Imagine your quarterly target has increased by 25%, but your product pricing has just gone up and a key competitor is discounting heavily. How would you adjust your territory or account strategy to protect revenue and still hit your new quota?

Question

VirtualInterview.AI · Accepted Answer

I’d treat that as a focus and mix problem, not just a pricing problem. First, I’d segment my territory into three buckets: high‑fit strategic accounts, mid‑tier growth accounts, and highly price‑sensitive accounts. In a similar situation last year, I shifted about 60% of my time into 15 strategic accounts where we had strong product fit and executive access, and reduced coverage on the most price‑driven 20% of my book.

With the top accounts, I led ROI workshops and built 12–24 month business cases, tying our higher price to hard outcomes like 10–15% productivity gains and reduced churn. I also pushed for multi‑year agreements and small land‑and‑expand pilots to lock in revenue.

At the same time, I worked with marketing to launch a competitive takeout campaign and created a simple comparison sheet that highlighted total cost of ownership, not sticker price. That shift helped me grow revenue 28% that quarter despite the price increase.

Sample Answer

Keywords