder on your own. Demo commissions, reconciliation, and supplier statements with confidence. Quantify what Tern is worth to the agency in dollars, not features.
Quarterback Deals. Bring product, implementation, SMEs or leadership into a deal with a written brief beforehand so the call does real work. You run the deal. You get the right people in the room at the right time and drive to close.
Close full commitments. Sell the whole cohort of seats up front, with staged billing where it helps the customer. Create urgency from real consequences: kickoff dates, implementation capacity, the customer’s own timeline. Never from invented ones.
Forecast with precision. Weekly forecast submitted on time, every open deal complete in HubSpot, pipeline coverage maintained against target. Predictable attainment quarter after quarter, not a big month followed by two empty ones.
Hand off cleanly. A complete HubSpot record and a scoped implementation plan at close. Then implementation owns the relationship and you go find the next agency.
Feed the loop. Closed-lost reasons, recurring objections, and product gaps go back to marketing and R&D in a form they can act on.