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Meet Your Account Executive: J.B. Williams

“Value is different for every customer. It’s up to us to identify value and deliver on it.” J.B. Williams

Very early in his tenure, J.B. Williams made his reputation as the answers guy among his peers in the sales department. Any time an account executive had a hardware question that was stumping them, everyone knew who could find the answer. After two-plus years of successfully managing small business accounts, Williams started as the Sales Trainer at NeweggBusiness. It’s a perfect fit for someone who considered becoming an educator earlier in his studies. In preparing professionals that are new to IT sales, Williams coaches them to feel out the three P’s—Process, Platform, Projects—for everyone in their book of business. “Once you understand that about your customer, you shift from sales representative to business partner,” Williams says. “You are then able to architect ways for them to save money. It puts us in a position to deliver tangible value in your solutions and recommendations.”

OPEN YOUR EARS

“Nobody sells anything if they aren’t listening.”

EYES ON THE PRIZE

“The partner mentality sets us apart. We are not order takers here.”

WORDS TO LIVE BY

“Price is what you pay. Value is what you get.”
(Warren Buffet)

Adam Lovinus

Adam Lovinus

A tech writer and Raspberry Pi enthusiast from Orange County, California.

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