Which sales conferences are worth attending? Sales and Selling |
- Which sales conferences are worth attending?
- Thoughts on Bowties?
- Hey, I want to tell you all about one of my FAVORITE lessons/secrets to success in sales & entrepreneurship. This habit/philosophy helped bring my sales from 160k to 1.1m in a year
- The Challenger Sale - Is It For Me?
- Online Sales Lunches?
- Getting an answer post sales presentation
- Need help finding a value prop
- How should I improve my approach to Jewelry (gemstone) companies ?
- Career question for you guys
- Advice needed - client agreed to something now he said he wants something else. Best attitude/position?
- 5 things that elevated me from BDR to AE in 8 months.
- Does anybody else do remote sales?
- I want to be the best D2D salesman I can be
- Help structuring commission for SaaS/Productized Service business partner.
- Transition from counter/inside sales to sales manager.
- Feedback wanted! Is what I am doing too slow? I feel like it is valuable but just takes so long.
- Want a "do nothing" sales job? Get a channel sales job.
- Starting a cold email. Tools to validate emails and what is a resasonable bounce rate?
- Canceled meetings
- I Love R/Sales, THANK YOU! Life Changing Inspiration
- How best to sell a B2B IT asset management SaaS
| Which sales conferences are worth attending? Posted: 08 Mar 2018 08:24 AM PST Hey all, My company provides a professional development stipend and I'm considering going to a conference or two this year to grow as a salesperson and network. It seems like I've missed some big ones like Rainmaker, but I'm curious if there are any conferences that would be worth attending based on past experiences. Thanks! [link] [comments]  |
| Posted: 08 Mar 2018 08:34 AM PST My friends and I were having a discussion today about attire. What are your thoughts on a Bowtie while selling? We have a friend who wears them exclusivley, however, we also were thinking that they might be seen as "Goofy" or "Squirrely" What are your thoughts on it? Do you think it could be something good? Make someone stand out? or would you not take someone as seriously? [link] [comments]  |
| Posted: 07 Mar 2018 12:10 PM PST Hey Entrepreneurs and Sales Guys on Reddit! I have a a quick yet game changing tip to massively increase your effectiveness in dealing with people, sales, and pretty much any task. I just re-posted this from my FB community and if you want friend me Alex Cassata, Somerset New Jersey to connect with me there :) But after posting it in my own community, really I wanted to share with our community here :) Short answer - Be present, and set your intention to zone in on your process (obviously put a good process and plan in place). But il dive deeper and share some valuable resources/links and tips that I teach my coaching clients🔦📚💡 If you don't have a perfect sales process and lead generation system to focus on, that's okay. It takes time and expertise to really get a good system dialed in for lead generation and closing. But you can start improving TODAY with my advice - which is to be fully present, focus in on CARE, caring about the client's problems, caring about finding the right solution to them, and delivering the solution in a way where the prospect is 100% all in and really feels you are the best fit for them. Short answer - Be present, and set your intention to zone in on your process (obviously put a good process and plan in place). But il dive deeper and share some valuable resources/links🔦📚💡 In this post I really wanted to share my insight and experience into this, because it had been extremely valuable to the all the success I had in sales. Being naturally empathetic, curious, Learning how to hyper- focus in on what you are doing and the sales process came easy to me because I was naturally a person that is inquisitive, and can hyper focus when I need to. This is a skill that you can practice and always develop, with that said becoming hyper aware, and focused on the persons needs and emotions is essentialy the idea at hand here. When you can be empathetic, and fully put yourself in another persons shoes, you can solve the problem for them. If you have any thoughts on the post or topic of being present/process focused, drop a comment or PM if you had a specific question or problem you wanted some advice around, So to sell effectively and achieve the outcome you desire in a conversation, first get clear on your intention before any conversation and meeting, write it done if you have to, but focus less on the outcome and more on the process. Be present, not in your head worrying or thinking about the result, or random things in the future you are anticipating. To give you an example, sales guy 1 is zoned in on the client's problems, is reading their body langauge and hearing what they say. Sales guy 1 tunes into the prospects emotions and energy, and digs into their problems, and what they really want to find in order to feel good about making a deal. He asks questions, listens, and gives ideas arounds solutions Sales guy 2 has the same plan but is very focused on the job, the numbers, is worrying if the client is liking it or not, is overanalyzing objections and getting too stuck in their head. Get of of your head, forget about the future, be PRESENT in sales. This can sound very counterintuitive, because it's always important and I always teach. & preach being goal oriented and results focused. But to deliver the right outcome, you must absolutely knock the process out of the part, and you must have a rock solid process and plan for the meeting in place. But read this quote quick from "The Best Sales Guide Ever" By Anthony Iannarino. Awesome sales and leadership book by the way. It's not branded as a leadership book but all the principles about sales apply. Both skills stem from just being good and genuine when it comes to people. "Caring doesn't just help your clients; it also empowers you as a sales person. when you care about producing better results and prospects, you KNOW you are doing the right thing by selling those results. There's no self doubt, no second guessing yourself, no hesitation to make the call: you know you are helping. When you care enough about customers enough to ensure that you get them their desired outcomes, you never have to blame yourself for losing their business. When you are doing the right thing, the outcome matters less, it sounds paradoxical but its true" If you are an experienced in sales and business, you know that having good and simple to follow systems in place is key to achieving any goal. If you are a client of mine I have helped you build and refine successful systems into your business - my whole business as a consultant is based around helping people achieve their goals, solve their problems through teaching better sales and marketing systems and strategies. Shift your intention to be process oriented, be present, spend less energy thinking or worrying about the outcome. This may sounds crazy, since all of us in this community are very results and goal oriented. It may take time to adopt his mindset. But when I adopted this it was a game changer for my entire life and business and I am so fortunate to have learned it. I also teach my students, mentees, clients, and employees the same concept, because you must master the inner mind game and your psychology before mastering the external world. Mindset is half of success in anything. Create a mindset that works with you and makes it easier to get results. Create good intentions and live life with more clear direction, BUT focus on the process and be present. Make every minute and hour count. Don't be stuck on the result, or the future. If you want to get more info and legitimate advice on this, and you want to learn more sales secrets, Message me, I am busy (like the rest of us haha) but I always have time to answer comments/questions. Message me if you wanna know my recommendations for good education on the subject of sales and about my own consulting programs as well if you were looking for help. Your intentions matter in everything you do, especially in sales and interactions with people. What is your intention for every meeting you have? You must create at least a mental outline before the meeitng. I'l tell you the mindset and intentions shifts you need to massively increase your effectiveness in sales and entrepreneurship. It's a c word. No, it's not the dirty one, it's. "Care" Your intention must be to empathize and care about every one of your client's problems, desires, and their feelings/emotions. Focus on doing the right thing in sales. The outcome doesn't matter as much as you think. Sounds crazy, but trust me. You may have heard the saying "the score will take care of it self" Be process focused and present rather than in your head focused on results all the time. Shift to "Presence and Care" Rather than "Closing the deal" and "Fear of Failure/Hyper analyzing the client" When you shift to fully empathetic and caring mindset, your success in business and sales skyrocket. Check out this concept. Let's say you have 60 minutes to win a deal. If you spend 50% of your time focusing on the relationship, caring about the customers needs, building value around your solution, Thats' great! But you should be spending 100% of your time and every word around your purpose. DO NOT spend a second worrying about the result, what the client's thinking, whether they will book or not, whether the rest of your day looks solid or not. Your success in sales has an inverse relationship with the amount of attention you spend focusing on the outcome/sale/money/result that YOU desire. Shift your intentions to serving the client and helping them as much as possible, and UNDERSTANDING THEM by asking good questions. Let me know what you thought! Tell me if any part of this post resonated with you. Shoot me a PM if you are trying to improve your sales process and you want advice or you want to connect!! [link] [comments]  |
| The Challenger Sale - Is It For Me? Posted: 08 Mar 2018 05:17 AM PST Hi all, On page 28-29 it says, "...implicit in this finding is a lesson for how you might think about the less complex, more transactional parts of your business, as well. In these areas (many of them in the inside or telesales parts of your company), it probably doesn't make sense to overinvest in building Challengers, as the data suggests that Hard Workers are more likely to win the day there. If sales success is more a matter of call volume than call quality, Hard Workers are primed to succeed." I work in inside sales so has this book just told me that it's not for me? I just spent £15 on this fucking thing! [link] [comments]  |
| Posted: 08 Mar 2018 11:39 AM PST Not sure if anyone has tried such a thing, but I've had some sales success with a program that lets you buy a lunch for your prospect in return for a sales pitch via video conf. I won't mention the name here cos I'm sure you can just search for it, but I thought it was a neat concept so thought I'd share. It's not perfect - there are plenty of people who will think you're crazy and have no interest in talking to you at the beginning, but if you've already got a relationship going it can be a good way to speed up the process and close. Just gotta watch out for the unqualified ones that only want the food and feign interest... [link] [comments]  |
| Getting an answer post sales presentation Posted: 08 Mar 2018 07:06 AM PST Hi R/Sales, I'm a couple months into my first sales job. I sell lead generation to small independent business owners. We are by far the most trusted name in the industry and the dominant force which is nice because when I call customers our name carries a lot of weight. With the product I sell I'd say for customers who are interested the first call break down is something like. 50% - Same call demo (15-40 minutes) 40% - Brief overview w/full demo scheduled 10% - One call close. What I'm really struggling with is following up after the presentation. I'll do the pitch and they have a reason to hold off (checking with other people in the industry, talking to their team, thinking it over, etc.). I always set a follow up call to answer questions and send an outlook invite. Right now the biggest thing I'm struggling with is following up after the presentation. People that seem totally interest start ghosting me. They'll miss the follow up call then we'll text and set up a different day and they'll miss it again. At this point I'm shocked when people keep their appointment or even give me a firm no. When I do get a hold of them they say they are still interested but I'm spending way too much time trying to chase down people I've presented to get a firm yes/no. Any tips for follow up would be much appreciated. I try to build urgency but not always possible depending on their market. I try to build value as well but most of our clients are very familiar with what we do and get calls all the time from us/competitors. [link] [comments]  |
| Need help finding a value prop Posted: 08 Mar 2018 10:42 AM PST I'm a few months into copier sales and I'm still having a hard time coming up with a value proposition. I've tried to ask other people I work with and they all say something along the lines of "I'm just looking to get a view of your current situation to see if there's any way I can add value or increase efficiency". I don't know about you, but this sounds like complete crap to me and I have a hard time believing anyone not immediately in the market for a new lease would be enticed to sit down by this (our company is pretty aggressive with buyouts so I'd like get into any company within a couple years of their lease expiration, whereas most companies will look at about 6 months). I've recently begun saying I do analyses for companies to compute exactly (to the month) when it's financially feasible for them to upgrade equipment and hopefully cut cost. Does anyone have the creativity to come up with a good value prop for an industry like copier sales? Or is it simply: make more dials? [link] [comments]  |
| How should I improve my approach to Jewelry (gemstone) companies ? Posted: 08 Mar 2018 09:20 AM PST I have only few months of in person or cold call sales experience in the past but have been using social media marketing for B2C for a while. A foreign company approached me to sell gemstones to jewellery companies. I've verified their legitimacy and they do great business anywhere in the world but U.S. I also verified that their pricing and product quality is great. Now I have 150+ companies that are local to me so I can approach them in person if I have to. I've already prepared portfolio in excel sheet with pricing, developed a website to collect leads and forward them my portfolio. My plan is to shoot them an email first, give the a call in a day or two and mention the quality products we sell. How would you approach this differently to generate more leads then sales ? [link] [comments]  |
| Posted: 08 Mar 2018 09:05 AM PST Hey guys! I have a question about what y'all think the best move is for me in my career. I'm 19 and have been selling cars for almost 2 years I've been a top performer and went from a big franchise store to a small independent dealership to help a buddy of mine (about 6 employees total). Lately there's been a lot more added stress because the owners father who doesn't understand the car business has been coming around making my job 10x harder to focus on. I like the car business but I'm not in love with it I feel like there's not too much money to be made and I want something different. I've been studying stuff like Linux and big data for awhile just for fun so SaaS sales does interest me but I'm wondering what y'all think would be the best move to get me there? [link] [comments]  |
| Posted: 08 Mar 2018 06:45 AM PST Good evening to you all! I am looking for some advice from some of you maybe more experienced in sales/business. Some background story: I have a small staffing agency and we supply staff to different clients either as a temp cover or on a temporary to permanent/permanent basis. With this client, normally I provide them with staff, they pay a placement fee and that's it. But recently, I had an agreement with their manager about having one staff who was doing temporary cover to become their staff but as a temporary to permanent basis. During this period they pay me an hourly rate and I pay his wage plus holiday, pension, etc. After this period, he automatically becomes their permanent staff. Now the situation: They said that they remember that we agreed on having him on a placement fee instead of temp to perm. I replied that is maybe a misunderstanding because the manager and their CEO they both said they are happy with him being temp to perm, and their reply was that they would be happy to pay a little bit more than the normal placement fee instead of temp to perm. They way I see things: Firstly, our staff, has a solid background and experience (more than 9 years), he was really appreciated when he has done temporary shifts there and they have an advantage having him compared to a total new starter as he already knows their routine, duties, etc. Plus, I think, that if I accept their new terms and that they can change whatever our agreement was, they will take advantage of this in the future. Also, financially temp to perm is better as the profit is about 2x -2,5x compared to the placement fee I normally ask. More than that, it helps with cash flow. Important addition: he has already started there, and has done some trainings. Can you please give me some advice about this? Any help is appreciated. TL;DR My company had an agreement with a client to supply staff to them. Now client wants to change the agreement for a less profitable one. Should I maintain my position and try to get original agreement or accept their offer? PS: I am using a throwaway account. Who knows which one of them is surfing Reddit?! PS2: I am not seeking for advice regarding the legal implications, this will not be the case. I am looking to get some opinions about what's my best position to this and how should I deal with it. [link] [comments]  |
| 5 things that elevated me from BDR to AE in 8 months. Posted: 07 Mar 2018 02:27 PM PST The SDR/BDR role is hard. It wears you down, weeds you out and makes you re-think your decision to get into sales. There is a light at the end of the tunnel, and there is money at the end of the tunnel. Selling is never easy, no matter what role you're in. If you're an SDR/BDR, embrace it. Hit the phones harder than anyone else. Start learning sales methodologies. Read, watch, listen. The following helped me make a lateral leap from a dead-end SDR role into an AE role at a F1000 company.
If you're new, get yourself into an SDR role and have a plan to get to the next level. If you're lucky (I wasn't), you'll get good training & mentorship. Regardless, you make your own luck in sales. [link] [comments]  |
| Does anybody else do remote sales? Posted: 07 Mar 2018 10:20 PM PST It's been a trend over the last several years to start offering a lot of jobs remotely/ work from home instead of having everybody in a physical office all of the time. I'm starting in remote sales so I was curious if anybody else here does the same, and what your guys thoughts are on it. [link] [comments]  |
| I want to be the best D2D salesman I can be Posted: 07 Mar 2018 09:58 PM PST Just as the title suggests I want to work as hard as possible and learn as much as I can to help me in my door to door sales career. I just accepted a job for this summer to work as a d2d salesman for a home security/automation company and my flight to leave is in April. I want to succeed very much because after coming to this sub for info I am convinced I want to do sales for a career (I am currently 19 and halfway through a business degree at a university). I've been reading and learning a lot on this sub so thanks to everyone for posting such awesome content. Finally If you guys were in my position what would you guys do to prepare with the time I have and also what are some tips you guys can offer. I am prepared for this to be the hardest job I've ever worked but im hoping it beats working in a factory for 50 hours a week like I did last summer Currently I am reading How to Win Friends and Influence and People and plan on reading the way of the wolf + a few other books. Also I am committing every single product offered to memory and am planning my pitch already Thanks guys I really appreciate this community and what it offers and for reading this post [link] [comments]  |
| Help structuring commission for SaaS/Productized Service business partner. Posted: 07 Mar 2018 06:41 PM PST I run a productized web design business and am in the process of teaming up with my first "partner". My business is largely based on recurring revenue which allows me to offer a much lower entry point for a premium product in my vertical. In short, I have a one-time setup fee, and 3 different monthly packages that the user can choose from. This partner and I have a great relationship and deal directly with the same target market. Our businesses are pretty similar and our service offerings go together perfectly. Our arrangement is kind of broken into two scenarios.
The setup fee covers my time to build the actual product for each client. Unlike a true SaaS, a fair amount of time is required to get each new account set up. The monthly is fairly passive on my end as some services are resold. He is largely interested in some sort of perpetual MRR for his sales/referral's which I'm cool with as he can be a huge source of business for me and I want to make this worth his time & effort. I just have no idea where to start. Should I suggest a flat % for everything to keep it simple? Should it be based on who's doing the selling? Should I suggest a flat 1 time fee if I'm doing the selling? Any help would be much appreciated! [link] [comments]  |
| Transition from counter/inside sales to sales manager. Posted: 07 Mar 2018 02:38 PM PST I have an opportunity to change from a modified inside sales/dispatch/management role at a construction product manufacturer to sales manager for a manufactured stone supplier. I have ten years in the industry and decided that I needed to branch out if I want to succeed. A lot of my previous experience had a management piece, and I am not worried about that aspect at all. What I am worried about is the transition from walk in/call in oriented sales/estimating to going and getting leads and sales driving. Any material I can read out there to focus on this type of a role? Any advice? [link] [comments]  |
| Feedback wanted! Is what I am doing too slow? I feel like it is valuable but just takes so long. Posted: 07 Mar 2018 05:45 PM PST For context: So I would love some thoughts on this. I founded a company that automates businesses online presence. So we do a content marketing strategy, create the content and our software posts the content to their owned channels. We currently have a decent base of customers because our inbound is working but I want to grow faster so I am doing outbound. I know cold calling and cold email has varrying rates of success so what I am doing instead of creating a video of myself talking to the screen and walking through their site. I am getting my prospects from Indeed who are actively looking to hire content marketing specalists so I know they are in market. The video is typically no more than 5 mintues and basically gives them an initial point in the right direction for a content marketing strategy. I upload the video as unlisted on Youtube and send them the link to the video either over LinkedIn or email. The first 3 I sent I got a response back saying "this was actually super helpful" but a sample size of 3 doesn't really mean much. What I would like to know is do any of you have experience sending cold video to your prospects? Should I keep plugging away or go to cold calling which is way faster, but less value additive (I am very comfortable on the phone). Either way would love to hear some thoughts! [link] [comments]  |
| Want a "do nothing" sales job? Get a channel sales job. Posted: 07 Mar 2018 09:24 PM PST Specifically, go work for as a channel manager for a manufacturer that is 100% channel (zero accountability for activity) or work with a reseller where you can bully your way into getting manufacturers to quote through you after they've done all the work. I've been burned so many times by knuckle dragging channel sales people that I just opt for the cheapest option and consider it a tax. 2% of resellers actually care about their clients and want to provide insight about market developments and successful solutions. My W2 gets hit by uncle sam...and the channel. Anyone have similar experiences or suggestions on how navigate? [link] [comments]  |
| Starting a cold email. Tools to validate emails and what is a resasonable bounce rate? Posted: 07 Mar 2018 05:20 PM PST I just started a cold email campaign I have 2 questions;
I had the websites already collected. So I hired a VA and the method for collecting the emails was to use a combination of Hunter.io, looking at their Facebook page, and other email finding apps. [link] [comments]  |
| Posted: 07 Mar 2018 04:14 PM PST I have just started in a new MSP sales role. I'm managing to set meetings with people. some to pitch, some to chat about what they're interested in when choosing an IT partner. But alot of them either cancel or rescheduel a few times. Is this normal? I feel as though my time isn't valued. How can i fix this? [link] [comments]  |
| I Love R/Sales, THANK YOU! Life Changing Inspiration Posted: 07 Mar 2018 03:30 PM PST Hey hey hey What's up what's up what's up what's up what's up what's up r/SALES. My name is Carlos Matos and I am from New York City, New York. Let me tell you guys that I am SO EXCITED, I am SO HAPPY I am really so thrilled to be right now, sharing this amazing, glorious, SUPER and EXCITING moment of my life with all of you guys. And let me tell you that we are really changing the WORLD as we know it. The WORLD is not anymore the way it used to be. We are coming and we are coming in waves. We are starting and actually going all over the world. Let me tell you guys that I started 137 days ago, with only 25 thousand six hundred and ten dollars and right now I am reaching one hundred and forty THOUSAND dollars. And let me tell you that I am actually earning around one thousand four hundred dollars on an everyday basis seven days a week. I am right now independently, financially independently, I am saying to so many people who say that this is going to be a con artist, that this was gonna be a scam: "Hey, you are gonna lose all your mone-" My WIFE still doesn't believe in me! I'm telling her "Well honey this is real" "No no no no no no, that's a scam!" And I say "But wait I'm gonna go to the banks, I'm gonna get my money, here they are right on the table!" "Aww, that's money that you took from one of the accounts!" I say: "What am I gonna do?" Then I said to myself, "You know what? When I started to put ten thousand dollars a day on her, right on her, y'know on her table" Then she's gonna say: "WOOOOW." So guys, I wanna tell you something: Faith and belief is the one thing we will need to be able to change the world. And right now, I believe, that in this reddit, we have the seed, that's gonna germinate, and that is going to EXPLODE, into an AMAZING opportunity for us to change this entire world. I am so proud, I am so honored, I am so EXCITED to be here right now - And hey let me tell you something, that each and every one of YOU, has the opportunity to become, like those amazing people that we know here making so much money that they can probably have a real hard time counting it! [link] [comments]  |
| How best to sell a B2B IT asset management SaaS Posted: 07 Mar 2018 12:58 PM PST I am the creator of an IT asset management SaaS that targets small and medium businesses that want a simple and easy way to track and report on their IT assets. My ideal customer is a business owner or decision maker that is looking for more information about their IT health/status. They ideally also want a solution that anyone can use not just someone that have an IT background. I currently have no real sales plan or methods of selling. Currently I have done a few posts on different sub reddits that have gotten me some results in basic users but so far not many paid ones. I have also done some customized cold emails using my local business directory and finding businesses that are about the size and types I am looking for. What else can I be doing to increase my sales? I can not do paid ads right now though sadly. I am working on learning more SEO but that is slow as with all SEO. If allowed I would like to post my site so you all can have a look and give opinions but seems the rules don't allow self promotion which I guess would be including my link for feedback? [link] [comments]  |
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