Don't take a "no" from someone without the authority to say "yes". Sales and Selling |
- Don't take a "no" from someone without the authority to say "yes".
- How do I follow up in transactional B2B?
- Web design/SEO sales or software sales?
- How do I legitimately move on from "no". As in, not turn it, solve it, just move on, pride intact with the same vigor and enthusiasm for the next person. How do I accept failure with grace, and simply accept that the no has happened and it's okay? Looking for high contact/low conversion industries.
- Educational publications sales: standard commission practice question
- Center of Influence Connections?
- Our company has a very limited number of potential accounts in the UK - advice on how to manage this?
- How often are you guys able to flip someone from an initial no to a yes?
- What are some things I ask in a interview to see if a company is stable?
- Would you take a demotion to work at a better company?
- I want to excel!!
- How do you remember people? My bad skills at remembering people has just cost me a client.
- Asking current clients for referrals.
- Withdrew from Med School, truly believe Sales is my passion. Looking for any and all advice.
- Designing my own compensation plan
- Starting to question my company and whether this job is worth pursuing any further?
- About to start AT&T Sales Job and I'm looking for good books to read, audio books to listen to on the way to work
- How Dunkirk helped me reinforce my sales methodology
- I would like to start my software sales career as an SDR for Salesforce, how can someone like me make it happen? What do they look for in SDRs?
- Why are so many people so averse and disgusted by the prospect of working in sales?
| Don't take a "no" from someone without the authority to say "yes". Posted: 09 Feb 2018 07:10 AM PST Great little phrase which is totally true. If your sales comes with a lot of rejection - keep this in mind. 1/2 the people that tell you no, their role within their own organization prevents them from saying yes. You might just need to aim higher within the prospect's organization. [link] [comments]  |
| How do I follow up in transactional B2B? Posted: 09 Feb 2018 08:23 AM PST Hi All, I work in transactional B2B selling supplies to customers. While I am the top sales rep on my team, one issue I am running into is when to follow up with customers. I sell consumables and my team, like most sales teams have monthly sales targets. My customers however, even when they tell me they are going to order tend to put off sending PO's to me which makes it really difficult for me to properly outlook when my sales are going to close. Naturally I want to follow up and figure out when they are going to order without bugging them. Does anyone have any tips on how to tow this line? Also, I know one area I need to improve on is trying to get them to outlook this on the initial call so I don't run into this issue altogether. Any help would be greatly appreciated! [link] [comments]  |
| Web design/SEO sales or software sales? Posted: 09 Feb 2018 11:11 AM PST I just started a month ago at a web design/SEO company and went through training + closed my first deal, but I'm considering if this is the best career path for me. I make a base salary of mid $30K with OTE to be near the $60-70K mark. I'm in my mid twenties and have been reached out by a few recruiters from software companies for SDR positions with base salaries of $50-60K and added commissions. My plan was to work at my current company for about a year, crush it here then move on to software or other career paths that take me to enterprise level sales opportunities, but is this not the best way to go about it? I've only been here for about a month, and I'm curious if my plan is ideal or if I should join a software company now and leave my company after only a month. [link] [comments]  |
| Posted: 08 Feb 2018 06:17 PM PST |
| Educational publications sales: standard commission practice question Posted: 09 Feb 2018 08:08 AM PST I am a programmer who writes systems so that sales people can submit sales and get paid commissions on those sales. I have run across a situation with sales reps who sell educational publications to schools, school districts, etc. According to educational publications sales reps, they are not used to having to claim which sales they made in a state; rather, they are given credit for all sales in that state. However, the company that produces these educational publications also sells directly to individuals and companies who contact them directly. I imagine some of these direct sales come from talking to sales reps, but I'm also sure that some of these direct ecommerce sales come from someone Googling to do research on a curriculum for next year. Is it still true that educational sales reps get credit for all sales in their territories? [link] [comments]  |
| Center of Influence Connections? Posted: 09 Feb 2018 06:04 AM PST I'm working on trying to network with and build relationships with as many different type of COI's as possible. The biggest hurdle I'm coming across is how to approach them when it's through an email or phone call. I don't want to come across as "hey I'm really good so send me business... I can really help I promise", but want to make sure there is enough value there to justify them taking time out of their day to grab lunch or something. Anyone have any suggestions on best way to reach out to these types of people? Lawyers, accountants, commercial lenders, etc. [link] [comments]  |
| Posted: 09 Feb 2018 02:30 AM PST Hey there. We are selling medical devices in the UK to a new market, and the product is a legitimate new treatment for a number of conditions. I seriously believe in it and it is the reason I joined the company over other, higher paying (but more traditional) medical device roles. However I would also like to make real money too. My problem is that we are targeting private medical clinics and there is only a certain number of them in my territory. I have researched account-based selling and it seems this strategy is used on larger corporate companies. I would like to know what I can do to maximise my appointments and presentations, as the traditional cold-calling techniques I've used (put in the numbers and eventually you'll get sales) have led to a lot of stone-walling and I've already exhausted all my potential leads. Any help here would be much appreciated! [link] [comments]  |
| How often are you guys able to flip someone from an initial no to a yes? Posted: 08 Feb 2018 05:06 PM PST Hi guys, beginner at B2B enterprise sales (doing this for 1 year). Been reading as much as I can here and in books, practicing scripts, and have been doing a bunch of calls. I keep trying to use SPIN, use data, manage objections, challenge with new ways of thinking, etc. But I just keep finding that the sale is basically determined at my first opening question where I ask if they've found that the area we're focusing on is important but there are some challenges to what they've been doing(very broad question). Either I get: "yes that sounds like an area we've been thinking about" or "no not all our company is perfect, that sounds not at all relevant" and no matter what I do, nothing can change their mind from this initial reaction. I'm wondering if this is something I have to learn to deal with and play the numbers game since some people are either really defensive or just more agreeable people or if I'm just a bad salesman. Literally yesterday I had someone say in response to my first question "we experience 100% what you describe" and today someone said "that's not at all a problem here. We don't have that at all. Other companies may need it but we are perfect" and I could not get him to acknowledge anything I said. [link] [comments]  |
| What are some things I ask in a interview to see if a company is stable? Posted: 08 Feb 2018 04:51 PM PST I possibly have an interview with a small company which was acquired by a major tech company within the past two years. The glassdoor Reviews looks very good, but my gut tells me there are some more things I should try to figure out about the company, but I'm not sure what. What questions should I be prepared to ask a startup to show signs that they are stable? When I say stable I mean as Long as I hit quota there is a 95% chance I keep my job. [link] [comments]  |
| Would you take a demotion to work at a better company? Posted: 08 Feb 2018 05:46 PM PST Hey all, I work as an AE for the Midmarket for a startup company of about 200 people. Performance-wise I am overachieving but the company has it's growing pains. The marketing and branding is kind of finding itself and the leads we get are not as qualified as we'd like. We are doing our own prospecting with no BDR support. Overall this company won't be the next "big thing" but will most likely be acquired by a larger corporation down the road (CEO has a background of taking over companies and selling them to IBM, CA, etc). Recently I was approached by one of the hottest companies in the software industry (think the likes of Google, Apple, Amazon) for a role. They want to bring me on as a BDR. I'd be walking away from a solid job as an AE midmarket but the leadership and learning at this new company would be more beneficial for my career long term. Think of it like... You currently attend a B-league college (3rd year) and crushing it.... then you get an offer to start all over again in 1st year at an Ivey league school (Harvard). Comp-wise it would be only $5K less base than what I would be making, I think I'd be able to crush the quota and surpass OTE numbers regardless. I like my current team and manager but feel as though I am not learning as much as I'd like. I am still relatively young. Would you do it? All ego aside, leave a nice title and promotion for taking a step back to work for one of the most exciting companies in the world? EDIT: At my current company I was once a BDR but promoted to this AE role. [link] [comments]  |
| Posted: 08 Feb 2018 02:51 PM PST I just started in the car business and am struggling to sell more than 12-14 cars a month how do you 20-30 car guys do it? Help! Only been in the business about 4 or 5 months but I want to beat everyone else and become the best [link] [comments]  |
| How do you remember people? My bad skills at remembering people has just cost me a client. Posted: 08 Feb 2018 07:31 PM PST I was in the shops trying to pay and wrangle my 3 year old who was running around when I got greeted by a guy. I had 3 hours sleep the night before and drew a complete blank on who they were. I wasn't even sure if he was a client, someone I had quoted or a dad from my daughters school. Turns out it was a client that I have dealt with for over a year. In my defence I have only ever met him twice months ago even though we speak often on the phone. He got incredibly upset that I didn't recognise him and has cancelled the business with me. He seemed to feel that some how I wasn't a "genuine" person to deal with because of this. As much as I think he was being an ass - his business is a terrible player and I 2as going to can him anyway - I want to do better at this kind of thing. I talk to lots of people and am honestly bad remembering names and faces. [link] [comments]  |
| Asking current clients for referrals. Posted: 08 Feb 2018 06:44 PM PST Hey All, Have a bunch of current clients that tell me all of the time they are happy with me and the service that I offer. Want to start asking them for referrals. I know I can come right out and do it, but does anyone have any tips as to how they go about it? [link] [comments]  |
| Withdrew from Med School, truly believe Sales is my passion. Looking for any and all advice. Posted: 08 Feb 2018 03:54 PM PST I'm a 24 year old Iowa native, with a B.S. Degree in Kinesiology from Iowa State University. My next step was medical school. After dragging my way through the first year of Medical School, I made the decision to steer away from this career path. The difficulty nor the stress was ever a problem, the career as a whole was truly changing me as a person in all the wrong ways, and the last thing I wanted was a career choice to completely change me in such a negative way. All through high school and most of undergrad, I made most of my spending money through self-sales, whether it was buying items in bulk and selling individually or buying underpriced items off of resale sites and reselling for a good profit. There were a few smaller, part time jobs scattered throughout including a summer working at a clothing retailer in my hometown, and another summer running our local aquatic center (minor Management and concession), both giving me a little feel for sales but only racking up a total of 4 months of minor sales experience. I absolutely love buying and selling items for a profit, and I'm good at it. All of my friends like to give me shxt about it, because while they are all working their butts off and trying to balance that and school, I was making my money by checking craigslist through out the day. Anyways, that's a little background about me regarding the topic. I have superb communication skills, great with negotiations, I'm extremely dedicated, and always motivated to succeed. I've spent the last couple of months doing a lot of research, ton of reading, and constantly checking out this subreddit for any advice. While trying to learn as much as possible these past months, the excitement and desire has come back, which provides me with more assurance that I'm making the right decision. Aside from the desire and excitement, I honestly believe that I could be successful in this industry. The only problem is, I don't have that "real" experience that businesses ask for prior to applying. I have experienced sales as an individual, but not at the professional level that these companies are looking for. ANY advice or guidance will not only be appreciated, but will be taken to heart during this slightly scary, yet extremely exciting journey. Thanks in advance [link] [comments]  |
| Designing my own compensation plan Posted: 08 Feb 2018 09:25 PM PST Any BD guys here? I've been asked for input on my own comp plan, income to BD from sales. We have 10mm to spend to grow our business. I'm making the purchase recommendations and executing the sales. I just hit my sales goal for this year (high five! 4 huge contracts came through out of 5 in my pipe). Now I'm focusing in on investments and strategy. No shares are available, so it can only be monetary. We're government owned, so I make a bit less but I get good benefits. Thoughts? [link] [comments]  |
| Starting to question my company and whether this job is worth pursuing any further? Posted: 08 Feb 2018 05:20 PM PST Currently working inside sales in the health insurance industry. Recently I've been having to check myself about whether this is the company I would like to help build up or the reputation I would like to foster for myself. I see sales being my career at this point and am a bit confused by all the bells and whistles that get thrown around with very little "honest" feeling information. I do not want to post the company name publicly, but if anyone is familiar with the health insurance industry could you please message me? I am very much so interested in sales, especially professional sales but do not know if I am in the right starting place. [link] [comments]  |
| Posted: 08 Feb 2018 01:13 PM PST I am about to start a retail sales job. This one pays more than any previous job I have ever had. I am pumped up to start doing this and I have always loved the challenge of sales. I want to be the best and I am looking to spend the next 9 days and (every day for that matter) reading about successful sales strategy, listening to audio books etc. If anyone has any recommendations that could be applied to the retail sales environment or even universal principles, I would be greatly appreciative. I want to be the very best at this office.......that no one ever was. [link] [comments]  |
| How Dunkirk helped me reinforce my sales methodology Posted: 08 Feb 2018 08:05 PM PST I recently watched the movie Dunkirk (no spoilers), and was floored. It was a fantastic movie. For those who haven't seen it, it's a story of rescuing 400k troops off the French beaches during WWII as the British Army was surrounded. The first hour of the movie is dedicated to showing the hopelessness of the soldiers' situation. Many thought they had found rescue, only to end up dead or back where they started. During that hour of hopelessness, director Christoper Nolan makes you feel the pain and suffrage of those soldiers. Without that hour, the ending of the movie wouldn't have been nearly as powerful. If we just skipped straight to the rescue, it would have been merely a documentary rather than a film. This resonated with me from a sales perspective for some reason... as a salesperson, we could skip directly to the end of the movie and offer the solution we sell. However, it wouldn't be nearly as powerful. If we want to be impactful, we need to help our customers wade through the pain they're currently experiencing. Only then, can we help them truly appreciate the impact of our solutions. What do you guys think? [link] [comments]  |
| Posted: 08 Feb 2018 07:04 PM PST I am sure the first thought that will go through you guys head is "get in line" but if that is all I wanted to hear, I wouldn't have asked this question. Thanks in advance to anyone kind enough to help me make it happen. This sub has been a goldmine of information for me so far and I wanted to ask this question. I am currently job hunting to leave the company I am at now and I have a few opportunities that might happen but my ideal one would be Salesforce. Now I have already been rejected twice for an SDR opportunity there late last year and that was after getting a referral from an internal employee, the biggest obstacle was that the recruiter did not see me as a good fit and thus tossed my resume away. I am at a company that is pretty well known in its niche but my role is more along the lines of Account Manager/Customer Success as opposed to cold call sales, this is my first job out of college and I have been here a year. Now I have had to retain customers, do upsells, cross-sells, and have been a great performer in my role. This is my first job out of college and I have been here for a year. I want to start my career in software sales and Salesforce is the company number one on my list. I am willing to move cities if I have to but I wonder if after getting rejected already, if I am blacklisted from there. Moving forward, how do I go about getting the SDR opportunity? Should I just give up on it for now and apply years later for another sales position at Salesforce? My obstacle right now is getting to the interview process itself and getting past recruiters themselves as my friend told me recruiters have the final say in who can get the interview. I feel like if I can get the interview, I can impress the managers enough to take that chance on me and I truly believe I can shine at Salesforce. Also one final question for anyone kind enough to answer: Assuming that it is just not possible and the recruiters at Salesforce just don't see value in someone with my background, which seems to be the case so far, do you have any other quality companies that you recommend I take a look at? [link] [comments]  |
| Why are so many people so averse and disgusted by the prospect of working in sales? Posted: 08 Feb 2018 05:16 PM PST Sales jobs it seems like are seen as a negative these days. Like its a way for companies to take advantage of people. I don't get it. The only thing the company asks is for you to provide value by bringing in customers and you get a cut of the proceeds. The better you do, the harder you work, the more you can make. That sounds fair to me. Then why are so many people downright disgusted by the prospect of working in sales? [link] [comments]  |
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