Landed a SaaS BDR Role Sales and Selling |
- Landed a SaaS BDR Role
- More on handling price requests: how to flip the script when they ask for the price early on.
- Where Can I Find Videos of Live-Recorded (and Authentic) Cold-Calling?
- Feelings don't care about your facts - what it should feel like
- How to overcome "I want the price" before you're ready to give them the price. (~150 words, 1 min. read)
- I think I got screwed over by my manager
- Customer Changing Order at the goal line
- Interviewing at a Publicly Traded Company? - Read their S-1 or their earnings report.
- “Let Me Talk to My Wife”
- Strategy for Getting to Power
- Lack of motivation for cold calling
- Made a client visit, stated our fee (started very high)
- Should I follow up after an ongoing job application during the reference check process?
- Job hunting, experience but no degree?
- Summer Sales In Education Industry
- Currently an Account Manager for a startup. Looking for something more. Thinking about Real Estate. Is this a good idea?
- Cutting through the noise
- I am 40, making a career change from Business Management to B2B IT Sales.
- Help with leading a team of millenials
- Toronto SaaS Sales OTE?
- Any recommended scrapers for yellow pages leads? Debating on just hiring someone from upwork as well
- Can anyone give me good examples where sales commission schemes don't have revenue as a core focus?
- Is this too desperate to send to my recruiter? She works for the company I am interested in.
- Anyone in Toronto working for Hootsuite?
| Posted: 23 Apr 2019 07:17 AM PDT Hey guys, I posted a while back about my job search for my first SaaS sales role and wanted to update that I have officially accepted one! Thanks to this sub I went from never knowing that SaaS sales existed to starting a career in it straight out of college with no sales experience in just under 6 months. If anyone in a similar position is looking to land a job as a BDR/SDR, it is 100% possible and you got this! Feel free to ask me any questions you have about how I did it and I'll try to answer! Thanks again r/sales ! [link] [comments]  |
| More on handling price requests: how to flip the script when they ask for the price early on. Posted: 23 Apr 2019 10:59 AM PDT This comes down to reframing the interaction as you qualifying them. It's not "give me the price and I'll decide if we want to buy from you"... No, no, no. It's "I'll tell you what. Let's not get head of ourselves. I don't even know if we can help you yet. Let's do this (explain how the appointment is gonna go down) and then if it turns out that we can help you... we'll go ahead and (perform the steps necessary to calculate your price)." See, when you do this. You take back the control of the psychological frame. You communicate that you are one the one who still needs more information to see if the prospect is qualified...if you're a good fit...before you're even remotely ready to talk about price In other words...you point out how they're the ones trying to jump too far ahead... It flips the script. Puts you in control of the process again. Which is actually better for the prospect -- the sooner they hand over control, the better. [link] [comments]  |
| Where Can I Find Videos of Live-Recorded (and Authentic) Cold-Calling? Posted: 23 Apr 2019 06:22 AM PDT So obviously, naturally 90% of the videos on YouTube are just fake, sham "cold-calls" in which people are trying to flex and /or sell the viewer of the video something. What I'm looking for is real cold-calls, by people who actually know what they're doing. I've watched all of Deric Lipsky's cold-calls, but it seems that's the only even remotely good source I can find on YouTube for that sort of thing. Anybody have any other ones? [link] [comments]  |
| Feelings don't care about your facts - what it should feel like Posted: 23 Apr 2019 09:37 AM PDT Hi all, Wanted to get some of the thoughts that are buzzing in my head off of my chest and give some unsolicited advice, as all of us will most likely do multiple times today. It is truly remarkable how little effect a statistic will have on the phone vs telling someone how you researched their company before calling and how you've identified a current customer in their area that is already working with you and seeing success. I've worked in SMB and Enterprise, "in their area" being somewhat hard to match in some cases, this always holds true. Conviction and purpose will drive revenue for your business and put money in your pocket. The most profound thing I've learned in the last 4 years is to truly care about every person and company you speak with. This means researching the company and already knowing what's important to them. If you never have, and you're struggling with booking meetings and starting relationships, go to the COO or CEO or SVP in your office and ask them - when someone cold calls or cold emails you, what inclines you to respond? What do you hate and what do you like? All of them will tell you that they only want to talk to people that know what they're up to. It always changes for sales people, but "tell me about your business" died quite a few years ago. Nobody wants to spend the first 10 minutes of a 20 minute call educating the lazy salesperson about what their company actually does. The crux of this post: if you're endlessly dialing out today and ringing out to voicemails, sitting in a fog and just want the day to end and saying "I hate that sales is like this." It isn't supposed to be, I wasted a lot of opportunities and phone calls learning this. You should truly be excited to speak with every person you call today. If you're not, you shouldn't call that person because they aren't going to buy from you. If you hate the account, ditch it. Know as much as you can about your prospect and the business they work for. If they don't pick up and you get a voicemail, you'll be disappointed and feel like there is a lingering desire to get that persons attention and you will think of a way to do it. THAT'S what it's supposed to feel like. Hope I don't sound like an ass, happy hunting to all of you and I wish you a great quarter. [link] [comments]  |
| Posted: 22 Apr 2019 08:56 PM PDT If giving price early is part of your proven process, cool. If not, learn how to handle prospects requesting it early. In the cold call: "I hear you. Our price depends on x, y, and z factors. Let's have our [sales closer] connect with you so they can calculate those factors to get you a price and answer any other questions you have. It'll take around 45 minutes. How is wednesday at 2?" In retail or one-call close situations: "sure, I'd love to get you a price. Just need to know what features you want, then. What features do you want? (start qualifying)" During a demo: "yes, i'll get to that shortly. First, I want to share with you some really important benefits you might not be aware of. You do want to know what you're getting and not getting for the price, don't you?" Takeaways:
Congratulations. You're more attractive and successful now. And remember ABORFPE (Always Be Overcoming Requests For Price Early)! [link] [comments]  |
| I think I got screwed over by my manager Posted: 23 Apr 2019 07:24 AM PDT This is a long story, so i'll try to keep it as brief as possible while still outlining all the main points. EDIT: my manager worked at the company for 7 years as a rep, left for a year, and just got rehired 3 weeks ago as a manager I'm going to keep my industry and company out, but I work in outside sales and sell to residential and small business. I've worked here for 4 months now. TL;DR at bottom... It all started with another sales rep, we'll call him Ian. Ian had a company scheduled appointment with a small business, he could not make this appointment so he tried to have another sales rep, we'll call him Luke, do the call for him. (which is totally fine, we do it all the time) Anyway, Luke fucks up and forgets about the appointment, and the customer is pissed. Fast forward to 9pm. The customer was only about 10 minutes from my house, and I am now free, so I reach out to the customer, and meet him at 9pm and run the appointment. It quote him, and exchange information with him, and agree to follow up with him in the near future. In the mean time, I ask my boss to switch the account owner from Ian to me, so that if it sells, I get credit for it. (I'm sure you can already see where this is going). Anyway, he texts me back saying he has switched account ownership to me, and it'll take a few minutes to show up on my end. (I have screenshots of these messages) It turns out that this is a lie, and he never did this. I can see this on my end, so I text him the next day and ask him if he can actually do it. He then says, "just recreate the lead and enter it in the system your self. Is that ok?" Now this is not ok because that would be registered as a "self-generated lead" as opposed to a "company-generated lead", meaning I would be compensated more. (Whats that word i'm looking for? oh yeah, fraud) I respond explaining this to him, he doesn't respond. So anyway a few weeks go by, and I reach out to the customer to see if he has made a decision yet and if he's ready to pick an installation date. He seems confused that i'm calling him and says he already moved forward with the system and talked to Ian and my manager on the phone. He then says something along the lines of "Damn man, do you get commission for this sale? cause I was about to leave your company after the shit Ian pulled on me, but since you were so good to me I decided to stay. If you need any help with this just let me know." My manager nor Ian ever told me they sold it. So now the sale has gone through, under Ian's name and he is getting compensated for it, even though he not only did almost no work on this lead, but also is the one who fucked it up in the first place. So I confront my boss and ask why he never switched the lead to my name. He gives me a bunch of BS responses and says he's going to work on it to get it in my name. A few days go by and he says that him and his manager decided to still give 100% of it to Ian. He said, "It's the most fair way we could come up with" ...How in the fuck is that fair... the commission is $740, and it counts as 2 units towards my quota. (which I know might not be a lot of money to some of y'all, but its a lot of money for me, and a relatively large sale for this job. My manager said to 'make it up' to me, he'll give me the next 3 sales he makes. (My manager makes sales too) So I'd be getting 3 units towards my quota, and around the same amount of money ($740 ) in total. But theres no guarantee that these sales go through before the end of the month. I've already arranged a conversation with my manager's manager to discuss this, but he is on vacation (infuriatingly) until the end of the month. Please confirm or deny, this is fucked right???? TL;DR Another sales rep got all the credit for a sale I made and nothing is being done about it. [link] [comments]  |
| Customer Changing Order at the goal line Posted: 23 Apr 2019 07:51 AM PDT Venting / Needing Advice I have a major customer who is about to place an order, not a huge order but this is a very strategic (Fortune 25) account and it is our first deal with them. Selling Cloud Infrastructure Software. After spending more than three months going through their legal and finally coming to agreement on the T&C/license agreement I get an email asking me to reduce their order by 90% because they are going to run it as a POC first. Completely blind sided and a little frustrated get on the line with the customer and get a story about how there was a recent reorganization and his team got gutted and they need to slow roll the deployment. Said they are unable to make the original order as 90% would be going unused and is we would not concede to the new order they would be unable to move forward. Already over my number for the quarter but this would have helped me get closer to accelerators for the year so not a big deal but jeez don't you love when customers pull this... 6th deal I've had in the last year that's been impacts by a merge/acquisitions or corporate reorganization. How hard would you push back to get there original order? How would you approach the situation? Would love to get some other folks thoughts! [link] [comments]  |
| Interviewing at a Publicly Traded Company? - Read their S-1 or their earnings report. Posted: 22 Apr 2019 02:27 PM PDT There is a ton of valuable information in their S-1 and a bunch in their earnings report. A lot of the S-1 document is marketing material and it gives you the verbiage the company uses to describe themselves. [link] [comments]  |
| Posted: 23 Apr 2019 06:41 AM PDT Why is this an objection that comes up so much in cold-calling/sales for high ticket items? What's the deal with this specific line? I don't work in an industry where anybody really says this, but I've seen it a lot while doing sales research for other industries. Just seems oddly common, and I don't understand. [link] [comments]  |
| Posted: 23 Apr 2019 12:53 PM PDT Looking for strategy/tactics to get other decision makers and influencers involved earlier in a complex b2b type sale without pissing off our contact, not a champion yet. Let's say we have a contact within the company but they are lower level, project manager type and have really no power. We see this very often especially on inbound leads and would love any insight. Thanks in advance. [link] [comments]  |
| Lack of motivation for cold calling Posted: 23 Apr 2019 12:49 PM PDT Ladies & Gents, I have been doing professional sales for about 6 years. My prior job I was with for 5 years as an account executive for a multi-million dollar account. I've been with my new company for about a year, they liked me so much they had to hire me but haven't had a place to put me. They were initially aiming towards a strategic or BDM, but the only field they found available was territory Sales Rep. The job has "some" leads but almost all of it is prospecting and cold calling to me new account #'s and new account $ revenue. I've been doing fairly well as I still deal with a key account, but I just feel as my skill sets aren't being utilized. I'm not sure if it's just the natural discomfort with cold calling/anxiety of it or if it's truly that I believe my skill sets aren't fully being utilized pestering people to sign up with an account. I've been very successful in terms of business development with set BOB, or some form of guidance... What are your thoughts? Is this job not suited for me? Am I being a bitch about cold calling? Or a combustion of both... [link] [comments]  |
| Made a client visit, stated our fee (started very high) Posted: 23 Apr 2019 11:59 AM PDT Hi, I work at a staffing agency. In our sales training, they always say to shoot super high, then when we negotiate down, we ask for things in return. Standard fees for staffing range from 20% - 25%. In our client meeting, I told them that our fee is at 35%. However, if they agree to our COIN process (it expedites the hiring timeline a lot) it would be 30%. He was the VP (but I guess not the true decision maker), as he said he had to get back to me after getting feedback from the owner. They have worked with other agencies, so I know that they probably never heard of a fee that high. The look on his face, he was surprised when I quoted it. However, he has not come back to me to negotiate or anything. Just went dark. Like 99% of the time when we visit a client visit, we get some type of response. I never quoted a fee this high before though. I want to revive this account, but I don't know what to do make him open the door. How can I say the fees are flexible? The role is actually very easy to fill.... I would do it for 22% - 25%. [link] [comments]  |
| Should I follow up after an ongoing job application during the reference check process? Posted: 23 Apr 2019 11:15 AM PDT I've been interviewing over the phone for this sales job for a few weeks now, by far the longest application process I've ever done, but I really want this job, and I've been acing all the phone screens so far. The HR lady asked me for professional references in the "final" step of the application process, so I figured that I was pretty much right at the door of receiving an offer. But my first references were not what she was looking for (co-workers, other various colleagues), and she asked for more managerial references. So I sent them, but I haven't heard from her in over a week. Should I give her a call and ask something like "Hi, this is darrens1lverman, just following up on my application to see if everything is going smoothly, if there's anything you need from me, please give me a call at (phone) or email me if there is anything else I can do on my end." or something along those lines to see if my application is still good or just to follow up so she knows I'm still here. Thing is, I don't know how annoying this is. It's very hard to get in touch with this person, and I don't wanna be that applicant who left 200 voicemails for her, be perceived as the annoying guy, and possibly have someone else chosen over me. What do you guys think? Is this a good move or should I be patient for a few more days? I last heard from her on Monday last week, when she asked for additional references. I sent them a few hours later, and additional one 2 days later in case she wanted additional ones. [link] [comments]  |
| Job hunting, experience but no degree? Posted: 23 Apr 2019 10:46 AM PDT Hello all, I'm dusting off the old resume and looking for a sales role for the first time in a few years. For the past 4.5 years I've been selling digital marketing B2B. I'm 26 and never finished my bachelor's degree. When I applied to my current job, I basically put the bachelors degree down as pending (although after getting and maintaining my role for the last 4.5 years, I now realize they probably would not have cared) and it was never brought up again. Fast forward to today, I'm about to put myself on the job market and am wondering if I should even list my college/have an education section. I plan on getting it but due to circumstances it'll be another few years before I can. The main reason for my concern is I'm no longer interested in selling digital marketing and would like to get into medical device sales (not pharma) although I'm open to selling other B2B products/services as well. Any help is appreciated! [link] [comments]  |
| Summer Sales In Education Industry Posted: 23 Apr 2019 09:28 AM PDT I'm interviewing for a job selling software to high schools around the country. I was wondering, is there a major slump in the summer? I know teachers are out, but I wasn't sure about administrators and district staff. Anyone have experience? [link] [comments]  |
| Posted: 23 Apr 2019 05:11 AM PDT I'm currently an Account Manager for a startup in the IT sector in Toronto, Canada. I've managed to climb my way to the top and I'm making around 120-140 a year. However, I've been doing this for four years now and I'm not exactly happy with how the company is going and the decisions the owners make, etc. I should also add I've been there since basically the inception of this company (I was the first hired outside of the initial group of friends) and I'm 28 years old. I've been thinking more and more lately that becoming real estate broker is a good idea. I'm under the impression that you get a lot more freedom, you're your own boss and there's plenty of potential to make more than 120k a year. Does anyone have any advice? [link] [comments]  |
| Posted: 23 Apr 2019 08:43 AM PDT Hi all, I am currently working as a BDR (the first and only one this company has had for the Healthcare Vert) and we are running into an issue. Basically I sell software that integrates into a hospital system's current EHR/EMR and provides them with a better patient payment platform. The issue is that there is an unholy amount of competitors out there. There has been zero response to any emails, calls, or I do get them on the phone they just hang u. And it is not just me, every other AE has not been able to get into accounts from a cold calling standpoint. Any meeting / demo that we have, is from already having a warm introduction or some sort of networking. And the close rate after one of those demos or meetings is about 96%. Our product is really well built and can help hospitals out incredibly, but to get the difference of our product from the other 200 out there, requires at least a half an hour discussion. Can anyone offer some help about how I can get through to these people to simply agree to that discussion? [link] [comments]  |
| I am 40, making a career change from Business Management to B2B IT Sales. Posted: 23 Apr 2019 08:33 AM PDT I am making a career switch from Business Management to Sales. What should I be doing to improve in my sales position? I have been in the role for about 2-3 months now and I am not experiencing any real "wins" yet. What should I be doing aside from daily cold calls, emails, LinkedIn connecting, and other prospecting methods? I am not making the traction I would like to make and I am concerned that I am doing something wrong. My supervisors tell me I sound good on the phone, my campaigns are good and build value, but I am just not getting many returns on my offerings. Really, I need to hear why I shouldn't be discouraged and helpful tips on how to be better at this. I appreciate the help and advice in advance. [link] [comments]  |
| Help with leading a team of millenials Posted: 22 Apr 2019 07:11 PM PDT Hey guys, I'm a training manager for a company that has a rotating door of reps. It is my responsibility to get them trained, and to develop them for their first 90 days on the sales floor. I've been in this role since August with some very positive results. Q2 has proven to be my most difficult class of all. I've currently got 24 reps on the team, with only two above the age of 26. I'm 28 myself, so I'm not too far off from the average age (23.5 years old). The struggle stems from the drive of some of these kids. They have a lot of flexibility and freedom in their roles, but it seems as if only one or two have the drive to handle it. I haven't been able to light a fire under them. Most of them still live at home, and only need a small handful of money to be successful. I've been trying to focus on the long term goals for them (owning their own houses, 401, etc). I've broken it down into weekly goals. I've monitored hours put in, with how many outbound calls they've attempted. The drive just isn't there compared to past classes with older reps. Does anyone have any advice they'd like to share on how to communicate with a group of individuals who probably don't have the desire to drive a career in sales (at least at this point in their lives)? I am not in charge of the hiring or recruitment, but I have advocated for some polished sales reps with actual experience and not just the younger generation who have only worked part time jobs. Thanks! [link] [comments]  |
| Posted: 22 Apr 2019 09:08 PM PDT Wondering what you guys in toronto are making as OTE in Toronto, whether you're an SDR/BDR or an AE now I'd like to know! Also if you have some company recommendations that are hiring that would be great :) [link] [comments]  |
| Any recommended scrapers for yellow pages leads? Debating on just hiring someone from upwork as well Posted: 23 Apr 2019 05:30 AM PDT |
| Can anyone give me good examples where sales commission schemes don't have revenue as a core focus? Posted: 23 Apr 2019 05:11 AM PDT I'm working with a company right now where the scheme incorporates performance indicators for numbers of meetings and new leads as included targets. This has already caused issues and presents in a number of ways. The most glaring problem is if you even hit 2 or 3 or 4 times your revenue target, but have missed your targets on your meetings/new leads indicators, you will effectively have your commission penalised quite severely. Consequently members of the sales team have 'fixed' their indicators (itself a big issue), to get what they feel they're owed for their revenue performance. Secondly many sales people are hitting their indicator targets, but not their revenue target and vice versa. I can see no correlation to this driving performance and then this is marked up as a failing of the management team. It has been a significant issue which has caused massive turnover and low morale, and the justification has been this is how modern companies do things now, but I can find no clear cut examples (especially for SME'S) where this kind of structure has been successfully implemented? [link] [comments]  |
| Is this too desperate to send to my recruiter? She works for the company I am interested in. Posted: 22 Apr 2019 08:26 PM PDT We talked last Thursday. She said she'd send my stuff over to the hiring manager. I stupidly emailed her a thanks on Good Friday (I work shift work so I forgot) and I haven't heard anything from her yet. Should I be worried? Here's my follow up email I sent: Hello (recruiter), Thank you so much for reaching out to me yesterday! I appreciate the insight you gave me about the Spinal Cord Stimulator division and (company name) as an organization. I reviewed the online material we discussed yesterday and am even more impressed than before about how this technology can positively impact patients and their families. I believe I would enjoy this role because it combines my interest in physiology with my passion for helping others. Additionally, I feel I am a good fit for this position because I am enthusiastic, empathetic, perceptive, and enjoy interacting with patients to understand how I can best meet their individual needs. Also, as a nurse, I must be flexible, solve problems, think critically, and have strong interpersonal communication skills. Moreover, I am comfortable with working in a clinic/hospital setting and communicating with patients and physicians because of my nursing background. I am especially interested in this position because I personally know patients, family members, and colleagues whose lives are negatively affected by back pain and how difficult it is to manage with current therapies. I want to thank you again for taking the time to get to know a little about me and for giving me a better understanding of this role and (company name). I am very excited at the prospect of working for such a respected organization that is recognized for its innovation, performance, work culture, and contribution to others. I look forward to communicating with you and (hiring manager). Thank you, [link] [comments]  |
| Anyone in Toronto working for Hootsuite? Posted: 23 Apr 2019 05:09 AM PDT I'm currently working in a small company as an account manager. A Hootsuite recruiter reached out to me and asked me to interview for a position with them. I'm wondering if anyone here works for them? Or do you kno anyone who does? What is it like working there? Is there a good culture? Are they hard on sales quote, etc [link] [comments]  |
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