B2B Outside Sales Rep Question Sales and Selling |
- B2B Outside Sales Rep Question
- B2C sales strategy
- Resources for improving in-person sales meeting effectiveness?
- How to tell a customer you dont want their business?
- How will AI impact sales jobs?
- Outside Sales Reps, where do you go to make calls?
- Those in outside sales roles or travel/ sit a large part of your day do you get blisters or a sleepy butt?
- Wanting to move from Customer Success to Sales and feeling deflated in job search. Waste of time to reach out to recruiters? Unrealistic?
- Bid Documents
- Medical Sales: what are some of your best methods to get (more) face time with decision makers and maintain access to them during stages of the sales cycle?
- What account plans / templates do you use?
- Is being sacked after three weeks normal (if not severely underperforming)?
- Trying to escape inside sales...Help
- Am I being underpaid?
- Should I take the new job?
- Best resources for selling on the phone.
- Best methods for Prospect list building...
| B2B Outside Sales Rep Question Posted: 26 Jan 2018 08:42 AM PST Hello, I have a question for the community to try and gain feedback and a general idea. We are a small business that has been around for quite some time with a great, rep in an lucrative industry (workforce management). We have created an excellent sales training program which ranges from Grant Cardone, Zig Zigglar, Sandler Sales, SPIN Selling, as well as industry and product knowledge. We consistently provide on going training and require that as part of employment. We have always tried to recruit with a base + commission + bonus + reimbursements. The base salary for newer reps is a competitive amount in line with admin salaries (35-40k). (not tryign to low ball people) and have tried to target both experienced and new sales reps and adjusted the base accordingly (50-60k base for exp). Our industry is very lucrative for those that are willing to door knock and cold call. My best year was $300k in sales and the average unit is $2400. Large accounts can be anywhere from 20k-80k but the "steady" sales comes in the form of smaller accounts so a good year is 120-150k which would result in total comp of around 100-115k This requires a willingness to wear out shoe leather and cold call. Networking will not produce enough to keep you employed in year 1 and is an item that you do to continually build your pipeline and by year 2-3 you are getting dividends from your network. We are finding that most sales reps expect leads to come in and depend on social media for this. Whether they sit and hit up linked in, expect the marketing department to supply the majority of inbound leads, or worse, just attend networking events. I am young and had to learn sales the hard way and grew the company purely by door knocking. So my question is this. What is the expectation now a days from new reps? Are they willing to actually grind it, or is it now expected that they are simply inbound order takers, or that just using social media is prospecting? I follow a lot of grant cardone, and he seems to have a large younger following, however I do not even see that following (at least the majority) willing to pound pavement. I spent about 250 k on sales people and sales development in 2016 and I let go all but one due to poor quota. We instituted a minimum quote of 5k a month in order to keep your job, with a two month strike rule. This means you had to close approximately 2-3 accounts a month, which is nothing (speaking from personal experience). Any feedback appreciated, I am trying desperately to build a sales force but running into "willingness" problems and about to just focus 100% on inbound marketing and switch to an account exec / internal sales model. [link] [comments]  |
| Posted: 26 Jan 2018 07:20 AM PST Hi everyone, I'm looking for some techniques to reach potential consumers for a B2C business. We are starting a new construction company and currently, our strategy is based on the following pillars: 1. Social Media: namely Facebook and Instagram to showcase previous work we have done and generate leads 2. Online quotation platforms: there are a number of platform that allows entrepreneur to respond to customers' requests and we intend to use those 3. Publication of flyers: we will deliver some flyers to identified neighborhood to also generate leads - this may include door to door sales ("may" since I need a license to do so in my region) 4. Online presence with a simple website 5. Mouth to mouth within the network I'm struggling to find other ways to reach potential consumers and thought I would ask this community for additional thoughts or to poke holes in our current plan Thanks in advance guys! [link] [comments]  |
| Resources for improving in-person sales meeting effectiveness? Posted: 26 Jan 2018 07:49 AM PST I have consumed a lot of sales training/ sales philosophy books and podcasts over the past 10 years or so, but one area I have not found much content on is in effective in-person sales meetings. Can anyone point me to some books, podcasts, or videos that can help me to improve my in-person meetings? In particular, I would say that rapport-building, body language, appearance, charisma, "the pitch," and what to do after the meeting (go out for drinks or dinner, for example), are all areas that I would like to improve. I am not sure what the best way to go about these meetings is, and not sure how the best outside salespeople approach this. In lieu of resources, any advice would help too! [link] [comments]  |
| How to tell a customer you dont want their business? Posted: 26 Jan 2018 11:27 AM PST About 4 Months ago I sold a bathroom project for just the shower area, its bearly getting built because he changed selection of materials 9 times. Now he is asking me to sell him the rest of the bathroom, and he is simply not worth the time, I have managed to maintain a good relationship with him, and thats why he is wanting to continue doing business with me but its just a huge headache. How do I tell him no without hurting the relationship? ( I dont want him to have a bad opinion about our company and complain) [link] [comments]  |
| How will AI impact sales jobs? Posted: 25 Jan 2018 06:40 PM PST I'm curious to see what everyone's thoughts are. I work for a well known SaaS company and to be frank at least from what I've seen and heard at my company I think that AI will end up replacing some human sales job. For example, on of our sales teams focuses on leads generated through chatting with an outsourced rep on our website. The company ran a test and found that a chat bot can effectively engage and sell one of our SaaS packages, that chat bot cannot attach certain add-on's effectively that a human can. I just found that interesting and an eye opener. I think that as AI begins to progress it will close the doors for entry level type sales roles. Thoughts? [link] [comments]  |
| Outside Sales Reps, where do you go to make calls? Posted: 26 Jan 2018 10:07 AM PST My main office is a haul to get to, and I have a baby at home. I can't find a good place to sit and make cold calls on the phone. So, where is your go to place to work? [link] [comments]  |
| Posted: 26 Jan 2018 05:47 AM PST I've come from inside sales where u was on my feet all day to outside sales where I'm sitting and driving all day. Recently I've gotten a bed sore or two, I'm starting to realize that my glutes are sore and my back is starting to ache a lot more than usual. I've began stretching but being forced to sit for so long throughout a I was wondering what the veterans who have done this for so long maintain themselves? [link] [comments]  |
| Posted: 25 Jan 2018 11:42 PM PST This is my first real job out of college (been here for almost a year now) and thanks to a friend referring me, I ended up in an Account Management/Customer Success role at a thriving SaaS company which is well known in its niche but not exactly a SAP or Oracle. My role involves making sure that customers whose subscriptions are about to expire stay with the company instead of leaving and convincing them to buy upgrades to their software ("upsells"). I am one of the top performers on the team. I always wanted to be in sales and actually prospect for new business, there is no viable path for me to do that at my current company and managers are unwilling to work with me here at all despite my best reasoning. If they don't allow it, I am not allowed to move into a sales role. Culture here is just making me miserable and I would love to move companies. So far I have reached out to recruiters for some of the companies I would like to work for on LinkedIn (Salesforce being one of them) and had no luck at all, no responses or anything. I would think that would be better than just submitting a resume that ends up in a pile. My only luck has come from phone screens from 2 startups, one of which was doing poorly and has a high churn rate. Ideally, I would like to start my sales career at a good company but now wonder if I am being unrealistic, if a small person startup route is the only route to go into. I feel like my Customer Success role has given me better negotiation skills and another outlook on the sales process since I have to retain customers and grow them to their full potential, surely some hiring managers would view this as a plus when hiring for an SDR or BDR role right? Am I just being unrealistic here? What could I be doing differently? It feels like time and time again, I am running into brick walls and not getting anywhere in this job hunt, the only benefit I see is this process itself might prepare me for what is to come with a sales career! [link] [comments]  |
| Posted: 26 Jan 2018 07:26 AM PST Hello all, I was wondering if anyone had a set bid template they use when submitting for city/state bids, or if you create a new one every time? [link] [comments]  |
| Posted: 25 Jan 2018 05:14 PM PST My product has a broad range of indications, but the challenge is helping users find that broad range within their patient base... in other words drive them to expand use. I'm often able to get a first meeting to show them, but it's hard to gain access for follow up- which is equally important to prevent user issues and help them identify appropriate patients. I'd love to hear how others handle this- in situations where your product is approved in the hospital, as well as scenarios where you're trying to generate initial interest to bring it into the hospital. Appreciate all the help this sub has given me in my career these last few years!! [link] [comments]  |
| What account plans / templates do you use? Posted: 26 Jan 2018 02:33 AM PST Hi Everyone, I'm starting to get more in depth with my customers journeys BUT I hate to over complicate sales processes as I personally feel it adds too much admin to my day and also over complicates the person to person relationship with unecassary red tape. Does anyone have a simple account plan they follow for deal with customers? Like "Where are we now" "Where do we need to go", "Services of interest", "Problems", "Solutions" etc. Would love to hear peoples suggestions and templates that they employ. [link] [comments]  |
| Is being sacked after three weeks normal (if not severely underperforming)? Posted: 25 Jan 2018 04:40 PM PST 4 of my 5 KPIs were fine. 1 was slightly short. But not by much. I hadn't been there long enough for a good/bad day to not have a discernable impact on my %s I got the job on the premise that I'd never done this sales before. So they knew I wouldnt be top performer from the off. Each of my three weeks saw gradual progression. And all 5 KPIs were improving including the one that was a little short by the time I got fired. The director (who I'd never spoken to before) brought me in and said that after seeing my figures (the underperforming one in particular), he wasn't happy and he had to let me go. Is this normal? I know sales is ruthless. But if you're not drowning, and even doing well in many areas, is it quite surprising to only be given three weeks? Cheers in advance. [link] [comments]  |
| Trying to escape inside sales...Help Posted: 25 Jan 2018 04:08 PM PST I am getting tired of my current role. I have been trying my hardest to get off the phones and I can't seem to find anything decent. My goal is to be in complex/strategic enterprise sales for an organization. Something like Cisco, Oracle, IBM, etc. I want to use my brain to sell, not repeat the same script over and over again to try to convince people to buy stuff. I have been applying for 2 jobs a night for probably the last 2 months. I put on LinkedIn that I am on the market, and the only people that call me are inside sales recruiters. I have had a Human Capital Management Software company and a Benefits company reach out to me for outside sales jobs, however, from what I have been told from people on here not to work in benefits if you are not going to commit to a region for atleast 5 years. My lease is up in 6 months and I am trying to leave ASAP. I had 2 interviews at Facebook/Google/Amazon for an advertising sales position and got rejected. I have spammed my resume out to tech companies in SF, but got nothing back (I do not think they believe I will relocate). I have leads at the big 4 telecom companies (i used to work at 1) and 2 of them have expressed interest in me so we will see where that goes, but that is for SMB 0-10 employee sales, not the 25-1000 employee sales roles...so I do not know if that is much better than what I am doing now. I have 2 years of retail/SMB experience. I have been nominated for Presidents Club at my current company and I will know in 2 weeks if I made the cut. I am geographically flexible and have enough/will have enough saved to move to any major metropolitan area in the US besides NY/SF (and I could probably make a run at that for the right opportunity). What industries should I be targeting? What geographic location I should be targeting? Middle Market or SMB? If anyone knows of any companies hiring sales people please let me know.. [link] [comments]  |
| Posted: 25 Jan 2018 05:04 PM PST I'm an SDR at a established Chicago-based tech company, setting meetings with enterprise-level accounts. Deal size is usually about $50k. Right now, my OTE is $45k. I can't help but feel like I'm being underpaid when I see others getting like $50k base. Student loans kicking in. Please send help. [link] [comments]  |
| Posted: 25 Jan 2018 07:14 PM PST I have been in my current role for only 6 months. I am ramping well (could always be better). For whatever reason I've had a lot of head hunters call - I always speak with them but am very clear about what it would take to get me to change. Anyway - after a few interviews and flying me out to meet the CEO and executive team I just received a very enticing offer. The base alone is more than my current OTE, but I'm still torn and could use one advice. Current Company Fortune 100 Company Great Culture & location Modestly Better Benefits & Perks Limited travel Referred to it by a friend (this is the biggest issue) New Company Small 150 People Work from home Moderate travel (mostly day trips) More Senior Position Almost 2x Base Working in the same industry but not competitor. I would feel shitty leaving after such a short stint, but this new role could really move my career forward. [link] [comments]  |
| Best resources for selling on the phone. Posted: 25 Jan 2018 04:34 PM PST I just got a job selling portable oxygen concentrates on the phone. If anyone here has any relevant experience or tools/ resources for selling over the phone I would be happy to hear them. Thanks! [link] [comments]  |
| Best methods for Prospect list building... Posted: 25 Jan 2018 01:58 PM PST I am a B2B Sales Professional, we sell technical, end user applications, and leadership and professional development training services to any industry that can use it. We are set up so that our territory is a small 75 mile radius, and all 4 of the sales staff share it. This is a problem because one has been here 18 years, another 10 years, 4 years, then me at 3 months and they have what feels like all the accounts claimed, meaning I can't call people there. I'm trying to figure out the best way possible to build as long of a list as I can so that I have contacts to be calling. Tools I have now are Linkedin Sales Navigator, and Discover.org. I feel like LinkedIn Sales Navigator for my situation is sooooo slow because the contacts have been found by the others, so it isn't worth my time. Any other tips and tricks for prospect generation? I saw Hoovers in other posts, but I feel as though it will yield similar results as Discover.org. Anybody else on here have a situation like this where you share a small territory with people? How do you make it work? [link] [comments]  |
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