Call me Captain Ahab..... Sales and Selling |
- Call me Captain Ahab.....
- Whether you sell urinal cakes, insurance or SaaS, keep hustling and get in front of people. Don't flush your opportunities to wasted time. Be the best damn salesman possible no matter what you sell.
- Wait until my current company is bought out, or jump ship ASAP?
- Are we doing Cold Email properly, or just spamming?
- Pitch Slap. Do you do it?
- Inside vs Outside Sales?
- Desk Based AM. Feeling worn down by client support and non-sales workload
- What’re the basic skills
- Tips for cold calling/phone etiquette
- Would you consider this B2B sales experience? If not, how would you classify it?
- Customer Experience (CX) or Sales
- A Beginner in need of some direction
- Inside insurance sales to outside - how to generate a pipeline?
- Recently got a raise. How can I bring it up again and ask for more?
- Is cold-calling someone's cell in B2B scummy?
- Despite years of trying, I'm bad at sales. Where do I begin?
- Breaking Into SaaS
- Cyber security troubles
- I am new in medical capital sales. What are the most important discovery questions to be asking? How do you avoid providing a quote when a customer is asking and you don't feel like you've built the value enough prop yet?
- I need advice about medical visit sales
- Anyone here sold credit repair services? What's your experience been like?
- Sales Psychology - Best methods?
- Made a key code at the end of technical interview
- How much time to give for mourning?
| Posted: 30 May 2019 06:55 AM PDT Because I just got my first Whale! I was not performing well over the past month. I cold called a 6k employee company and they were a perfect fit for our product. We have one competitor but it would be a multi-million dollar deal if it closes. I am so pumped! For context, my company has a HR software solution. Seriously keep dialing and keep your head up your never know what opportunities you may find. [link] [comments]  |
| Posted: 29 May 2019 01:43 PM PDT Photo for inspiration: https://metro.co.uk/wp-content/uploads/2016/04/urinal-cakes.jpg?quality=80&strip=all [link] [comments]  |
| Wait until my current company is bought out, or jump ship ASAP? Posted: 30 May 2019 08:49 AM PDT I'm interested to hear this group's thoughts, as I've never gone through this before. It's completely obvious that our CEO plans to sell our smallish software company. I have no idea who will buy us (i.e. a larger software company, PE firm), but his decision to increase revenue by dramatically increasing prices charged to current customers seems to leave no other (realistic) option. Not only has this alienated our longtime customer base, but it's made it very difficult for me to prospect & find new potential customers, as word has already spread of our huge price increases. Here's my dilemma: I'm considering riding this wave out until the inevitable (which most likely means I, and the rest of the sales team, will lose our jobs). My initial plan is to coast through this summer, collecting my commission on booked sales from Q2 (and perhaps into Q3), and perhaps get a severance. Rumors are starting to spread that the plan is to find a buyer towards end of this year. Has anyone been in a similar situation? Would I be shooting myself in the foot if I take it easy the summer and continue to collect a paycheck/commission? For context, I have 11 years' experience in SaaS. Thanks [link] [comments]  |
| Are we doing Cold Email properly, or just spamming? Posted: 30 May 2019 06:47 AM PDT Hello! I work at a smaller digital marketing agency and recently we've started doing cold email for a few of our clients. We've run into some issues and I'm wondering if we're actually providing an honest service to a client, or just creating and sending spam. A few weeks ago, ALL of our cold email clients' emails bounced and that initially set off an alarm in my mind. I've looked up a ton of articles and posts on Reddit recently, but wanted to get some further clarification on if our process is faulty (I think it is) and why. I'll list our process below:
To me, there seems like a few red flags with the process. Is what we're doing considered buying a list? Also, the copy seems weak. From my understanding, you want to have smaller, stronger lists with personalized copy for each business. I'll admit, I don't really believe in email marketing because I myself am able to see right through it, but I know it works for some industries. My coworkers want to just switch over to Outlook to see if it works. I think the issue is deeper than just that. I'd like to present some information to them that I've already gathered, but I'm interesting in hearing some feedback on our current process. Any information on this would be helpful - thanks! [link] [comments]  |
| Posted: 30 May 2019 06:54 AM PDT I've been reading Sales EQ and came across the chapter where Blount discusses "Pitch Slap", immediately starting your pitch to a prospect, and talks about how it should be avoided. I haven't heard of this before but it resonates with me as when I (eventually) get on a cold call, I immediately start my pitch without getting to know the client better. Is your process "pitch slaping" or different? How has either worked for you? [link] [comments]  |
| Posted: 30 May 2019 08:04 AM PDT Hi, I'm an inside sales rep - been with my company for 9 years, last year I was President's Club. The company benefits are awesome (no vacation policy, never work weekends, have lots of great friends here). I'm also a mom and want a second child soon. I have an opportunity for an outside sales role in a company that would be great for my resume. I'm also wondering if I should use this opportunity as leverage for my current company as I'm up for a promotion at the enter of Q2. I don't think I should take a new job because I hope to get pregnant soon and don't believe I could really devote myself 100%. However, I'm really frustrated with my current company because they have been continuing slashing commissions - I made $27,000 less from 2017 to 2018 and I hit goal consecutively every quarter in 2018 and not in 2017. Questions:
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| Desk Based AM. Feeling worn down by client support and non-sales workload Posted: 30 May 2019 07:40 AM PDT I've been working in this company for the last seven months. To give some background,I'm part of a niche team in the business. We were acquired by a fairly large SAAS company and integrated. This integration didn't result in this part of the business being updated to match the main internal sales team. We have to do both client support, entitlement along with the usual sales/administration. Managing the support inbox, entitling people within the company means I have limited time to actually sell to my large client base (200 opportunities registered to me/130-140 clients I'm responsible for) It's really frustrating considering the growth target I have this year. I struggle to build meaningful relationships with clients. My negotiating is extremely transactional unless we have particular trouble. I've tried blocking off time for prospecting everyday but I regularly fail to make use of it.I'm terrified as my pipeline isn't as full as I'm used to. Any advice from AM'S in similar situations?What helped you deal with the large workload? [link] [comments]  |
| Posted: 30 May 2019 12:56 PM PDT I'm naturally a salesman but want to build some real skills. What could these skills be [link] [comments]  |
| Tips for cold calling/phone etiquette Posted: 30 May 2019 06:31 AM PDT I do a lot of phone calls over the course of the day and sometimes feel like I speak to quickly and almost interrupt at times when they are talking because I know the answer. Anyone have some basic tips for phone etiquette? [link] [comments]  |
| Would you consider this B2B sales experience? If not, how would you classify it? Posted: 30 May 2019 11:57 AM PDT I'm an engineering consultant. My job consists of going to existing clients' industrial sites to perform risk evaluations. I work with the client to determine their business needs and how that relates to certain equipment or facility exposures that could cost their company millions in property damage and downtime. Then, I try to sell the loss scenario to the key decision makers to persuade them to spend the man hours or capital to mitigate their risk. I then follow up periodically to try to move things along. I am determining the client's need, developing tailored solutions, and convincing the client to spend capital on the order of thousands to millions. I'm not selling a product, but I am selling a service/my expertise from my business to theirs. My company does not sell the solutions I'm trying to get my clients to buy, but we both benefit from their risk mitigation. [link] [comments]  |
| Customer Experience (CX) or Sales Posted: 30 May 2019 05:39 AM PDT Hey guys, I am currently an SDR at a 500 person SAAS company on the east coast. I have the opportunity next week to interview for both an account executive closing role position and a customer experience manager position. I am extremely torn. Created a Pro | Con list to help me decide but was curious to see if reddit had anything to consider that I am missing. As of now, I like CX because it is less day to day stress, still a sales/closing role, more relationship based. And I like sales because I have the opportunity to make a lot more as my company is close to IPO, and feel as an Account executive I can move to any company anywhere (everyone needs a sales person) Thank you in advance for any advice you can toss my way! [link] [comments]  |
| A Beginner in need of some direction Posted: 30 May 2019 11:32 AM PDT For starters I will try to keep this as simple/brief as possible. I am sure the veterans in the sales business have answered these questions over and over. I appreciate any help and words of wisdom should anyone decide to give it, I am all ears. I started about 2 months ago. I am working in life, health accident and disability insurance. Though I am working for a financial planning firm so I can do annuities and such. I am coming in from NYC Union Construction (carpentry) I hated it. I was miserable everyday I wanted better. My mother (previously work as assistant for my now colleague) told me I should really sit down and make some wiser choices with my money. So I did, I sat down with her ex colleague and explored my options. I realized how much there was to known, learn and how deep the financial industry can really go. I was seriously surprised. It inspired me to study and take the test. So, now here I am 2 months in. I guess you can say I am getting frustrated and am now uncertain if its me not being cut for it, or just really.. normal? So it will be 2 months on June 10th. I have done around 7,000 in premium from myself and immediate family. I LOVE the job, I enjoy going to work everyday. However, the appointments have been a struggle. The 13 I have made .. 12 have cancelled or I was told aren't "worth taking" that's okay. I knew rejection was a big part of this industry and I am okay with that! I am hustling calling some old leads I was given that don't really seem to be strumming up much.. these people do not answer the phone at any time and the few that have, hung up before I could even finish introducing myself. I have always been well spoken, I was big on public speaking back in high-school so my trouble doesn't really lie there. It lies in wanting to do better whilst wondering why I am not. Im spinning my wheels despite having a massive love for the job and I DO NOT want to give up. My personal market has been dry, everyone I know is 23 and doesn't really seem to care about financial security at the moment. I guess I am looking for some general guidance/conversation with you veterans. How I can switch it up? try to arrange my appointments and boost my business. I have visited this subreddit everyday since before I started and I have a tremendous amount of respect for you guys and what most of you have accomplished, I guess all I can say is I want to be there to, and I am no stranger to hard work!! [link] [comments]  |
| Inside insurance sales to outside - how to generate a pipeline? Posted: 30 May 2019 11:21 AM PDT I recently left my inside Medicare supplement sales job because of a massive reduction in lead quality and reduced pay scale. I made 6 figures in all of my 3 years there minus the last 6 months. I have an opportunity to start doing outside insurance sales for an agency in my area. I'd be selling supplemental work insurance (the noncompete I signed with my prior employer extends into November so I cant do Medicare). However, it would require me to generate my own leads which I'm not particularly good at, at least not yet. I don't have a huge network and I'm not the most sociable person (but I can "turn on the charm" when I'm selling). As far as cultivating a pipeline is concerned, does anyone have suggestions for finding leads to cold call? I'm coachable and willing to put in the time, just need some guidance. Thank you! [link] [comments]  |
| Recently got a raise. How can I bring it up again and ask for more? Posted: 30 May 2019 11:21 AM PDT Hey all. I make 38k as an sdr. Around 50k-55k OTE. Theres 5 people in my team and im literally the best one for more than 6 months. I recently just had a performance review and got a 10% increase at 41.8k. I would it consider it low as I saw that the highest theyre looking to pay a new hire is 45k (job posting is 38k-45k). My boss said that since ive been killing it in commissons, Ive been almost making as much as an AE- he said that Im first in line when we expand. But I think itl take a long ass time because of turnover and such a a small team. I dont mind being an SDR. How can I go about asking to get a raise to 45k without sounding ungrateful? Id rather not switch companies tbh cause in terms of management, this is my dream company. Please help. [link] [comments]  |
| Is cold-calling someone's cell in B2B scummy? Posted: 30 May 2019 07:32 AM PDT Obviously in B2C or even small business sales, calling someone's cell is totally fine (even necessary). However, if you stumble upon a DM's cell in larger B2B and can't get a hold of them on their office phone - do you use it? I personally have always shied away from it, feels like an invasion of privacy. [link] [comments]  |
| Despite years of trying, I'm bad at sales. Where do I begin? Posted: 30 May 2019 10:44 AM PDT Hello! I'm hoping for some advice and guidance, please. I used to be a mortgage broker back in the mortgage boom in '03-'04. I actually did quite poorly, bottom 25% among my team. Some years later, I worked as a financial planner for 2 years for Merill Lynch. Despite having a lot of training, a good product, an up market, and a solid brand, I again didn't do well. I'm now in a position where I'm considering freelancing, which will require a lot of personal sales. Obviously if I don't get better at that, I'm doomed. :) What I've done:
Issues I think I have:
Is this likely a hopeless case, or is this a learnable skill? Finally, can you recommend additional books/audio books or something that would help here? Thank you for your time and attention. [link] [comments]  |
| Posted: 30 May 2019 10:38 AM PDT Hi r/sales! Hopefully this is cool. I'm actually posting on behalf of my husband. We moved to Boston at the beginning of April from Atlanta so that I could take my dream job at one of the schools in the area. It happened pretty fast, but it meant he left behind a job he was pretty happy with as a sales manager for a gourmet popsicle company. He had been with them for 5 years and he did a mix of inside sales and account management and took on bigger roles in forming larger, long-term corporate partnerships with most of the big companies in Atlanta – Delta, Home Depot, Mercedes-Benz, etc. With our move to Boston, he figured he would try and switch from a food and bev focus and break into SaaS sales. He's had multiple interviews from account executive and BDR/SDR positions with a range of companies, but he always gets the same feedback. They have no reservations that he would do great/be a great fit, but they just have other candidates that have SaaS experience. Any suggestions on how to address this? Is there a different route that maybe he isn't thinking of? Honestly, any suggestions would be helpful at this point. Edit: I feel like I should add, he knows I am posting for him here, but he doesn't have an account otherwise he would post himself. [link] [comments]  |
| Posted: 30 May 2019 09:37 AM PDT I'm having trouble connecting with CISO's on my outreach, and our team is having a hard time getting close to our number closing deals. Is this a tough market right to sell into? Is there anything you have done to help break through in the security world? [link] [comments]  |
| Posted: 30 May 2019 09:26 AM PDT |
| I need advice about medical visit sales Posted: 30 May 2019 02:44 AM PDT Hi everyone!, I have a year working on my current job in a small company. I do a wide variety of activities, the usual office stuff is about the 80%; and the other 20% I should be going on sales visits to oncologist. Thing is, I'm an introverted, and never in my life I had done sales, and I hate the feelings of anxiety it gives me. I told in the job interview that I didn't have experience in sales and they said it wasn't a problem since they already have an active client list and the "product sells itself". Also, there is no one else in the company I can ask to mentor me, I was given an induction by the person who used to work here and left to solve by myself. Thing is, we can get higher sales because out of the active clients list are unexploited opportunities; also, we are launching a couple of new products that targets clients outside the list (Oncologist too, but other specialities). I already told my boss, since operations are growing because of the launching and expanding our reach is something that is going to take energy and time we should hire a sales person; so there is someone at the office optimizing processes and getting the stuff done (me) and someone experienced on the streets growing the business. My boss said that this was not happening yet, for that to happen we should have the new products successfully out there. This of course doesn't make sense to me because is an overwhelming amount of work over my shoulders just because he doesn't want to spend money on someone else… First thing first, maybe this job sound shitty but for several reasons don't want to change job (yet). So I had to work with what I have. Also, though I still don't like sales and the anxiety is overbearing every time I go out there; I want to take this as an opportunity to learn. Sales is an important and quite valuable ability out there so I want to improve and do a good job and get better numbers so I can return to my boss and said "look, the new products are on the streets, time to hire, company is growing". So, sales people of reddit, especially those of you who works with medical staff, please guide me a little with this so I understand what to do and how to do it: How is normally the dynamic with a doctor? I normally go to the health centre and ask the secretary if the doctor can see me; usually is one of the following: the doctor sees me between patients (my favourite since no time is wasted) / I had to wait after all the patients to be able to see the doctor / I had to make an appointment for another day. And when I go inside to talk with the specialist I usually carry some brochures and scientific papers but I don't know how the conversation should go. I try to ask questions but I don't know what is appropriate to ask here or how to keep the conversation flowing. Some doctors are easy going and talk a lot; others are very quiet and I feel like I'm trying to force the conversation and this is very uneasy for me. Also, usually when I go to the doctors that are not our clients the usual answer is "I use this other brand (competitor)". Ok I know the pros of our product, my strong point is the scientific part, but I don't know how to use it properly in this scenario, since me ranting about a lot of technical advantages feels like being unnecessary nagging sometimes, and doctors usually knows this stuff too so.. giving him raw information is not going to change his opinion and make him bought our product; I am missing something to be able to make this possible. The other part is tracing this lead, like "hey remember me? we talked why are you not buying from us yet?" but with a more diplomatic approach of course :P. I don't like to do it because I feel like nagging again, but the only time I did it resulted in a customer reactivation, so maybe it's not a bad thing, do you do it? and how? Other thing is, do you use other approach to contact customers? In this sector the medical visit is the gold standard, but do you use some cold call? Or cold email? If you do could you give me some advice about how to do it properly? This is it, maybe I'm not going to be the top1 seller of the world because I wasn't the natural extroverted sales person; but I really want to learn and be able to do a good job here, achieve this and to be able to get a better hold on my anxiety. Sorry for the long post (also, English is not my native language so sorry if there are mistakes). Thank you for reading this and thank you in advance for your help :) edit: a word [link] [comments]  |
| Anyone here sold credit repair services? What's your experience been like? Posted: 30 May 2019 06:45 AM PDT |
| Sales Psychology - Best methods? Posted: 29 May 2019 11:25 PM PDT As psychology is a big part of sales, (not tricking the customer) but making the customer understand your reasoning, or add ons, etc. What are some good youtube channels/books/ methods you use? [link] [comments]  |
| Made a key code at the end of technical interview Posted: 29 May 2019 09:33 PM PDT I recently had a pretty intense third interview with a top saas software company for a junior position I really want/need. I spoke to the director for about an hour an a half even tho it was only supposed to go for an hour. Then he hands me a stack of paper and it's the technical interview. A 50 question test!! They don't say I can't use my phone so I looked up and referenced a lot of the answers just to get the terminology right and to confirm that I was on the right track. Then once I was finished I went back over the test to the ones I checked off that I knew or didn't know and the ones I referenced or Googled. So on the last page I created a little key like on a map that tells them how I got to the answer I put down and marked each of the 50 questions with symbols from said key. I feel like this tells them that I'm not some security expert know-it-all. That I want them to train me in some of this stuff despite the fact that I found the right answers on Google. If you were a hiring manager or sales director and a junior employee or intern did this in an interview what would you think? And would it matter if I got some questions wrong still? [link] [comments]  |
| How much time to give for mourning? Posted: 29 May 2019 07:07 PM PDT I sell new homes and was doing a follow up when the client said his brother has just died and hasn't been buried yet. He seemed very genuine about this. I apologized profusely, he said he needed time and can't even think about it. I told him it was no problem and asked him when would be a good time to follow up/how much time does he need he said he needed a week. So I called him up a week later and he said everything has been put on hold, he's flying his brother back to Nigeria. If he decides to go ahead he will contact me. Personally I don't think I should follow up with him and do as he said but I know my company is going to want to see a scheduled follow up. How much time do you think I should give him, 3 months? 6 months? He wasn't super serious to begin with and just kind of looking at the homes for investment. [link] [comments]  |
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