It took 4.7 attempts to reach a decision maker in 2010, now it takes 9.1. How do we adapt? Sales and Selling |
- It took 4.7 attempts to reach a decision maker in 2010, now it takes 9.1. How do we adapt?
- Career switch to sales at 45?
- Got hired by a software consultancy firm and they want me to create accounts on sites like upwork in order to find clients
- Working from an empty pipeline?
- SaaS Sales vs Financial Advisory/Wealth Management?
- I've got little experience, have a phone interview in an hour, any last minute advice?
- Let’s talk swag and give aways
- Inside sales interview coming up, what questions are appropriate/important?
- New to commission sales. Need Help.
- Is "Why?" too combative as an objection handler?
- Should one take out a loan to cover the costs of sales training, and is the value for training worth the money? Will it pay for itself?
- Downfalls of hitting your number
- Telemarketing job while in college
- Anybody have experiencing selling life insurance?
- Objection from a recruiter for asking for too much?
- Getting Owners on the Phone for Small Businesses
- Interviewer asked me to "name my price"?
- B2B: How to pierce the corporate structure?
- Should I stay or should I go?
- We have a bigot/racist/xenophobic/sexist baby boomer car salesman who needs to go, help!
- considering getting into tech/software sales...
- Selling Workforce Management SaaS?
- How should I follow up after I’ve sent some prices through and haven’t got a reply
- Salesforce Reports
- What's the best way to say,
| It took 4.7 attempts to reach a decision maker in 2010, now it takes 9.1. How do we adapt? Posted: 06 Feb 2019 10:04 AM PST I stumbled across this really interesting study on Linkedin, and I wanted to share it with you folks, and get your reaction. How do you plan to combat the increasing difficulty of getting a DM to give you a shot? Do we need to just bite the bullet, and increase our activity? Does marketing need to step up their game? Do we need to go above and beyond (send cupcakes to the client with handwritten note)? Here is the 60+ page study: https://blog.bridgegroupinc.com/2018-sdr-metrics-report (it has a bunch of other cools stats, like median SDR pay, average time as an SDR, average meetings, opps, conversations with DM, etc, etc - Do note it will ask for your name, email, phone, and company - give fake info) [link] [comments]  |
| Posted: 06 Feb 2019 02:51 AM PST The idea of cold calling to me is still...eh. I've actually done it a very little bit when trying to get my own startups off the ground, but I always have up after not much success. I've been a sales engineer, but now I'm thinking of taking the final step -- straight up sales. Anyone ever done it this late in their work life? I still hate the word and idea 'career'. Anyone done it for someone else this late? That is, working for someone else, not yourself? I think I could do 'sales' but the SDR/BDR role -- presuming they are the same, that is, cold calling -- they freak me out. And part of the reason they freak me out is because -- it kind of sucks. I've done some cold calling and it just sucks. Like why would I actually want to do that at 45 unless I'm trying to prove something? Is there anything to really learn doing cold calling? [link] [comments]  |
| Posted: 06 Feb 2019 08:24 AM PST I got hired by a software consultancy company that offers software development in a wide variety of programming languages and have not settled on a niche yet. What the sales team does right now, is they create individual accounts on freelance websites such as freelancer and upwork in order to find international clients (they are based in europe) and get a lot of the clients and project to work on this way. I don't wanna do the same and I hope to find clients a bit differently. I was also thinking narrow the scope a bit and focus on a niche, for example just blockchain development and that's it. Doing this as a secondary job and I a total noob at this. I was hoping to know if there is potential here and what other ways to go about finding clients and projects to work on? I plan to make a seperate website dedicated to the above mentioned niche and simply do a lot of online marketing out of my pocket to attract clients, so sort of use this website to receive orders and forward the work to the company. Or is what I am thinking complete idiotism and I made a wrong decision in accepting this job offer? [link] [comments]  |
| Working from an empty pipeline? Posted: 06 Feb 2019 09:20 AM PST Hey y'all! New sales associate here. I have a question about prospecting. I'm in a position at a great company but we're new, small, and still figuring things out. However, we're great at what we do. I got put in this role because my boss saw something in me that told him I'd be great for sales, and now that I've learned more about it, I realize that he's right and I could be. And I want to be. However, I have very little guidance and am working from an empty pipeline, and I don't even really know how to qualify people. My main question is what is the best way to go about cold prospecting? I basically just have the internet at my disposal to try and somehow find people that seem like a good fit and that I can pick up the phone and call, or send email sequences to. We're an inbound marketing agency selling digital marketing services (website design, branding, content marketing, email marketing, social media) and we also are a HubSpot partner, so we sell the HubSpot CRM. I believe in this company and what we're doing, and I feel like I'm in the position to do some really cool shit and make good things happen. However I've been spinning my wheels trying to figure out a good way to prospect when I have pretty much nothing to go off of. Do I just use google? I know there are some tools out there but I know nothing about them, and they would have to be free so not sure if that's a thing either. Any information anyone might have on this would be a godsend..I want to make this happen! Just trying to figure out how to avoid doing it in the most time sucking way as possible which is sort of what it feels like. As in, not knowing the best way to find prospects, not knowing how to qualify them well or having the information available to do so, therefore anyone I call/email is a pretty blind attempt at finding a fit. I know you're supposed to qualify BEFORE you reach out, otherwise you're reaching out to many dead ends, you just don't know it until you've communicated with them (or simply never hear back from them.) Hope this makes sense..any help is deeply appreciated! Thanks y'all. [link] [comments]  |
| SaaS Sales vs Financial Advisory/Wealth Management? Posted: 06 Feb 2019 10:46 AM PST I think both of these could probably be considered sales careers: the first where you're selling complex SaaS to businesses and the other where you're selling wealth management/financial advisory services for an assets under management fee. I'm really confused about which one I should lean towards. Both seem to offer excellent comp potential. What would you say? Why SaaS? -Lots of future growth (seems like wealth management isn't on an upward trend, no idea how roboadvisors/index funds will change FA career but SaaS seems like it's just skyrocketing) -Probably much better lifestyle in the earlier years -Feels like a less volume driven business and more consultative -Possibly more ethical than wealth management (can they really justify their fees when sticking your money in an index fund would be just as effective) Why financial advisory/wealth management? -Be able to own your own business and be in charge -Seems really interesting to be able to help clients with their whole financial life, from overall life goals to technical tax planning, investing, budgeting, career, etc. -Once you get a client, if they're happy, you keep collecting revenue from them and this is why you find all these wealth management people well into their careers who don't have much work but collect a very healthy income -No travel Any input? [link] [comments]  |
| I've got little experience, have a phone interview in an hour, any last minute advice? Posted: 06 Feb 2019 06:42 AM PST So I applied to an inside sales job, coming from a construction job, where I sold windows and the actual job. That was far easier than real sales, as I could physically show people they needed my product. I have a phone interview today in just under 2 hours, and I was told I need to come up with a 5 minute sales pitch for any product or service I want. I chose the service of window replacement, as I know it, and figured it as an advantage. Just looking to ease some of my nerves by reading some advice from some lore experienced people. EDIT: thanks guys, got to the next round! [link] [comments]  |
| Let’s talk swag and give aways Posted: 06 Feb 2019 10:11 AM PST Giving away swag has kind of fallen out of fashion, at least in my industry, but it's still something that's required at least at conferences. Occasionally it goes over well at a customer visit. Everyone does branded thumb drives, I'm wondering if anyone here has something more unique they have received positive feedback on. I'm in construction/engineering and have seen/used:
[link] [comments]  |
| Inside sales interview coming up, what questions are appropriate/important? Posted: 06 Feb 2019 12:54 PM PST Right now I work in car sales. I'm looking elsewhere because the industry doesn't look like it's heading in a great direction, and I feel like I might do well elsewhere. I have a phone interview tomorrow with an inside sales job, at a company that offers cloud/print solutions as well as a couple other products. I'm very wary, because I want to find a place in which I can stay for awhile and build up a client-base. Because of that, I don't want to take a pay cut from my current position, if I don't have the opportunity to earn more (70k+) What is appropriate to ask? It's a fairly small company, and one review on glass door said average salary is 30-40k which seems quite low for a sales job. [link] [comments]  |
| New to commission sales. Need Help. Posted: 06 Feb 2019 08:34 AM PST Hey so I recently got promoted from marketing to sales at my company and so far have been struggling to get my first couple accounts. I'm doing a lot of raw lead research and emailing people directly with a modified email sales pitch I put together , but so far I haven't had much results. I want to try to figure this stuff out myself before asking my boss for help. Any tips on generating more leads and successfully doing outreach? [link] [comments]  |
| Is "Why?" too combative as an objection handler? Posted: 06 Feb 2019 08:23 AM PST I work at a cable company as an inbound sales rep. 90% of calls are non-sales. On those, I help if I can get it done in less than five minutes and then pitch - usually a flyby. "I noticed you don't have cable with us. Who's your current provider?" is usually met with "I don't want cable." I take that as my cue to end the call and keep it moving. How I Raised Myself From Failure To Success by Frank Bettger suggests asking why when faced with an objection. Something along the lines of "If you don't mind me asking, why is that?" but that feels like it may come off as an assault. I could just be feeling that way because it's not normal, though. I'm hoping someone could either shed some light or help me figure out an alternative. At the end of the day, my goal is to open up the rejection and lead it towards some way I could sell literally anything they're missing. I think I'm leaving a lot on the table by taking that rejection to the face and moving on. [link] [comments]  |
| Posted: 06 Feb 2019 07:10 AM PST I have a wife and kid with a second on the way and I'm about to start a telesales sdr position, and I'm a bit nervous as this is my first foray back into sales after more than 2 years. So I'm looking at getting training but the cost feels prohibitive. Is it a bad idea to borrow the money from either a bank or a family member and then pay back as I go over the course of, say, a year? Or just jump into the pool and learn by doing and "kay sera sera"? Any and all advice is appreciated. Thanks in advance. [link] [comments]  |
| Downfalls of hitting your number Posted: 06 Feb 2019 10:46 AM PST Do you guys ever fight back when presented with a quota increase following a good year? Was finally presented mine yesterday and feel it is completely unattainable. Or do I just shut up and get after it? [link] [comments]  |
| Telemarketing job while in college Posted: 06 Feb 2019 10:21 AM PST I've heard that having a telemarketing job while in college will really help build sales skills that will be very useful once I graduate. Anybody here worked in telesales and saw their skills greatly improve (even though it's soul crushing from what I've been told)? [link] [comments]  |
| Anybody have experiencing selling life insurance? Posted: 06 Feb 2019 10:18 AM PST I've been selling satellite tv d2d for 2 years and I have an opportunity to go sell life insurance with a friend and they'll be giving me warm leads no cold calling and I don't have to knock doors. [link] [comments]  |
| Objection from a recruiter for asking for too much? Posted: 05 Feb 2019 02:55 PM PST I'm in entry-level B2B and currently looking to take the next step. However, a recruiter told me I was in a sticky position because my earning requirements are high for the amount of experience I have. I've 1.5 years of B2B experience but I've done well (read: worked my ass off) so I'm making $175 this year, and first year medical-device sale jobs don't seem to offer that. Is this a common objection in applying for more tenure sales positions? How do you get around that? Seems counter-intuitive that doing well in your job would limit your marketing ability to recruiters.. [link] [comments]  |
| Getting Owners on the Phone for Small Businesses Posted: 06 Feb 2019 10:03 AM PST How would you go about reaching the DM for small-to-medium businesses that aren't on LinkedIn or anything like that? Do you just ask for the owner or is there a more effective way when you don't even know what his/her name is? [link] [comments]  |
| Interviewer asked me to "name my price"? Posted: 06 Feb 2019 09:47 AM PST Hey guys sorry for formatting on mobile and all that. Just a little background I had a phone interview with a cybersecurity company for a sdr role at a brand new office. And I killed the phone interview and they invited me for a in person one. I go have the interview it goes great and as the interviewer is walking me out it is semi clear that I will be hired, and she tells me to send her an email with references and a salary that will make me say yes to the position basically telling me to name my price for the base pay. Originally on the job listing it listed $45000-75000. But this will be my first sdr role and inside sales job the only experience I have is d2d 100% commission so any base is a huge raise. What should I ask for? [link] [comments]  |
| B2B: How to pierce the corporate structure? Posted: 06 Feb 2019 03:47 AM PST I've started a "trash valet" small business and have been running into issues selling to property managers. The biggest issue is that they are not empowered to make decisions about the business and are more "caretakers" rather than managers. Most apartment complexes are actually owned by larger corporations with regular management structure. So the question becomes: "How do you navigate the corporate structure to talk to the right person in charge?" Where do you start? Any shortcuts to the "right person"? [link] [comments]  |
| Posted: 06 Feb 2019 02:35 AM PST Hello everyone, I really need some advice, I currently feel a bit desperate. Until very recently, my career in sales was great. I had the chance to graduate from a top university and to get my first job at a nice SaaS editor. There, they taught me how to sell SaaS. The growth of the company was around 40% a year and everything worked just fine for me. Year 1 : I became the top seller (we were only 4 sales). I did more than 200% of my goal. Year 2 : I was promoted manager and recruited/trained/coached 4 young business devs. Year 3 : I was in charged of creating an outbound department (so far we were exclusively working on inbound leads)+ providing the top management with an international expansion plan. I used these experiences and success to become a head of sales at another SaaS company (and nearly doubled my income). Here are the problems: - They hired me before having sold themselves their product. They had no proof of their product's value, not a single paying customer. I didn't know that when I accepted the job. - Unfortunately and despite some considerable efforts, I just don't get to sell the product. The product is extremely recent (august 2018) . I can raise interest, get in touch easily with decisions makers, but the product doesn't offer enough value to trigger the purchase. - Until future product's development, I don't think the situation will change. These improvements and new features are not happening so fast. The situation is a bit specific in this company. The SaaS tool I am selling is currently only a side business to another service activity which make way more revenue. Consequently, the top management is not 100% involved in my business. It is more like a startup incubated within a profitable SMB. So here I am, I made 2 sales in 5 months which is ridiculous. I don't see any solution to these problems on the short term and I am not sure what to do. Should I stay and hope for the product to be improved in a few months? Should I go and present myself to a new employer after what will be considered as a bad career move and globally failure? There is also some loyalty issue: it is hard for me to think about abandoning them in such a difficult time for launching the product. I know how difficult it was for them to recruit a head of sales and they are also trying to raise funds. Top management doesn't seem surprised or anxious about my results and do not pressure me. They also provided me with everything I have asked (externalized outbound business dev, Hubpsot to automate cold emaling). I really don't know what to do. Any advice would be much appreciated. [link] [comments]  |
| We have a bigot/racist/xenophobic/sexist baby boomer car salesman who needs to go, help! Posted: 06 Feb 2019 08:13 AM PST I'm a salesman at a car dealership, and we have another salesman who needs to be let go, but management has grown used to his curmudgeon ways and will turn a blind eye. To help put things into perspective, he's been in the industry for nearly 20 years and practices old sales techniques as he despises change. He will also take every opportunity to talk about politics and will do everything short of throwing a punch to prove his point that the best people in the world are in the Whitehouse and Fox and Friends. He has even gone to the extent of opening calling other salespeople by degrading names, i.e., Blow Job Betty or Midget, and so forth whenever he feels there's any favoritism. We haven't had a female salesman in years, but it's for the best as he sexually judges women and will openly express sexual attraction to passing women behind their backs. The downside is that he does sell and always meets his quota, but his toxicity is hurting the entire company through individuals. He spends half the day playing solitary and reading conservative articles and the other half doing sloppy deals. He needs to go, but we don't know how to get him out for good swiftly, please help! [link] [comments]  |
| considering getting into tech/software sales... Posted: 06 Feb 2019 07:33 AM PST hi, i graduated last may with a MIS degree and have been in a year long rotational program since. i think i'll end up working as a digital (basically front end) developer upon completion of the program in june. however, i have started to realize that maybe sales is for me. i have friends that are getting into medical sales/sales engineering but thats not the background i had. however, i very recently realized that tech/software sales is a thing lol. i am NOT a hardcore software engineer, but i know how to code and stuff like that. i've been buying and reselling clothes/shoes/electronics etc. for basically my entire life, and i even was the ceo of an ecommerce t-shirt selling company for awhile. basically, i am seeking some advice on how to transition from my current role into this sort of sales. or if its even plausible for me. thanks! [link] [comments]  |
| Selling Workforce Management SaaS? Posted: 05 Feb 2019 11:50 PM PST Heyo. I just accepted a new job offer starting next month. It'll be a 50/50 role of sales and marketing for a small Workforce Management SaaS business. I'm wondering if anyone has experience selling this and how many deals is possible to close per quarter for a new guy? Sorry for the lack of info. [link] [comments]  |
| How should I follow up after I’ve sent some prices through and haven’t got a reply Posted: 06 Feb 2019 01:20 AM PST This is for creating a PPC campaign and building landing pages. I sent out some cold emails and have quite a few people come back and say they were interested. I then gave them some prices and none of them replied after that. I can bring them down a bit no problem, but how do I go about that without looking desperate? I don't exactly want to follow up and say "oh actually I meant to say it was this price" it looks bad. What are some alternative ways to follow up? [link] [comments]  |
| Posted: 06 Feb 2019 07:00 AM PST I'm not sure if this is the correct sub to be asking this but might give it a go since I can't find anything else anywhere. I'm trying to create a report in Salesforce that will have a line graph to compare meetings booked vs target. I'm creating a dashboard for my fiscal year and want to be able to see how I'm doing throughout the year. The graph I have pictured in my head will have the month on the x-axis and the totals on the y-axis. The graph will have two lines, one representing actual opportunities and the other target opportunities stacked over each other. If this is the wrong sub for this, then please refer me to the right one. If right, is this possible? Thanks [link] [comments]  |
| Posted: 05 Feb 2019 05:23 PM PST "if another bid is lower let me know and I can see what I can do". In my profession most people get the '3 quotes' and I'm usually the highest because we sell on quality. But sometimes I'm able to come down a good bit. What's the best way to say it to prompt it actually happening? [link] [comments]  |
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