How to build relationships and leverage your ecosystem, how to build up your Linkedin, and how to ask your contacts for intros. Sales and Selling

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• How to build relationships and leverage your ecosystem, how to build up your Linkedin, and how to ask your contacts for intros.
• Guys, use the channel
• What to do when you are feeling overwhelmed or stressed out
• What is a 'sales playbook', what does it look like, and how do I put one together?
• Reddit Sales Summit in NYC weekend of May 25,26
• Can I post a sales job here / where should I post?
• Should I pursue an internship at CDW or ADP
• Salary advice
• Just received a $3MM P.O., man what a rush
• Outside sales job and work/life balance
• Anyone in Agribusiness or AgTech sales?
• What statistics, if any, do you keep track of and how do you keep track of it?
• SAAS Interview
• SOS: Does anyone have experience with developing a sales department for a small business?
• Gartner Business Development Manager Role - DFW - Insights?
• Best practices: how to remember to follow up when the ball is in their court.
• Who are the experts in B2B demand generation?

How to build relationships and leverage your ecosystem, how to build up your Linkedin, and how to ask your contacts for intros. Posted: 06 Apr 2019 05:19 AM PDT Hi everyone, I know it's been a while since I have created content. I wanted to get a place where I am producing enough significant revenue before I contributing back to the community. Thank you to everyone who has sent me a msg sharing with me that my content has helped them in one way or another. It's much appreciated. I want to share what's worked for me and what hasn't. Nowadays, people are Inmailing decisions makers left and right. You really have to try to stand out from the crowd or else you are just going to piss people off by copy and pasting generic sales pitches. I will share with you what has given me an edge by leveraging Linkedin for data points. I will also share some campaigns I have been experimenting with that has been successful in getting meetings. CPAs and accounting firms are one of our best referral sources. Today, for instance, I am buying a large accounting firm on 5th Ave lunch for 110+ CPAs. We are raffling off Apple earbuds to collect business cards because we know they are swamped right. I have been sending care packages to over 15+ accounting firms to stay top of mind while they take care of their clients. Going the extra mile and putting together a well thought out gift is a good way to get in. It doesn't have to be an expensive campaign. The handwritten note with your business card always works. The more thoughtful and well researched the card the better. I have over 11,000 Linkedin connections from attending many seminars, conferences, and early morning breakfasts. Staying in touch with everyone is tough. What has been successful for me is, I will always remember something unique about the other person. Typically, people like genuine compliments. I'll say something as an ice breaker such as, "I like your shoe or if its a female, I'll say I like the color of your shoes." That gets them to open up. Remember, this has to be genuine, because people can weed out bullshit. During the conversations I have with people, I will typically try to remember something they mentioned. Even if it's something like I remember you saying you were traveling to Bali next week. In the email, mention that it just shows that you listening and that you genuinely care about the other person. I always ask people who would be a great referral source for you? In my industry, lawyers, accountants, and brokers are always great people for people to be introduced to. The more specific I can understand who they are looking for meet. I will often reflect right after a networking event to see if it was worth my time. Typically, I judge this by evaluating the quality of people I have met and did I learn something valuable that can be a value add to becoming a subject matter expert. Although interestingly enough, there have been many networking events that I never think would benefit me but I somehow received a referral from it. The key is to have a giving mindset. It's never about what can they do for me right now. I always think if I am good guy and I am sending people referrals all of the time, people genuinely will send you referrals because they know you are always looking to help and make introductions. This is a step by step guide on how I leverage my Linkedin. When you ask for a Linkedin intro to someone who is mutually connected to who you are looking to speak to, First ask your mutual contact, how he or she knows the person? You want it to be easy for both parties so I will spell it out like this. Hey Mike, I hope you are doing well. Oh by the way, Here is an article I think you would be interested in. "Insert something they will care about". Would you do me a big favor and Copy and paste this to "Insert Linkedin Url here"? and create a group message. Hey Mike, This is John. A fellow hiking buddy of mine Davidson asked to be introduced to you. He wants to meet you because he is putting together a Rutgers Co-Founders meet up with investors, founders of similar tech startups and other interesting ecosystem partners. I know you two will hit it off since you are both huge networkers. The other way is to give your mutual contact a call by phone. (In the digital age, people love real conversations). Too often, we default to writing emails by if you have his or her phone number, always call first.) In the beginning, of course, be a human ask him or her how he or she is doing and get related to talk about where you have met. If it's your college, then be like Wow, have you been back there has been so many changes. It's such a beautiful campus. Just be yourself, don't be weird about things. After catching up, you just ask them, Hey I saw that were connected to Mike. How do you know each other? Oh, he goes to my racket club. If you want an introduction, I can connect you guys via email. Thank you so much, I want to make it easy for you. I will write the email for you and all you have to do is cc me on there. Thank you so much! This is where you write the email for him, the whole thing dumb it down so that there is no resistance. Hey John, My buddy Davidson asked to be introduced to you. He works with many COO of banks and shared with me some interesting thought leadership and I thought he would be good for you to know since you mentioned you are always open to learning what your peers in the banking space are up to technology and process-wise. People love to learn about best practices. Using this is what your peers are up to has worked for me to get the initial meeting. If your buddy does not send it, always follow up. If they say they are going to make an intro and they haven't you have the right to follow up. Once he sends that email, make sure you respond right away with a date and time. Hey John, Nice to meet you. Mike tells me great things and that you are also really into hiking. He said you climbed Mt. Washington recently. That's quite impressive, I would love to pick your brain on what gear to get since I am looking to go myself this summer. Let's set up a time to chat further about this and I want to be a resource for you. Does 3 pm on Monday or 4 pm on Tuesday work better for you? This initial call shouldn't take more than 20 minutes. Because he or she is being introduced by someone who they have a relationship with. They are so much more likely to get back to you. I spend a lot of time staying in contact with people who I genuinely enjoy their company. I put time in my calendar every week to stay in contact with my channel partners. I will often take them out to eat and eventually we become friends where he or she will invite you to all of their interesting invite-only events. I host a monthly ecosystem happy hour where I invite my prospects, clients, and other reps in my company because the better relationships you have and the more they see you, the more likely, they are to keep you front of mind. It's always about timing, and the more front of mind you are. The more likely they are to give you a call when the time is right. I hope this is helpful. I will be posting other best practices that have helped me. ​ submitted by /u/nycsalesguy [link] [comments]

Guys, use the channel Posted: 06 Apr 2019 02:26 AM PDT Bit of background, I'm in tech sales, I was feeling pretty burned out building startups so 2 years ago I took a sabbatical. Out of the blue, a buddy calls me and tells me he needs my help, he'd signed a deal to promote an anti-hacking/anti DDoS SaaS product but didn't know where to start, he asked for my help. Well, 2 years of dicking around had started losing it's appeal so I was pretty excited to get started. I signed with him and got to work. I know nothing about hacking, I know even less about DDoS but I built up a simple playbook and started making calls. A couple weeks later and I'm presenting the service to 8 CIOs at a partner event, I'll fully admit I still know nothing about DDoS but 1 thing I do know is the power of data: My service stopped 115mn attempted hacks in the month of February alone, the story sells itself "You may not think you're being hacked, but the chances are high that you are", I pushed this angle hard. 2 CIOs started trials before my session had ended, 1 of them graciously shared this screenshot with the group during my session. 2 more signed up on the back of that endorsement, the momentum was enormous, the partner has now integrated it into their managed service portfolio and we've since activated 60 more clients. Time since I started: 6 weeks. Total revenue: €720k (FWIW, my annual target is €1mn). I lucked out and caught lightning in a bottle, but partners accelerate deals, partners have the relationships YOU want and partners are highly motivated to add value to their clients. Everyone on this sub, I implore you to find a way to work with partners. A little effort creates enormous value and the returns are staggering. Good luck! submitted by /u/the_drew [link] [comments]

What to do when you are feeling overwhelmed or stressed out Posted: 06 Apr 2019 05:45 AM PDT Because we are in sales, the job of sales can be stressful. Stress management and taking care of yourself can help you gain an upper edge on people because I have found that well being helps me be able to function more optimally. These are my top 10 things I do in order to regain my health. Be careful of what you eat and monitor how many drinks you have. I am much more aware of the number of drinks I have at networking events. I know I always feel like crap when I hit a certain threshold. Limit yourself to one or two. 3 max if it's a longer event. It helps me be able to wake up the next day and be functional. Meditation or yoga. Mediation for those of you who have not tried it. It helps you be able to be more aware of your subconscious mind, for instance, if you are thinking about a lot of deals you have lost. A lot of times, we keep thinking about it, but you really need to be able to move on. Meditation, I have found gives awareness of even deals I need to follow up. It helps me bring to the forefront of what's important instead of keeping it in the back of my mind but not really doing anything about it. Having a healthy body= longer sustainability. I don't know about you guys but I have to work out every day. I notice a big difference when I go to Crossfit vs when I don't. When you start your day off right, the rest the day becomes much more productive. Plan your day before you go to sleep. A lot of times we go to sleep thinking about what we have to do. When you have a firm outline of the next day and checklists for things you have to do on a notepad, you are able to sleep because you know you don't have to try to remember everything and then you can go to your notepad in the morning to figure out what the priories for the day are. Listen to Sales podcasts or something motivational in the mornings. When I am in a rut, I often use this time commuting to work or back from work to see what other people are up to. This gives you different things to try and when are you listening to other successful sales reps do and their hacks. Their positivity will help you perceive your job in a much more positive manner. Go for a walk, if you are stuck in your office and you really are not being productive, sometimes taking a break going to the nearest park and just walking around will help clear your mind. Cut bait and eliminate crappy opportunities. Too often we waste time on opportunities that are not the best fit for you. Especially in the beginning when you are just trying to close anything. Time management is key and you want to target the perfect/ideal client base. Go to therapy, you have no idea how much a therapist helps when it comes to dealing with office politics or if you had a bad conversation with your manager. Getting perspective is key, my therapist helped me realize that a lot of these stories in my head is just being overblown or there was something from my past that triggered something. When you have more awareness, you have more control over my emotions and mindset. Getting a standing desk/ stretching in the office and buying a wireless headset. I know for me getting a solid headset where you have noise cancelation was such a valuable investment for me as I run around time so I don't have to carry my phone. It allows me to walk around more in the office to be healthier than sitting still at all. I often find that because of technology a lot of us are near the computer. Having a standing desk will help you feel better long term. Stretching helps you feel like less of a slob. It also changes things up so that you don't feel so bogged down. Go out and interact with the rest of the company. I often see that many sales reps only talk to each other. There are always so many insights I learn from talking to other departments. The better the relationships you have, the more helpful they are going to be if you are asking for a favor. submitted by /u/nycsalesguy [link] [comments]

What is a 'sales playbook', what does it look like, and how do I put one together? Posted: 06 Apr 2019 07:54 AM PDT I'm new to sales and wondering how I would go about putting one together for my new services business. Is there a framework that would help me put one together? submitted by /u/designerspit [link] [comments]

Reddit Sales Summit in NYC weekend of May 25,26 Posted: 05 Apr 2019 02:46 PM PDT Hey everyone, I was just speaking with some fellow Reddit sales folks and I wanted to put together a Reddit sales weekend up to get together everyone from all over the US.(Canadians you can come as well) It's probably closer for you to get to NYC then it is for some other Americans. I was thinking the May 18th and 19th weekend. ​ Since I am organizing and planning it. I will propose to have it in my office in Manhattan but anyone else wants to volunteer their coworking space or office space let me know. ​ My vision looks like having an agenda with the input of the community. People arriving in on Friday and at night, there will many social events. Mainly around getting drinks locally at a large bar. We have plenty of speakeasy's and cool nighttime bars with a nice view of the city. 230 Fifth is a pretty popular spot for a large group. https://www.230-fifth.com/ ​ Saturday, we can break out into different roundtables perhaps around Saas, HR, IT, Pharma, any other sales that you can think of depending on the number of attendees and all of the different verticals involved. ​ That will take place from 10 am to 5 pm. From 5 pm to 10 will be more social again where we can all just get to each other better. We can do a nice rooftop in Midtown somewhere there are plenty. ​ We can do lunch at a food court locally so that we don't have to worry about catering or anything. I'm near the Urbanspace on Lexington. https://www.urbanspacenyc.com/570-lexington ​ Sunday: will be more laid back. We can do some "team building" exercises for fun or if anyone is interested. We can show you guys around NYC, all of the local Reddit Sales community here. ​ Some of the panelist topics will 1. How to network/ build channel sales. 2. Prospecting best practices. 3. Closing the sale 4. Organization and process 5. Social selling 6. How to break into Pharma 7. Enterprise Saas ​ Let me know what other panelist topics you would like to learn more about. ​ We will end the "conference" at 3 pm or so everyone can head back into grind it out again on Monday. :P There will be no costs to do besides just your airfare and where you decide to stay at hotel wise. ​ Let me know who would be interested and I will set it up. We can use Eventbrite to get a headcount or you can message me and I will get an idea of how many people would be interested in this. ​ It will great to share stories with fellow grinders and hustlers in this amazing community. Let me know thoughts, ideas, I am open to suggestions. This is the RSVP link. https://www.eventbrite.com/e/reddit-sales-summit-in-nyc-tickets-59984015806 This is the Reddit Sales Linkedin group. https://www.linkedin.com/groups/8590117/ This is the Reddit Sales Facebook group: https://www.facebook.com/groups/1617588178549037/ This is great for increased collaboration. I know we all love to help each other out. submitted by /u/nycsalesguy [link] [comments]

Can I post a sales job here / where should I post? Posted: 06 Apr 2019 11:49 AM PDT Hey r/sales looking to post an opportunity for my startup. Looking for client acquisition members to join my team in LA. Is it okay to post details here or could you direct me to where I should be posting? Thank you! submitted by /u/FBSOutdoors [link] [comments]

Should I pursue an internship at CDW or ADP Posted: 06 Apr 2019 07:38 AM PDT I'm a junior in college, I'm pursuing a degree in anthropology and history. (I know.) I've been the to-go manager and shift leader at my restaurant for 2 years and do about $2000 in sales every night. I usually do about 75 phone calls a night and sometimes will be on the phone with 3 people at once. (We have 3 phones.) so I don't have sales experience but I have the drive and social skills. I'm just looking for a summer position for now to see what the industry like and to get some experience. I know they both offer some form of internship but I'm not quite sure how flexible they are with hours. Which would look better on my resume? Which is better to work for? submitted by /u/TheSilliestGoose99 [link] [comments]

Salary advice Posted: 06 Apr 2019 03:19 AM PDT I was working in a different department for years for my company and have now moved over to sales in which my first year I have done well over half a million. I have my annual review coming up since then, in which I am expecting a rise but want to get experienced peoples opinions on what I could be on. The company is salary based rather than commission. Look forward to hearing your thoughts. submitted by /u/voidenator [link] [comments]

Just received a $3MM P.O., man what a rush Posted: 05 Apr 2019 03:18 PM PDT Largest single project purchase order I've closed. Thanks to a hell of a good team, closed the deal in relatively short amount of time. Supposedly this deal is going to be the first of many, and the smallest of the bunch. submitted by /u/SJTpops [link] [comments]

Outside sales job and work/life balance Posted: 06 Apr 2019 04:25 AM PDT I am considering a move to a sales career and I think I would enjoy outside sales. Does anybody have a job they love and a happy family balance? Are there any tricks or particular industries that favor this balance? submitted by /u/efficientenzyme [link] [comments]

Anyone in Agribusiness or AgTech sales? Posted: 05 Apr 2019 04:12 PM PDT I'm looking for some perspective on jobs in the industry, who are the good firms to work for? Growth potential etc. Interested in pretty much seed to plate perspective and any part in between. Thanks! submitted by /u/Mark_Cubin [link] [comments]

What statistics, if any, do you keep track of and how do you keep track of it? Posted: 05 Apr 2019 08:24 PM PDT Are you guys counting phone calls? Contacts? Appointments? Sales? All of the above? What is something you track now that you wish you tracked from the beginning? submitted by /u/Need2Win2019 [link] [comments]

SAAS Interview Posted: 05 Apr 2019 04:37 PM PDT Hello community, I have an interview with a software company that works with universities and hospitals. I've never worked in SAAS, mostly telecommunication sales, not always consultive selling. Any advice as to what they are looking for and not looking for? I want to bring up what's relevant and important. submitted by /u/vagabondalex [link] [comments]

SOS: Does anyone have experience with developing a sales department for a small business? Posted: 05 Apr 2019 04:56 PM PDT I know this is quite the loaded question, but I need some direction. I have recently been promoted to sales manager in a growing company, after being a sales rep for 2 years. Prior to my sales work here, I have never held a sales position. With no idea of how a department should look, I'm simply winging it and trying to pull as many resources as I can from the internet. It appears that the more I research, the more questions and less answers I have... Does anyone have advice for someone who has been tasked with developing a sales department? I know I can do this, I just need the right resources and maybe even mentors. submitted by /u/hopeala [link] [comments]

Gartner Business Development Manager Role - DFW - Insights? Posted: 05 Apr 2019 04:02 PM PDT Was approached by a Gartner Internal Recruiter for a BDM role in their newly acquired CEB division (GBS) For MSE I'm on my final interview and would like some insight as to the quality of the position, perhaps what common compensation would be as well as any and all pro/cons you can think of. At this stage, I have a well paying position elsewhere but this seems like the logical next step in my career. Thank you in advance! submitted by /u/Sublime250 [link] [comments]

Best practices: how to remember to follow up when the ball is in their court. Posted: 05 Apr 2019 03:22 PM PDT Hello guys, I'm looking for some general advice on how to remember to follow up with a customer if they don't get back to you. I'm working solo, so I rolled out Pipedrive to help keep track of cadences and sending emails, etc. I guess I'm asking about small things like this: •Prospect sends me a text asking a question about a pending order. •I send a quick text answer. •The ball is in their court... but I want to remember to get back to them instead of letting it fall between the cracks if they don't reply. I could stop and open my CRM and log that SMS, but do you guys have any simpler "quick fixes" or quick tips? Thank you all! submitted by /u/Too_Many_Mind_ [link] [comments]

Who are the experts in B2B demand generation? Posted: 05 Apr 2019 02:18 PM PDT Hi all, My company has had a major reduction in workforce and we've lost our entire marketing team. I've offered to my CEO that I'm happy to help with marketing efforts if needed but have no idea where to start. What are the best resources or experts (Twitter, articles, books) on demand generation/ad targeting/marketing in the B2B space? Appreciate your help! submitted by /u/UnsuitableTrademark [link] [comments]

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