How often should I follow up? Sales and Selling |
- How often should I follow up?
- The Lifeboat Mentality
- Seeking Marketing Partner
- Sophomore in college on an investment banking track looking to transition into sales
- Advice for finding next sales role
- PSP Sports reviews?
- New to sales (finance) - am I doing this right?
- How to sell B2B on US market?
- What should I do about a bad sales job?
- Question about commission split on referrals.
- Pharmaceutical Sales
- My Career or Passion
- Is this normal for SDR quota?
- Opinion on Medical Device (Aesthetic Lasers)
- Lied to about OTE
- Advice for starting out
- Looking for some honest criticism on my videos.
- How to answer sales objection - Product you are selling will put me out of a job.
| Posted: 29 Jan 2018 10:12 AM PST Web designer here. When getting a client who's interested in my services, how long should it be until I follow up with them? I don't want to come off as pushy.
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| Posted: 28 Jan 2018 07:25 PM PST The art of selling is truly an art, and guess what, it's something that every single one of us needs to master - fast. I'm going to get the first, and what I think is the most important step out of the way immediately: ** Stop trying to sell products and start selling yourself ** When I first started, I always had this question in my sales experience: Why is it that one guy has extreme success selling the same product, and another guy doesn't? Let me tell you about a time when I sold life insurance that completely changed the way I sell, and will sell for the rest of my life. So, I got hired at a huge brokerage in Florida. We were contracted with 40+ different insurance agencies to market and sell their products. I had to be licensed to sell annuities, medicare products, health insurance, prescription drug packages, and life insurance. So, needless to say we had an ARSENAL of products to choose from. During the orientation, we were greeted by the companies top salesman. The idea was for him to come in and share his success, and answer any questions us newbies may have before we ventured out on our own. It came about time for him to come speak, and in my head I'm thinking some young 20-something was going to bolt through the door with excitement and enthusiasm. Wrong. In walks a 60-year old retired war-veteran who had been crushing the insurance game in this company for the last year, month after month! His annualized premium average was close to $26,000 per month. (This is the amount of Premiums people that he sold to were paying on a monthly basis. He not only receives residuals off of this, sometimes he'll even receive a 90-95% commission off of the first-year premium total - If they pay $100 per month, he receives around $1000) I couldn't believe it. But, me transitioning from shock to understanding, I began to listen to him. His success was no secret. He literally worked harder than everyone else. His military mentality came into play big time in this field. Why? He would knock on 30 doors per day. Non stop, wake up at 7am, and not go home until 5pm, or until he successfully spoke to 30 people. His strength was in his numbers. Law of averages! If he got a "No." he wouldn't waste a second, bat an eye, or fold. He knew his power was in his ability to talk to as many people as possible. Day after day, same mentality: Do it, or die. (Not to that extent, but you get the idea!) Takeaway One: Understand the law of averages, and commit to it! However, although we had an arsenal to sell from, I became completely overwhelmed because it seemed impossible to take in all of the product specs and legalities, all while trying to create a smooth sales pitch. So, instead of focusing on things I didn't know, I just focused on one of the many things I could sell that would give me the best chance at success: life insurance. I modeled the success of the older salesman, and knocked door to door to offer our product relentlessly. But, door to door sales isn't as easy as it seems. Actually, it doesn't seem easy at all. Think about it. Have you ever bought anything from someone who randomly walked up to your door trying to sell something to you? The idea is crazy. But, it works. Numbers game. Same with cold calling, and same with any service. The idea is to put yourself in a position to collide your product with a consumer in demand, at the time they have made up their mind to purchase. If they haven't made up their mind to purchase, it's your job, as a salesman to help them. But, knowing how crazy this idea is, I had to separate myself and treat people as if they were my friends. I didn't come across as pushy, I came across as informative, and very confident - I adopted the Life Boat Mentality The Life Boat Mentality is simple: Your customers are drowning. They are drowning from poor quality products or services. You see them drowning in these products or services, and paddle on over in your Lifeboat. The idea is this: With impeccable trust, of course, you persuade your client to get in your life boat. Your life boat is the best option. And if it's not the best option, you need to find a company that offers the best option and sell that. (I'm not about selling garbage - Honestly) If you truly in your heart believe that what you are selling is the best option, the Lifeboat Mentality will help you tremendously. For example. I own a small residential repaint company now. I've taken the Lifeboat Mentality with me throughout my entire duration owning a business. I've got the branding where I want it, I have the production where it needs to be, and the Lifeboat mentality that I carry with me says this: Mr. & Mrs. Customer: I know that there is a TON of options in the marketplace. So many to choose from, however, I know this for a fact. There will be none other than my company that will show you the amount of respect and care you deserve throughout the entire tenure of us working for you. From the initial handshake to the final good-bye I can guarantee that our quality of service is of exemplary fashion. How do I ensure that this remains true? How do I have the confidence to pitch this? Because as the business owner, I insure it. My sales process is down to a science and has clear concise wording, professional formatting, and a great follow-up procedure. We have references and a great website for them to visit, and provide insurance and legal information up front. I ensure that I will be at each job to make sure that our quality of service is exactly as promised. In other words, I'm showing them that I me, the salesperson am the lifeboat! It may seem silly at first, but think of yourself as a lifeboat. Start saving people! Happy selling! P.S if you're interested in knowing more about the painting business, feel free to PM me I'd be happy to answer any questions you may have! [link] [comments]  |
| Posted: 29 Jan 2018 10:38 AM PST Looking for a partner that can help w/ marketing and biz development for a cell phone buyback and distribution [website](www.cashyourphones.com) that has been on park for almost 2 years. Details: The site went live in June 2015 and was run part-time. Traffic was primarily generated via google paid marketing. The average conversion rate was 4.0% with a bounce rate between (27%-31%). The amount spent per conversion was around $5-10 which did quite well. The database has 900+ existing customers. The expenses consist of a minimal daily marketing budget, hosting, and shipping supplies. I feel bad that it's been on the back-burner due to other priorities. I'm open to an equity partner that can help take the pressure off. The goal is to create an infrastructure around buying/selling cell phones in bulk (distribution). Open to suggestions. Feel free to let me know if you, or someone you know, may be a good fit. [link] [comments]  |
| Sophomore in college on an investment banking track looking to transition into sales Posted: 29 Jan 2018 10:29 AM PST Hey guys, I'm 19 and currently in my sophomore year of college in Pittsburgh majoring in Finance with a minor in Computer Science. Since the beginning of Freshman year I've been going through college as if investment banking was my direction out of college and have started a university fund, networked with other bankers, etc.. Since I have an interest in Finance and believe that it's important to work extremely hard in your 20's, investment banking just seemed like the best direction. Now I'm starting to think that sales may just be more optimal. If I look back to situations where I've performed at my best and enjoyed doing it they all have to do with overcoming a series of barriers or managing a team of people to maximize performance. I lead a sector in our university fund and really enjoy managing/motivating a team to outperform specific metrics. I have a passion for entrepreneurship which synergizes well with sales. If I were to go into IB it's almost impossible to even pursue any personal projects for the first few years. This may be irrelevant, but both of my parents are in residential construction sales. I've always been self-motivated and enjoy finding solutions to problems to reach a goal. It just seems as though I can leverage my natural abilities and skills much better in sales than a career in IB. A junior year summer internship is extremely important in IB, so, this summer it's crucial I find something in sales to make sure that it's a better fit for me. I figured an SDR position would be a great place to start if I could find somewhere that has an internship program. If I do decide to fully commit to sales after college I plan on preparing just as hard as I have with IB with as many public speaking classes, improv courses, books etc. as possible with the time I have left in college. I'll be living in Pittsburgh all summer which means there should be an opportunity to explore this field somewhere. We've had amazing growth in tech companies/startups in the past few years so I think this may be an option to pursue. My only concern with this is their training programs may be lacking. I plan on trying to get into a neighboring ivy league school's job fair since they have companies like SalesForce tabling there. I figure breaking into another schools job fair will at least show some kind of determination and be memorable to the sales reps. If anyone has any advice, comments, or suggestions I'd greatly appreciate it. Feel free to PM as well; I'd love to talk to anyone with a different perspective. [link] [comments]  |
| Advice for finding next sales role Posted: 29 Jan 2018 08:06 AM PST In December I was fired from my position as a BDA at a software company after working there 8 months. I was the top producer, nearly doubling the number of meetings set/completed in my short tenure for the year. I had two positions prior, one selling commercial solar (6 months) and another selling SaaS(16 months), I was a top producer in each role. Since I have been unemployed I have been applying for AE and BDA roles in Kansas City, connecting with recruiters on LinkedIn, using Indeed and other job boards and have reached out to nearly every person I know. I have gotten final interviews but still have not landed. I feel like I have applied for every sales job in the city. My goal is to stay in my next role for at least 3 years, and really establish my career preferably in the SaaS space. Are there any resources I should be using or other channels I should explore to improve my results? [link] [comments]  |
| Posted: 29 Jan 2018 11:23 AM PST I am looking to transition into sales from my current government position. I was recommended to apply for PSP sports. I've read some glassdoor reviews for the NYC, and it does not look good. Should I trust these? Does anyone have other information? I'm sure you know, that transitioning into a new career is scary. So any information or advice will help. Thanks! [link] [comments]  |
| New to sales (finance) - am I doing this right? Posted: 29 Jan 2018 11:02 AM PST My new job has a heavy focus on outbound dials per day. It's the main metric used when weighing our performance. I'm making my numbers, not a problem. However, I don't feel like I'm being effective. I rarely get a call back, and when someone does answer they almost always tell me they aren't interested, etc. What are some things i can do to be more effective? and when I do get someone who is willing to talk, what are some tips to actually move the needle toward a sale? thanks r/sales! [link] [comments]  |
| Posted: 29 Jan 2018 06:44 AM PST Sup, guys. A while ago I was hired as marketing/sales manager for ecommerce service. The Bosstm wants me to make sales with US customers. However, there was nothing done before I came here. So, to begin I've sent ≈800 emails and, unfortunately, received no response. What else can I do to find customers? [link] [comments]  |
| What should I do about a bad sales job? Posted: 28 Jan 2018 08:38 PM PST I know the obvious answer is going to be leaving, but I need advice on what exactly to do. I landed an entry sales position for Inside Sales/ Business Development. We sell listing (email, telephone and postal)/ leads. It was working out pretty good til I seen how many problems there were. I was hired in a group of 12 people and was told it was an amazing job with tons of perks. It was in downtown Chicago with salary. I was in training for 2 month where I had to make 16 sales over $750 in order to stay. Originally I read the Glassdoor and had mixed reviews. But decided to give it a try as it would be my first sales position, that claimed no cold calling essentially. Well this company is corrupted in every sense it's near impossible to sell anything. 1.) We sell the most expensive data branding it off as "high quality" when in reality we just buy data from all of our "competitors", while offering the fake accuracy's on our data/leads. We have over 700 selects that claim how we model people that come from Government records, self reported and 3rd party transaction list. Most out B2C records come from our competitors and out B2B data comes from Dun and Brad Street Data. We would just sell it at 50-80% margin of what it cost us. 2.) Our pay structure, leads and service. I know, asking for the perfect job isn't easy, but opposite of what is promised. We are required to make 150+ calls to recycled clients that have been called 50+ times trying to sell leads to 3 clients even if they not interested, before we get live leads. Surprisingly I managed to knock out all three in a week. I thought the job was pretty easy but as time went, selling got harder. Somehow in a months i managed to sell 13 more time with Jordan Belford's Straight Line Selling. At this point in time there are only 3 of us remaining and I've noticed a pattern of high turn over, each Monday they hire 12 new trainees by the end of the month there are 2 remaining and was told by month 3 they usually leave the ones that stay are desperate. I was promised a Salary+ Commission (17%) but instead I got Draw Structure with no negation. I have to make $1,250 every 2 weeks in Sales commission to meet my draw. We have minimums on our sales which is $750 5k contacts on our B2C records and 3K on our B2B So 3k records is $750 or 5k is $1000 How our commission works is we take home our ((list sold-list cost)-85)*.17 So for a 750 list it'll cost us 750-195=555-85=470*.17= 79.90 commission per minimum sale. Let's say we sell 5k B2B records and upsell the e-mail services 1500-500-325=675-85=590*.17= 100.3 in commission We're also expected to upsell E-mail blast & html creative for $500 extra with no commission on it with incentives on buying more contacts. So if we make that sale for $1250 Again people can find the same exact list for $195 That's around 40+ Sales a month at bare minimum and they expect us to up-sell without the commission. That's just to make 30,000k a month Okay normally this wouldn't be a problem but the only people that buy are small business owners who we lie to claiming they can grow their business or selling other sale agents high quality leads. The problem is that we can't make a sale with our outrageous prices and bad reviews. One google search and you see all the bad reviews, our company up sells fake leads, then use their sales agreement to forcibly dishonor our refund guarantee, because "all sales are final". Even with a chargeback, because all our clients sign a P.O. they are legally agreeing to it. So right off the back all prospects don't trust us, the company or the product due to reviews. Making it hard to sell. And the ones I do sell to call me everyday, and asked for a refund or to redo the list for free because "it isn't what they expected". This company is based all on a scam towards small businesses and is somehow making 1.4 mil a month in sales. Because we have over 110+ employees selling our data to companies every month. Our highest paid was 85k last year with $700k+ in Sales (decrease margin for more data) I need to know, what can I do to get out of this system into a better sales position or increase my sales? Is it worth stuck out or should I just go and find a new position. TL;DR- Hard to sell a product that is overpriced and low commission per product with bad reputation.... It late and I'm rethinking this position, and may have disincluding a lot of details like this company is being ran by one smart CEO AND CFO taking advantage of college kids [link] [comments]  |
| Question about commission split on referrals. Posted: 29 Jan 2018 05:08 AM PST Previously the sales team was one person and now it's three. Can anyone offer what they believe as a fair commission split for referring a potential client? The scenario is PersonA makes a cold call and the product the potential client is actually interested in, is PersonB's department. And vise versa. Essentially PersonA and PersonB could... sell both products but aren't supposed to. The commission on either product being sold is 5% year 1 and 2.5% year 2. There is no commission after year 2. Some of the ideas I've come up with is a 3% 2% split of the 5%, one friend at his work does a 75/25% split. Hope this made sense and thanks for any help. [link] [comments]  |
| Posted: 29 Jan 2018 12:37 AM PST I have been thinking a lot lately about getting into the pharmaceutical sales industry and was wanting to know if anyone had any advice. I am currently a senior at Purdue majoring in Chemistry and plan on searching in the Indianapolis area. I still have about 4 month until I graduate so is it a good idea to start applying now? [link] [comments]  |
| Posted: 28 Jan 2018 01:02 PM PST I m currently in a big dilemma that makes me feel like my life is out of my hands. I have asked my support group and they all are saying go with your gut and you won't make a bad decision. I have been offered an entry level enterprise sales B2B role at a huge company. Its only 25 miles away from my house, but with traffic in the metroplex/VA area it would take me close to two hours for the commute. I am taking into consideration moving closer, but before I do I want to really make sure I am doing the right thing. I am fresh out of college, and know this is a great opportunity, but I am also worried that my passion for wanting to get into acting/entertainment won't come true if I take this position. I look to my reddit family for parental guidance on this one, and I appreciate your time for reading and responding. [link] [comments]  |
| Posted: 29 Jan 2018 04:02 AM PST I just started as an SDR 3 mo ago. We get weekly emails every Friday that are the normal "pretty good week, pick it up next week" and have the scoreboard for the whole SDR team. But in the email, he mentioned that out of a team of 24 only 4 reps had hit monthly quota for the whole fiscal year so far. Is that normal? I honestly don't know enough about sales organizations to know for sure, but hearing that made me a bit nervous. Edit: while in the email he said monthly, I'm pretty sure he meant to say quarterly. We track demos set by the month, and revenue by the quarter/fiscal year. [link] [comments]  |
| Opinion on Medical Device (Aesthetic Lasers) Posted: 28 Jan 2018 08:53 PM PST Hoping someone with experience or Med Device industry knowledge can lend me their opinion. For ~4 years, I have worked in Inside sales (2 years) and then Outside (2 years) B2B sales for a top Human Capital Management Firm and made Presidents Club every year (Think payroll and benefits like Paychex, ADP, Zenefits, etc). I have an offer on the table for a top Aesthetic Laser manufacturer (Think Cutera, Cynosure, Syneron-Candela, etc). I wasn't looking to leave my current role, except they are flashing some serious "potential" $ my way and Medical Device to me sounds much more appealing for the long term. Anyone work for or know someone who works for one of these companies and what do you/they think about the job/industry? Is there a big market the equipment? Do Aesthetic Laser Sales translate well into another Med Device role as well? While I'm excited to make the potential change, this would be my first time every switching companies, I'd potentially be earning a little less this year and the industry is not something I know much about, nor something I can too much information on besides the company is very well respected and known in the market. I've had a few friends go to Stryker, LeMaitre, and Boston Scientific in the past year as sales reps and are making less than the potential OTE of this offer. Yet they also do not know too much about the industry. To give you a better idea of the OTE's mentioned, I quickly searched glassdoor: Current Role Examples - https://www.glassdoor.com/Salary/Paychex-District-Sales-Manager-Salaries-E1762_D_KO8,30.htm Offer for Aesthetic Lasers Examples: https://www.glassdoor.com/Salary/Cutera-Territory-Manager-Salaries-E14291_D_KO7,24.htm After 1 year in Role - https://www.glassdoor.com/Salary/Cutera-AREA-SALES-MANAGER-Salaries-E14291_D_KO7,25.htm https://www.glassdoor.com/Salary/Cynosure-AREA-SALES-MANAGER-Salaries-E39669_D_KO9,27.htm Thank you for your help Reddit! [link] [comments]  |
| Posted: 28 Jan 2018 02:58 PM PST I've been working at a young tech company for 4 months now doing inside sales. The OTE is $75k. I knew going in that these numbers weren't a guarantee, but even if I could get close to them it was a big upgrade. I became skeptical after seeing the performance of those who had been there for a while. I took time to go through the sales report for the past 2 years and calculated each reps commission. Not only is no one hitting OTE, it's not even close. Highest earning rep last year was just under $50k. Turns out the OTE isn't based on previously achieved earnings, rather the numbers they want us to be hitting. Every week in my "1 on 1" with my manager he brings up how I need to be building my pipeline at a much faster rate, not hitting my numbers etc. Very frustrating. On the bright side, even with the amount I'll realistically be able to make, I'll still make the same as my previous job. But I can't help but feel cheesed about the egregious OTE they presented. And the company expects a lot. I work 10 hour days and I'm the first to leave, because I can't be bothered to do the 11-12 hour days the others are doing anymore. I'm burnt out. They also want us doing emails and additional lead gen nightly from home. Work life balance sacrifice was expected going into this, but so was an additional $25k. Is this the industry standard? I don't want to move onto another sales position only to find out this is just how it is. I'd rather ride it out or get out of sales. [link] [comments]  |
| Posted: 28 Jan 2018 07:10 PM PST Hey all this is my first post here I'm currently a barista going to college and I'm interested in moving into a sales career I would love a job that I could be challenged in and I love finding the perfect solution to people's problems do you guys have advice in types of sales I should look into or potential companies/markets to research? [link] [comments]  |
| Looking for some honest criticism on my videos. Posted: 28 Jan 2018 05:08 PM PST As of now I have been a Realtor for 4 years and I want to get into the FB Ad world as another arena for marketing. I've been battling over fusing my passions which include making videos, music, and Real Estate. I've put this together over the last few months and just hoping I'm not wasting my time. Here's a link to the weekly show that I really want to continue: https://youtu.be/ryUtNX8X9rQ Here's a link to The Ad: https://youtu.be/ZbMUzrON4_4 I'd love to hear what Reddit has to say. Kind of hard when your closest friends only want to see you succeed. [link] [comments]  |
| How to answer sales objection - Product you are selling will put me out of a job. Posted: 28 Jan 2018 03:17 PM PST I have an interview with a software company tomorrow, that includes a presentation and one of the questions I know will be asked is "This product will automate my job, and make me dispensable. Why should I buy it?" How do you guys handle this specific objection? Where your product will indeed make someone lose their job? [link] [comments]  |
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