When selling medical devices to doctors is cold calling for an appointment or cold visiting best? Sales and Selling |
- When selling medical devices to doctors is cold calling for an appointment or cold visiting best?
- InMail on LinkedIn
- Corporate sales vs. start up?
- Need advice on a common "have no budget" excuse situation. What should I do now? [Enterprise software]
- How many of you work for a company that you kill at but would not personally recommend it to friends or family?
- How do I step down effectively while closing?
- For me, I feel quantity is better than quality.
- Navy SEAL commander, Jocko Willink coined the mantra "Discipline Equals Freedom." His thinking can be applied to sales and business.
- Critique my resume and cover letter (switching careers from hospitality to B2B sales)
- Promoted into a new leadership role, and taking on a new associate soon. Any sample business plans you guys would recommend?
- Interviewing for the same role, again
- Need you guys opinion (rant)
- I got a new job offer looking for advice
- Sales Pitch Makes a huge positive difference
- Advice for Next sales job/career path
- A free list of all the best sales videos, books, movies, podcasts and tech.
- Do sales leaders have to be a good closer?
- Solar sales
- Ive been job searching for a while now and just got an offer from an insurancr company...nit sure if it is legit though. Can anyone who works in insurance sales let me ask some questions?
- Need advice on current job situation
- Selling P.O.S. payment processing services?
- Career Progression Advice
- SDR Metrics & Accountability
| When selling medical devices to doctors is cold calling for an appointment or cold visiting best? Posted: 11 Jan 2018 10:08 AM PST I'm selling a cosmetic surgical device, a tool for surgeons, and a revenue cycle product. I am targeting mid size and smaller clinics. As we know, doctors are pretty busy, and its tough to get in with. Should I cold call to schedule an appointment/presentation or lunch? Or should I cold visit to schedule an appointment/presentation or lunch? [link] [comments]  |
| Posted: 11 Jan 2018 09:17 AM PST Hi all, I was seeking some advice for InMail on LinkedIn. I recently purchased Sales Navigator in hopes of finding and reaching the DM for companies. I'm in entertainment sales, with a minor league baseball team. I was wondering if anyone has had good luck with connecting with prospects on LinkedIn and generally what you say to get connected with these people. So far I haven't had any luck with return messages and I'm not sure if it's because of what I say, or rather lack of what I say in the initial message to help them understand why I'm even connecting with them. Any advice will help I appreciate it, thank you! [link] [comments]  |
| Posted: 11 Jan 2018 09:13 AM PST I've been offered a job by both a start up and a large corporation. I'm not sure which one to go with because the last time I worked for a start up it was absolutely terrible (sexual harrassment type stuff) What would you do? I've listed a little more info below. Start up Pros: A cause I absolutely believe in (helping teachers), friendly, supportive team members (even though there's 4), a lot of room for growth, working closely with the COO Cons: No health insurance and transportation costs come up to $392, doesn't pay as much as the corporate job, $10,000 commission cap Corporate Pros: $$$, benefits, name recognition on a resume, easier to get to, the manager I would be working with really likes me Cons: Not too much room for growth (I'll be setting appoitments for at least the first year), I've met some team members and they are kind of creepy I'm 26, but health insurance is still very important to me. I value your input! [link] [comments]  |
| Posted: 11 Jan 2018 06:16 AM PST I'm an engineer by profession, but our company is so small that we don't have a dedicated salesperson yet. Here's the scenario I'd like advice on: The product:
The situation: I cold contacted a direct report to CEO in the relevant functional area. Delegated to his subordinate middle-manager (MM). I'm not overjoyed about not talking to a decision-maker, but accept the entrypoint anyway. MM met with me, promised to pitch internally, and then when I tried to progress afterwards claimed insufficient budget & staff, i.e. it's not a management priority. They're not using competitor software. In these people's case, there's probably about $250K-$1M/year in additional margin, depending on how fast they implement the new business processes. I guess I could:
What would you judge to be the best move now? I ask because this is a pretty common scenario for me. [link] [comments]  |
| Posted: 11 Jan 2018 07:28 AM PST My company is 100% commission. We have a 6 month charge back window on commission. It takes most reps 4-5 months before they start earning commission, because they start right off the bat in the hole from draws. Our inventory has everyone on the hook and if something goes missing, you're charged for it. If a customer is fraud, you have a chance to be charged out for a $1000 item. And I absolutely love what I do. Most people who hear this might say my company is corrupt and goes against the grain over everything they've heard about in jobs 101. But I fucking love my position and my freedom and the fact I work a role that 95% of the population would cringe and fail at over makes me all tingly on the inside. I love how impactful each of my sales are. I love how much a single sale can completely make your day. I love how this job forces my accountability on things and I have to be constantly conscious of my actions. In short: I love my career. But I never refer anyone to my company unless they're truly a shining beacon of skill and resilience. So my question to you all is, do you work for something similar? [link] [comments]  |
| How do I step down effectively while closing? Posted: 11 Jan 2018 09:00 AM PST My services range from $2000-$6000. Obviously I want them to buy the $6000 service but let's say I get to the close and they tell me they can't afford the $6000 how would I step it down without going "can you do $5000? How about $4000? How about $3000? How about $2000?" It doesn't sound right to me. Thoughts? [link] [comments]  |
| For me, I feel quantity is better than quality. Posted: 11 Jan 2018 11:50 AM PST I work for a small tech consulting/software company. Our sales team is me and my CEO for the time being. I know not many people are in this boat, but my prospect list essentially seems endless. Our services are utilized by any company that makes 50 mil or more/year. Our clients range from well funded start ups, to Fortune 1000 companies - as you can tell there's an almost-endless client pool out there for us. On top of that, my boss is very liberal and generous about spending money on prospecting. I can pull whatever lists from Zoominfo that I want. When I started, I was spending a lot of time personalizing emails, voicemails, LinkedIn messages, and researching every company/prospect before I called them. However, I eventually found the "quality" sales call less effective than making as many dials as I can. Anyone have any insight? Am I crazy? Anyone else have a similar situation? [link] [comments]  |
| Posted: 10 Jan 2018 12:58 PM PST As commander of US Navy SEAL Team 3's "Task Unit Bruiser," the most highly decorated special-operations unit of the Iraq War, Jocko Willink learned what it takes to lead people in incredibly dangerous and complex situations. The mantra that Willink instilled into his men was "Discipline Equals Freedom," and it's the idea that with structure and a strict dedication to it, one can act with more efficiency and freedom. It's also the title of his new book, a "field manual" highlighting the core concepts and routines he uses in is life. These routines can be applied to a sales role in the city. Here are some simple habits anyone could adopt in the next 24 hours that could build discipline for the benefit of their well-being, health, and career.
"That nice, soft pillow, and the warm blanket, and it's all comfortable and no one wants to leave that comfort — but if you can wake up early in the morning, get a head start on everyone else that's still sleeping, get productive time doing things that you need to do — that's a huge piece to moving your life forward," Willink said. "And so get up early. I know it's hard. I don't care. Do it anyways." Willink clarified that he's not asking people to run on just a few hours of sleep each day. Everyone needs different amounts of sleep to feel well rested and energized for the next day, he said, and if you're someone who needs eight hours of sleep, then simply start going to bed earlier. And don't sleep in on the weekends, he said, or else you'll ruin any progress you've made optimizing your schedule.
"Just do some kind of workout," he said. "Doesn't matter if it's going for a walk around the block, going for a jog, doing some calisthenics, lifting weights, going to a pool and swimming — you name it. But do something that gets your blood flowing and gets your mind in the game." The biggest obstacle for people developing workout routines is putting in extra effort to make them work. To make it easier on yourself, Willink said, prepare your workout gear at night so that you can throw it on as soon as you slide out of bed.
"Don't think in the morning," Willink said. "That's a big mistake that people make. They wake up in the morning and they start thinking. Don't think. Just execute the plan. The plan is the alarm clock goes off, you get up, you go work out. Get some." To facilitate this, make tomorrow's to-do list tonight. You already know what you have to accomplish tomorrow, and you're better off planning your day out quickly and efficiently.
Willink made a habit of getting on the ground with his legs elevated either on a bed or on his rucksack, setting his alarm for just 6 to 8 minutes. As a SEAL, his exhaustion would cause him to actually fall asleep, but even the extra rest is, surprisingly, quite eff5. Ignore your office's free food. Willink's diet is primarily based on meat and vegetables, with very few carbohydrates, and while he doesn't recommend you adopt his specific diet, he says anyone could benefit from discarding the habit of eating free food at the office. He said that when people want to be nice, they'll bring in some comfort food to their break rooms, but "They're actually sabotaging the health of their coworkers." "So what do you do in those situations?" he said. "It's really easy. Don't eat. Don't eat the donuts. Don't eat the bagels. Don't eat the slab of pizza." Skip the free food and either get something healthy or skip snacking completely, he said. DAILY ROUTINE • Willink wakes up every morning, even on the weekend, at 4:30 a.m. Does his workout based on weights. He's got a four day workout rotation (pull, push, lift, squat), and each day's routine is preceded by a warm-up and followed with core exercises and cardio work. This can be replaced with swimming, running or other forms of excercise etc. If he has time afterwards, he goes surfing on the beach. Willink grew up in Connecticut but moved to San Diego for the SEAL base there, and decided to stay. He likes to take advantage of living near the beach, and if it's not surfing weather, he might go for a run on the sand. • After a shower, it's time to tackle his to-do list, which he prepared the night before. This often includes hours of research for his podcast. • Willink skips breakfast but will have lunch between 11 and noon. He keeps it simple, typically eating grilled chicken and some vegetables. Willink roughly follows the Paleo diet, which is essentially unprocessed, hormone-free meat, fish, vegetables, fruit, and nuts. It's a low carbohydrate diet. He also has a fasting regimen, in which he'll do a 24-hour fast about once every two weeks and a 72-hour fast once per quarter. Willink, goes for tea instead of coffee. • Willink will meet up with his podcast producer Echo Charles at least once a week to hash out a podcast episode. Recording sessions run an average of three hours. (Replace this with meeting with your manager, mentor or other high performing sales execs) Then starts going through his to-do list, set from the night before. • 5:00 p.m - A Navy SEAL master chief introduced Willink to Brazilian jiu-jitsu, and he fell in love with the sport. He even goes so far as to say that it's the best martial art anyone can learn. He told us: "Not only does it get you in good physical condition. Not only does it teach you how to defend yourself. ... It also is intellectually challenging and you constantly have to learn to adapt to new moves." (Replace with other sports or playing music – tennis, football anything you enjoy etc) • When he gets home, it's time for dinner. Willink typically goes for steak and vegetables, and eats at 8:00 p.m. In addition to his meals, Willink takes krill oil. • As the night winds on, Willink likes to spend some time with his family — he's a married father of four — and will often get some guitar playing in. (replace guitar with other recreational hobby or passion or creation – no TV) • Before going to sleep around 11, Willink will prepare the next day's to-do list. And as mentioned earlier, he'll lay out his gym clothes, so that when he wakes up the next morning at 4:30, he doesn't have to think. "Just execute the plan," he said of his routine. "The plan is the alarm clock goes off, you get up, you go work out. Get some." [link] [comments]  |
| Critique my resume and cover letter (switching careers from hospitality to B2B sales) Posted: 11 Jan 2018 11:08 AM PST I'm looking for any feedback, critique, guidance on my resume and cover letter. Both documents are just a start. I'm looking to switch careers after a good run in hospitality to sales so I have no previous experience in B2B sales. https://imgur.com/NGKzUxl https://i.imgur.com/O9iaVUl Any thoughts and feedback would be greatly appreciated! [link] [comments]  |
| Posted: 11 Jan 2018 10:30 AM PST I sell medical devices/capital equipment to private practices and the occasional hospital. I need to be proactive to get this new position off on the right foot. I would like to have a plan in place before I make the hire, and would love it if someone can recommend one I can use as a reference. Thank you! [link] [comments]  |
| Interviewing for the same role, again Posted: 11 Jan 2018 04:26 AM PST Hey guys, Has anyone interviewed for the same role before? I made it to a final round of a sales engineering role but didn't get the spot because other candidates had a better pitch and value prop than I did, and sounded more enthusiastic. This feedback was given by the recruiter over the phone. I'd like to work at the company at some point in the future since all the work is done remotely and it has a team KPI, does anyone have any idea how long I should wait or how it works? Thanks. [link] [comments]  |
| Posted: 10 Jan 2018 05:02 PM PST Sorry for the mistake in the title, I was tired. Hi guys, I work for an international financial institution, I get paid 50K a year (with 0 benefits, not even health care) and I work exclusively from home. I speak 3 languages but I don't have a college degree.** I have a quota but I don't get paid commission**. It's basically reach your quota of accounts opened or you are out.
My job consists of calling leads that applied to open an account with us. I have to interview them and see if they get are a good fit. If they are, I'll send them forward and they'll have to send us a bunch of documents before we can open an account for them.
A lot of those organic leads are garbage (invalid phone number, fraudulent activities, incoherent information etc) and even if they pass the initial interview process, they often never send us the documents required to open the account.
I also receive leads from referral agents (people pay these referral agents to introduce them to different financial institutions and they take care of the documents). These are the good leads because people are more serious (they pay for the service) but there is a limited amount of referral agents that work with us.
When I started, I was assigned 3 referral agents and I quickly realized that I had to hustle. I'm very driven and I started building relationships with these referral agents. I started calling them, shooting the shit with them, sending them chocolate on New Years and offering a personalize service. They adore me and whenever they have leads, they always think of me. It's good for me, but it's also good for the business. None of the other guys do that. They just talk to them via email and that's it.
Now in a period of 8 months, I went from being new to outperforming everyone by a large margin. The CEO is happy but the other guys are complaining because whenever a referral agent sends a lead, he puts my name on the application. So all the good leads are going to me and the other guys have a hard time reaching their quota. My sales manager told me that from now on, the good leads are going to be automatically divided among the other guys.
I'm quite pissed. I worked hard to build these relationships. Is this common? Also how hard is it to find a sales job that pays 50K base + commission in Florida?
Thank you, [link] [comments]  |
| I got a new job offer looking for advice Posted: 10 Jan 2018 05:56 PM PST Currently I am a university student in Manitoba, working as a supervisor at a grocery store. An 'interesting' job opportunity came up where I could be working in Vancouver selling Telus internet door to door. The problem is, is that your salary is purely based on commission, so if I don't get sales I don't get paid. The company claims the average salary to be ~4500 a month (which to me personally doesn't mean anything, they can claim whatever they please, plus I'm usually skeptical when it comes to salary statistics from a company). The company says they will provide the following: Housing Utilities Transportation within Vancouver Access to company vehicles. My worry is not being able to make sales and going into the red on this venture, as money is not guaranteed. Personally I have no problem selling products to people, I just feel the door to door model isn't perceived well, as personally I don't want to buy products door to door. Any advice on this would be greatly appreciated, thanks. [link] [comments]  |
| Sales Pitch Makes a huge positive difference Posted: 10 Jan 2018 11:14 PM PST "Tea !Tea!Tea!" the voice of tea vendor in train coach woke me up from my sleep. "Train might have reached some station" I thought and pulled my blanket and tried to sleep some more time. Tea ! Tea !....soon the voice vending tea became quieter. I looked at time .It was 6 am . My destination was still two hours away. I got enclosed in my blanket trying to sleep. I must have gone to sleep as this time I was woken up by another voice. "Try tea flavoured with ginger and cardamom. Special tea ! Special tea !" 'This was another vendor who must have boarded from a different railway station, I thought "Ginger ,cardamom flavored tea !" vendor was just passing through the aisle Hawking his stuff. "Ginger,Cardamom flavoured tea" I muttered to myself and sat up on my train berth and called him "Hey !just get me a cup of tea. What made me got up from sleep to have tea ? It was not the prospect of a cup of tea. Because a tea vendor was Hawking his stuff also an hour back. If it were tea I would have had tea an hour back. But it was the selling pitch of different tea vendor 'Ginger ,Cardamom flavored tea' which made me not only wake up and take notice but also to wake up and have tea thus helping in sales of tea vendor. Sales pitch with a unique value proposition makes products and sellers stand out in a clutter of so many ME TOO products with little differentiation among similar looking products. So instead of competing only on price try having a different 'sales pitch' which evokes interest in the customers and see a change in your results. I am saying this because our team just increased our sales better than industry average by selling products at prices better than competitors. Sales Pitches for different products were one of the reasons for a remarkable sales performance.
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| Advice for Next sales job/career path Posted: 10 Jan 2018 07:22 PM PST I'm about to hit 1 year as Account Executive in Southern California selling advertising and marketing tools to Realtors and I'm looking for some advice on where to go next in my sales career to increase my salary and earning potential(current pay is 30k base and I'm on track for 50-55k with commission). Current company doesn't have any growth or salary opportunities I mainly took the position to build up my skill set and resume as most companies were looking for at least 1yr inside sales. Thanks in advance for any advice [link] [comments]  |
| A free list of all the best sales videos, books, movies, podcasts and tech. Posted: 10 Jan 2018 02:23 PM PST I think my previous post may have been deleted because I linked the site for someone in the comments. Lesson learned. I've designed a website to help sales reps, managers and business owners find tools to improve their sales processes. It includes the best sales resources and tools by category. I really appreciate people giving their suggestions, I cross-referenced them with the best-rated software reviews and have included the top quality ones. I've seen questions on this sub about various facets of sales such as tonality and persuasion, so I compiled the most helpful videos, books, movies and podcasts on the site too. Please note, this is completely optional and free for you to use. Full disclosure: in order to hopefully support the site, I have included Amazon affiliate links with the books and movies. However, there is absolutely no obligation, or pressure, for you to buy anything, let alone even check out the site. There's a free eBook I wrote that combines 3 of my previous posts into a "cold outreach" framework. The response from this sub has inspired me to continue writing, so I have improved the text to give a little more clarity. As per the sub rules, I will not link to the website here, but I will be more than happy to send it to you via PM if you would like. Regards, Michael [link] [comments]  |
| Do sales leaders have to be a good closer? Posted: 10 Jan 2018 07:10 PM PST We have an SDR manager that seems to be the whole sales team advocate. Posting articles on LinkedIn..running sales training..etc Never closed a deal in her life. Is this right? [link] [comments]  |
| Posted: 10 Jan 2018 03:04 PM PST Hi I have the opportunity to do solar sales with some friends. Should I go through with this opportunity? I am only 21 years old and would like to hear anyone's insight on this [link] [comments]  |
| Posted: 10 Jan 2018 01:48 PM PST I'm a little weary asking in public in case they see but basically I'm not sure if the whole thing is legitimate? If anyone can lend me a bit of their time it would greatly appreciated. [link] [comments]  |
| Need advice on current job situation Posted: 10 Jan 2018 03:35 PM PST I've been at my first sales job in copier sales for the last 4 months. It's with a small, but growing, distributor. Member of the Inc 500 fastest growing companies (I'm not sure if that's a big deal but they talk about it like it is). I think I'm geared to a sales career. I'm a problem solver. I'm personable. I'm eager to be successful. In my short time hear I feel like I've learned almost nothing about actual sales. There was absolutely no training program to speak of with either product knowledge or actual sales skills. I'm a believer that we should be watching successful reps to learn from them but that hasn't happened to any significant success. They just threw us on the phones and told us to set appointments. They said we just need to set appointments and then let our manager run them so we see how they're done. Thing is, that hasn't really happened. We finally have been getting good enough to set some appointments, but initially my manager was having me run them when I literally knew NOTHING about the industry or a sales meeting in general. It was an embarrassment for the company. Eventually I did ask him to run some of them and he did, but it didn't take long to see he has a very limited tool box. Pretty much the exact same thing every single time including rehearsed jokes. Anyway, of all of the appointments we've been on he/we haven't been able to get a single deal signed. On top of that, of all the new reps we have been at the company for a combined ~24 months. Our quota was set at 25k per month. Of the 24 months we have all been here, ZERO times has a single rep hit the 25k. Yet the just raised our quota a massive 40% to 35k. Wtf is that?! The owner is a hot head. He's a good salesman but I don't know about his ownership qualities or at least the company culture he promotes. He's bipolar and regularly cusses out/screams bloody murder at various staff with no regard for who can hear. I wanted to not only make it a year in this job, but also successfully make some sales before I looked to get a new job, but I'm wondering if I should just start looking now and try to explain to companies that the situation was not worth seeing through. I'd really like to hear some of your advice as I'm leaning toward exploring options today. Also, if I look for a new job what industry should I look in. Copiers seem like there is no way to differentiate you from anyone else. I just don't see where the room to really thrive is. [link] [comments]  |
| Selling P.O.S. payment processing services? Posted: 10 Jan 2018 06:18 PM PST I have an upcoming interview with a recruiter from a company that sells card payment processing hardware and software, which I'll reveal the name through private message. I found the company on LinkedIn and read through the website. They supply everything a representative needs to get started, and even offer salaried and commission compensation rates. They appear to be legitimate. What are your thoughts? Is P.O.S. payment processing a lucrative sales gig to get into? [link] [comments]  |
| Posted: 10 Jan 2018 05:38 PM PST Hey all, Currently I work at a big telecom company in Canada as a Sales Consultant, selling to every day people and small business owners as well. Selling to small business owners is my favourite part and I have done everything from creating quotes, selling over the phone, following up via phone and email, and providing after sale support in case any problems arise. I also have the most smb sales in my store. I'm nearing almost a year here and I'm starting to look for the next step. The problem with my location is that we're in a low volume mall, so I can go through multiple shifts without talking to a single person. I am only 19 years old however and go to school part-time (nights and weekends + online) and will be obtaining my diploma by the end of the year. Money isn't an issue as I live with my parents and only pay for my classes and car expenses. So I don't need a huge salary increase or one at all, just the normal base + commission. I'd like to however work more with smb owners and do more cold calls, client meetings, presentations,etc. So my question is, what jobs should I be looking for? Any suggestions for certain industries? I'm open to anything, just looking for some good perspectives from you seasoned reps that have moved around. [link] [comments]  |
| Posted: 10 Jan 2018 01:37 PM PST Hey r/sales. So we're a B2B software vendor with 2 SDRs to each senior AE. We've recently lost the regional SDR manager and the senior AEs are being asked to step in and take over day-to-day coaching of their SDRs until one of them is ready to naturally step into the regional SDR manager role. They're all far too junior as it stands. I need some better metrics other than # calls and # demos booked, has anyone been in this position before and what metrics do/did you use? [link] [comments]  |
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