Networking with Each Other in /r/sales to Exchange Leads 2018 Sales and Selling |
- Networking with Each Other in /r/sales to Exchange Leads 2018
- I registered my tax service domain and unfortunately didn't click "private registration". now i get to practice my phone pitch to half of india.
- Why B2B Sales Still Has A Crucial Digital Gap: And How to Fix It
- If it hasn’t been said already - happy end of month everyone!
- Sales Professionals, we need your help! (short survey)
- What platforms/technique do YOU use to optimize your day?
- Phone sales
- Tech Consulting (IBM, Accenture) as a shortcut to Sales roles closing larger deals?
- Question about "Field Overlay" Inside Sales Roles
- I have an interview for a sales internship with a large tech company.
- Is sales really a good career choice?
- Would it be possible for a teenager to get a job as a car salesmen
- Sales in Toronto
- Smart Questions to Ask to AE and SDR in a company you interested in (Informational Interview?)
- First B2B sales job
- Cold Email vs Cold Call Response Rates
- Good ROI Value Propositions?
- Let's Talk About How to Overcome D2D Objections in the Greeting (ex: "I'm not Interested")
- Anyone sell to apartment complexes or property managers?
- Critique my Cover Letter & Resume
- Account Executive Role - SaaS
- Am I Stressing About Job Security Too Much?
- Questions regarding the resale of leads generated by my company.
| Networking with Each Other in /r/sales to Exchange Leads 2018 Posted: 28 Feb 2018 05:33 PM PST It's been about a year so I'm bringing the networking thread back for another round. Original/previous posts here: https://www.reddit.com/r/sales/comments/4dwvyv/networking_with_each_other_in_rsales_to_exchange/ https://www.reddit.com/r/sales/comments/5fjh3m/networking_with_each_other_in_rsales_to_exchange/ Use this format for posting your reply: Product: Be as clear and detailed as possible here. Most of you have been decent at this but I wouldn't just throw up "MSP and general IT solutions" and be done with it. I sold IT and let's face it, you can't specialize in everything even if your company has the expertise to do it all. Get granular, get detailed. Write an essay lol. Territory: Where are you allowed to sell but perhaps more importantly, where are you focused on. If you say "Nationwide" and someone is just focused on Texas, the Texas salesperson can work with you but chances are the number of leads that the Texas rep will get will be fewer because you're all over the place. Certainly tell us that you're nationwide if you are but trust me you will catch more attention if you show a narrower focus as well. Company Size: This is the size of companies that you are going after and not the size of your company. I realize that this is a broad range for most of us but try to trim it or go into detail on what size of companies you sell to. For example, I can sell to pretty much any size of company. I'm happy to sell one headset to some guy in his home office. I sure as hell don't want to do it all day though. On the other end of the spectrum I have several Fortune 500 accounts that buy thousands of headsets from me. I don't focus on F500 though because my margins are horrible and they are incredibly high maintenance. But I'll sure take them. In my profile below I state that my sweet spot is 400-1000 employee companies. I get great margins from these companies, the sales cycles are relatively short, I don't have to talk to 9 decision makers to close a deal and they are generally easier to get on the phone. Ideal Partners: This means what kinds of companies that you want to partner with, not sell to. People mix this up quite a bit. If you're not sure what type of companies will make good partners, send me a PM. I have helped a lot of people figure this out. Some of you sell some pretty obscure shit so it can be a challenge but I have gone as far as calling your competitors to talk to senior level salespeople to pick their brains. [link] [comments]  |
| Posted: 01 Mar 2018 06:47 AM PST 20 something incoming calls a day go something like this~ (in India accent): Hello I'm ____ im calling about ******taxservices.com Me: yes thats great. we are a full service accounting and tax firm. we have several solutions to offer based on your business......(keep asking open ended probing questions till they hang up on me) [link] [comments]  |
| Why B2B Sales Still Has A Crucial Digital Gap: And How to Fix It Posted: 01 Mar 2018 07:39 AM PST Hey there Redditors of /r/sales, just wrote this and thought it could be of value. What do you think about B2B sales tech/analytics chasing B2C? When Amazon launched in 1995, it flipped the B2C market on its head. Consumers had a new way to shop, and other companies were forced to react. Over two decades on, many brick-and-mortar stores that failed to adapt to digital technologies are no longer around, while others struggle to compete. Initially, the old B2B model of resellers and wholesalers buying goods from the same manufacturers and enjoying long-standing relationships with customers meant that the Internet had little effect on sales and account management. However, as the influence of Google grew and more people went online through laptops, smartphones and tablets, buying behaviours changed. According to Forrester, 90% of B2B buyers search online for the services/solutions they need, while 77% of the buying process is complete before the buyer makes contact with a potential supplier. The change in consumer behaviour that the internet forced on the B2C sector has naturally influenced the B2B market. B2B buying is more like B2C than ever.Nearly half of all B2B decision makers, internal influencers, brand advocates and budget holders are millennials. Millennials that have grown up with the internet, browsing sites like Amazon and Google on their smartphones. Andy Hoar, VP and principal analyst of e-business at Forrester, says that: "What we've seen is that all B2B buyers are also B2C consumers. It's not like someone has a great experience on Amazon or Sephora or Target.com or Jet.com and then goes to a B2B-centric site and dramatically lowers their expectations." Unfortunately, the gradual change in buying behaviour has left B2B playing catch-up. And while significant headway has been made in recent years, B2B still lacks the maturity of B2C in digital adaptation. McKinsey & Company's Digital Quotient, which evaluates "18 management practices related to digital strategy, capabilities, culture, and organization that correlate most strongly with sales growth and profitability" scores B2B at an average of 28 compared to B2C's average of 35. The potential for B2B companies that bridge the digital gap and embrace online technology, however, is huge: digital leaders — led by the SaaS industry — drive five-times more growth than their peers. Fixing the digital gapDriving more sales as a B2B company online involves mimicking what has worked for B2C companies — going "all-in" on digital tech and using the tools and channels to your advantage. Investing in digitalSucceeding in any market requires investment. Online, this means investing in the technology and tools to help you reach and engage prospects, and investing in staff so that they can use them effectively. A study by Boston Consulting Group (BCG) found that the best B2B digital performers — digital champions — invest significantly in B2B sales, dedicating around 8% of revenues to improving sales capabilities over the next five years. That's double the amount that digital beginners invest. Champions also commit more to training — helping staff move from cold calling to warm selling based on data analysis — and adopt the best tools for better customer insights. Analytics-led customer journeysAnalytical tools have helped to massively improve the sales process for B2B and B2C companies. Through website interaction and data capture, companies no longer have to rely on cold calling. Analytics can be used to segment website and social media users by age, location, job title and company size. Intelligent software, such as instant demos can take things even further, using conversational lead capture to engage prospects from the outset and data enrichment to gives sales teams a fuller picture of a lead. This info can be used to create customer profiles and qualify leads for higher conversion rates. Multi-channel approachRelying on a website alone for sales isn't enough. You have to be everywhere. "B2B buyers who interact with multiple channels, such as field sales, online web stores, and so on, spend more than those who only purchase from a single channel." - McKinsey & Company The average B2B customer uses six different channels over the course of their decision-making journey, so it's important to create consistent experiences across all marketing, sales and support channels. Email, website, social media, chat, mobile and online communities are the channels most commonly used to initiate engagement. Video, blogs, podcasts and webinars are also popular. The content you put out across various channels is a key factor in how prospects engage. 51 percent of B2B customers are put off by irrelevant content. Instant demos are a powerful tool in the multi-channel approach for several reasons:
B2B e-commerce is expected to reach $1.2 trillion by 2021. Now is the time to get on board with, and improve upon, what B2C companies started. [link] [comments]  |
| If it hasn’t been said already - happy end of month everyone! Posted: 28 Feb 2018 07:39 PM PST Watching the wins roll in for the first time in 7 months as a sales manager and couldn't be prouder! [link] [comments]  |
| Sales Professionals, we need your help! (short survey) Posted: 01 Mar 2018 08:22 AM PST I work for a sales and marketing analytics company that is in need of your help! We are looking to bring our sales analytics engine, previously only available for senior leadership in larger companies, to individual sales people to help them leverage insights from their data to close more deals. We're very early in this process (pre-beta testing) and need input of sales professionals like you! My ultimate goal is to better understand WHAT sales reps want to see and HOW they prefer to access analytics, yet not take away from the activities that help win more deals. Please take this 3-minute survey: http://www.surveygizmo.com/s3/4212221/Democratize TL;DR: We're developing a new sales tool and your input is needed. [link] [comments]  |
| What platforms/technique do YOU use to optimize your day? Posted: 01 Mar 2018 11:23 AM PST Obviously, we have to do a lot as sales people and often times that includes client servicing. Using Pomodori to focus has been great, however, I have been struggling remembering the tasks that I need to complete for clients/leads because I either miss,lose, or never set the reminder to do so. I need your suggestions on task management platforms or techniques that you use to easily create a reminder that is difficult to miss or forget. [link] [comments]  |
| Posted: 01 Mar 2018 04:56 AM PST Hey guys, I'm starting a new job at a customer relations firm, B2B cold calling. Now I have some experience with cold calling but never in a business to business setting. Im male and have a good voice for the phone. I do find however, that I have trouble getting the upper hand in a conversation without being overpowering. To put it simply, I monologue. Also, I often fall into a forced, unnatural voice (after a long day) when I do my pitch. Finally, I could use some pointers on 'closing'. What tips and/or advice can you give? Thnx in advance! [link] [comments]  |
| Tech Consulting (IBM, Accenture) as a shortcut to Sales roles closing larger deals? Posted: 01 Mar 2018 02:47 AM PST At the software company I interned at, we had over 100 AEs, but also a team of 3 people that worked on "strategic sales". Which were a lot of our biggest deals but not always. They got engaged by AEs and Sales Managers based on a criteria I am not sure of, and then earn part of the commission on that deal. They don't do any prospecting - just get pulled into deals. Instead of the more typical SDR -> AE route, for starters, these 3 all had MBAs. One was an Enterprise AE and Sales Manager before the MBA. The other did management consulting at a Big 4 and sales strategy at a software company, as well as consulting at a tech-focused firm. The 3rd had a background I don't remember. Has anybody else seen a career progression like this in tech sales? I have long been planning to, after graduating, go SDR -> AE SMB -> AE MM etc. But now I probably have an opportunity with IBM for their Consulting-by-Degrees program. It isn't really true strategy consulting, it is tech consulting and tech implementations from what I've gathered. Rotational projects for 2 years before specializing and becoming a Sr Consultant. I'm wondering if this might be helpful for carving a similar path to working on big deals, or if I should stick with the SDR pathway. Note that after this summer I will have 4 months experience cold calling and warm calling as well as closing at a B2B software company. Basically I want to be working on the largest, most interesting, and most personally profitable deals as soon as possible. But I'm also interested in gaining a different skillset in the IBM role. I want to save money and become an entrepreneur in a few years so whatever I do in this time, I want it to be as educational and profitable as possible. Thank you, I look forward to your advice! [link] [comments]  |
| Question about "Field Overlay" Inside Sales Roles Posted: 01 Mar 2018 08:29 AM PST Has anyone worked in a Field Overlay capacity before? It's being described to me as someone who is responsible for their own quota as well as a field rep's quota - essentially you're mapped to a field rep in the same region and get paid on their performance, but you also carry your own quota in the patch. Anyone have any experience, good or bad, with a role like this (specifically within tech/SAAS)? [link] [comments]  |
| I have an interview for a sales internship with a large tech company. Posted: 01 Mar 2018 08:25 AM PST How do you go about learning seemingly complex software/technology services without a tech background? [link] [comments]  |
| Is sales really a good career choice? Posted: 28 Feb 2018 07:37 PM PST I am 25 and recently obtained my bachelors degree. I am planning on working a sales job But here is the thing, I have been in school for 7 years, and after all these years...ANYBODY can get a sales job regardless of whether they have a degree or not. I feel like I wasted my life a little Do you think I have? Is sales a promising career choice, or is it just a basic job that most people will have to struggle in financially Also if I were to do sales WHAT TYPE OF SALES IS THE BEST/MOST LUCRATIVE? IE car sales, insurance,technology etc And for whichever one you choose, do you know of any god books to read on how to become better? [link] [comments]  |
| Would it be possible for a teenager to get a job as a car salesmen Posted: 01 Mar 2018 03:56 AM PST |
| Posted: 28 Feb 2018 08:03 PM PST Hey all I currently sell legal tax and accounting content to large law firms across Canada. I've heard software is where I want to be to make the big bucks. How can I transition? [link] [comments]  |
| Smart Questions to Ask to AE and SDR in a company you interested in (Informational Interview?) Posted: 28 Feb 2018 08:42 PM PST So, as everyone here is or in the process or will switch their workplace sometime down the road, I wondered following. Backstory: Me, AE at Xerox with 2 years of experience selling copiers (top of the division), 6 month as SDR intern in Copenhagen, wanting to break into SaaS AE role. I have an informational interview with AE and SDR at the SaaS startup that I like as I got introduced by my friend to them. They have 2 AE positions open, and I want to apply for it soon. Right now it's more of a getting to know the company interview, so I was wondering what kind of questions would you ask to achieve following: 1) Leave good impression 2) Help yourself down the interview road by knowing what the company is like. Should I ask about the current process? Like how many leads AE gets, how is the quality? First time I'm doing this kind of thing, so was wondering what would you ask? [link] [comments]  |
| Posted: 28 Feb 2018 08:35 PM PST What were you making at your first B2B Sales job? I've heard everyone starts off selling copiers. [link] [comments]  |
| Cold Email vs Cold Call Response Rates Posted: 28 Feb 2018 07:00 PM PST Just curious (as I'm new to sales and just started reaching out to qualified prospects), do people generally get better response rates from cold emails or cold calls for the introductory meeting/call? Might be dependent on industries I'm guessing; as background I'm focusing on B2B SaaS with clients mainly in HR. [link] [comments]  |
| Posted: 28 Feb 2018 04:51 PM PST I just started my first real sales gig and am having to do role-playing tomorrow in my class with our instructor. I was wondering what are some good ROI value propositions to give toward the end of the call/demo. Things such as if this saves you X amount of time which in return gives X amount of time per week the product has a 4 to 1 ROI. I want something different to kinda wow the class haha. [link] [comments]  |
| Let's Talk About How to Overcome D2D Objections in the Greeting (ex: "I'm not Interested") Posted: 28 Feb 2018 06:59 PM PST Let's talk about ways to overcome d2d objections in the greeting. Sometimes, the prospect opens the door and before you can say a word they hit you with a "not interested" or a "I'm busy right now." How do you overcome these objections? Example: "Of course you're not interested, you don't know what I'm going to say. But the reason I stopped by was..." [link] [comments]  |
| Anyone sell to apartment complexes or property managers? Posted: 28 Feb 2018 09:07 PM PST I'm currently in a high-level sales role, but I'm actually starting a business selling a product I've created to property managers. Being a sales guy, I'm thinking of just doing some low-pressure cold-visits to a select few complexes in the area as a test run. Is there anyone here who sells to this vertical who might be able to offer some insight? [link] [comments]  |
| Critique my Cover Letter & Resume Posted: 28 Feb 2018 08:31 PM PST I'm looking to switch careers from healthcare to B2B sales. I'm going to be applying to the basic BDR companies that r/sales suggests to start off the career (Cintas, Xerox, Canon photocopiers, etc.) in order to get your foot in the door. I tried to keep both the cover letter and resume as succinct as I could, but I feel that a few lines are coming off a bit cheesy. Feel free to be blunt and critique away, any help is appreciated, thanks. Also, an acquaintance mentioned that adding competitive sports on to the resume would show a driven character in a person, what do you guys think? [link] [comments]  |
| Posted: 28 Feb 2018 03:28 PM PST Hello, Just wanted to hear from those that are account executives in software sales. What is your daily schedule like? How often are you travelling? How long did it take to get to this role? Is there a lot of cold calling and emailing involved or is that a job for the sdr. How many leads are you given monthly? Quality of leads? [link] [comments]  |
| Am I Stressing About Job Security Too Much? Posted: 28 Feb 2018 02:02 PM PST Hey r/sales, Something I struggle with as someone in sale is constantly worrying about job security. A little background about me. My Dad was an entrepreneur for all of my life while living with my parents and to this day. Finances were really tight for my parents for the majority of my childhood, and Honestly I think it made me irrationaly scared of being unemployed and being in debt. While I think it's good to be concious of my performance and financially repsonsible, I find myself stressing about losing my job even when I'm doing relatively well. I've recently moved industries from a logistics brokerage and am now in ERP sales (enterprise software as it were). HUGE breath of fresh air, but there are still the daily challenges of being a BDR. I hit 140% of my quota (qualified leads passed to sales) for Q4 of 2017. With Q1 starting things have slowed down a bit, and of course the worries start to set in. "oh god if I dont hit my number I'm going to get fired" basically. I'm not looking for an excuse to slack off and settle for mediocrity, but typically speaking should I be worried about losing my job if I dont hit quota after the first year? At my previous company it was my first year out of college & I hit my goal (narrowly but surely) so I wasn't necessarily worried, but this year and at this new company, if I dont adjust my strategy or things dont start picking up, I know my stress will effect my workflow thus making it less likely I hit my number. Some things to note about the company I'm working for now. The BDR program for them is something brand new. New Business outside of the install base is actually a new focus for them as well. Thus I'm currently the only North American BDR. I love my company and team, but there is always this nagging feeling that "hey if they dont get enough new logos from this iniative, then maybe they are just going to scrap the BDR program and try something else". nothing would lead me to believe this is the case (we actually have another BDR starting on Monday and he will be the 2nd to date). Typically speaking do you think I should be worried about anything? Do people get fired after not hitting quota after their first year? Thanks to all who respond! TLDR: Doing pretty well at my new BDR job (ERP Software Sales) but I cant shake the stress of possibly not hitting quota and getting fired. I personally am probably over senstaive to this stress due to financial stress experienced by my parents during my childhood. [link] [comments]  |
| Questions regarding the resale of leads generated by my company. Posted: 28 Feb 2018 01:32 PM PST Backstory: Company I've been offered a position with generates their own leads for their particular line of business. They are not selling the leads after that point, and basically letting them go to waste. New program involving me will be to sell those leads to other companies that could utilize the leads for their lines of business that my company doesn't work in. What is the secondary lead market like for phone, email, and form leads? Is there pricing info that I can look into to get a feel on what a company would be willing to pay per lead or per bundle (say 30k leads)? I'm new to this type of sales market, and have a successful sales background. I welcome and do not fear change and am very interested in this role. Reason being, this has been a major loss for them and bringing in any revenue off this program will be a massive upgrade compared to what they are currently doing. I appreciate any and all help that you are able to provide! Thanks again! [link] [comments]  |
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