Terminal49 is pleased to welcome Toph Atwater to our team, bringing with him extensive experience in the SaaS industry and a strong track record in sales. His career trajectory, marked by progression from sales development representative (SDR) to account executive, spans various startups — both small and large — offering him a broad perspective on sales and the nuances of different customer bases. While his background is rooted in sales rather than logistics, his adaptable approach and broad experience make him a strong fit for the Senior Account Executive position at Terminal49.
Learning and Adapting His Unique Approach to Sales
While Toph’s career journey has taken him through several SaaS startups, he emphasizes that this diverse experience was crucial in shaping his expertise.
At the larger scaleups, he learned there was a certain level of brand recognition, making it a bit easier to sell services to prospects. “In such companies, the focus when talking to prospects was on differentiating from competitors rather than building credibility from scratch,” he said. “That said, it was still tricky, as prospects came with preconceived notions about the company that you must challenge and reestablish to align with their specific needs and expectations."
On the other hand, smaller startups did not have the brand recall, allowing for more flexibility when speaking to prospects. “The smaller ones also gave me more opportunities to grow, as you’re pushed to wear multiple hats and pick up various skills along the way,” said Toph.
These varied experiences enabled Toph to blend and refine the skills he acquired from both environments, shaping them into the versatile and adaptable expertise he brings to the table today. Throughout his career, he was exposed to structured methodologies like MEDDPICC and Command of the Message, shifting his mindset to a more systematic approach to sales that enables him to bring order to smaller startups that sometimes have less defined sales processes.
Navigating the Logistics Landscape
Transitioning to the supply chain industry with Terminal49 has been an insightful journey for Toph, particularly given his sales background rather than logistics expertise. While the learning curve is steep, he recognizes that the priorities of a logistics manager focused on daily container tracking differ significantly from those of an executive concerned with minimizing financial losses.
Ultimately, the core principles of sales remain consistent across industries; it's about delivering solutions that enhance a business's top and bottom lines. “The key is to understand the company's goals and demonstrate how our product can help achieve them, often by highlighting how we can improve efficiency or reduce costs,” said Toph. “In the end, it’s about showing a potential client a clear road to a great ROI.”
Closing the Deal
Toph's sales process begins with thorough discovery. This step is foundational as it allows him to take the time to truly understand a prospect's pain points. Toph looks to engage with multiple team members to get a complete picture, helping him gather the necessary information and insights to build a compelling business case.
“Once the discovery is complete, the next step is getting the prospect into an active evaluation cycle. This could involve the prospect comparing us with competitors or evaluating if it makes sense to change their process at all. Part of my job is to convince them that by not making any decision — whether it's moving forward with Terminal49 or another solution — they're actually losing money each day. The goal is to get them to see the value in making a change sooner rather than later.”
This often involves navigating complex purchasing processes for larger deals, which Toph manages through proactive communication. In his view, a significant portion of the sales process shifts to overseeing the purchasing logistics once the client has agreed to buy the software, ensuring that all necessary steps are completed to finalize the transaction.
Eye on the Horizon
Toph sees a bright future at Terminal49. He's excited about the company's potential for growth, particularly in the mid-market and enterprise segments. He's eager to apply his skills and experience to help Terminal49 reach new heights.
He is committed to excelling in his current role as an Account Executive. He enjoys the thrill of closing deals and wants to continue honing his skills at Terminal49. His eventual goal is to climb the ladder to a future in sales leadership, where he can leverage his experience to mentor and guide others.
Toph Atwater's story is about adaptability, ambition, and a passion for sales. He brings valuable expertise to Terminal49, with many achievements still to come.
