Consultative Selling at Global Scale

Senior Account Executive & Implementation Consultant

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Summary

I drove growth across a large global advertiser portfolio using consultative selling — applying SPIN, MEDDIC-style qualification thinking, and structured account routines to retain, upsell, and expand relationships

Context

In performance marketing, the product is powerful — but clients don’t buy features. They buy clarity, confidence, and results. Many advertisers struggle not because tools are lacking, but because decisions are unclear, priorities are misaligned, and execution becomes inconsistent.

What I Worked On

I managed a high-volume set of global advertiser relationships and treated each one like a small business case: understand goals, identify constraints, map decision processes, and guide next steps. I used consultative sales methods to diagnose needs rather than pitch prematurely, and I ran structured calls that made clients feel supported rather than overwhelmed.

My work blended account management and sales discipline: identifying expansion opportunities, guiding adoption of solutions aligned to maturity and goals, and ensuring stakeholders understood the “why” behind recommendations. I kept pipeline and follow-up hygiene strong, so conversations didn’t evaporate between meetings and handovers stayed clean.

Why It Mattered

Clients stayed engaged because conversations were grounded and repeatable. Growth didn’t come from pressure — it came from structured discovery, clear qualification, and consistent execution. The end result was stronger long-term relationships and a more predictable upsell and retention rhythm.

Key Systems & Tools

  1. Consultative selling (SPIN-style discovery + structured qualification thinking)

  2. Google Ads ecosystem

  3. Salesforce tracking and hygiene

  4. Performance reporting routines

What I Would Improve Next

Build simple “segment playbooks” to make onboarding and expansion faster across account types without losing personalization.