Little Tip from a SAAS Account Executive - Life Hack Sales and Selling |
- Little Tip from a SAAS Account Executive - Life Hack
- As a sales rep, are you willing to sell a software as a service product with a free base plan?
- Sales Engineers - How do you like your job?
- Time to get off the road
- Copiers to Pharmaceutical sales... with Pfizer??
- To "just dial" or go that "extra mile"
- Business Dev Here - What to do if my work is being stolen?
- When to switch roles?
- Just graduated college and started new sales role
- Anybody ever fart in front of prospects ?
- Lists of Restaurants in the USA
- Cold call flow...what do you think of this?
- Account Executive or Director of New Business Development? What’s the difference in day to day work and which position would you prefer?
- Sales Script for Freight Broker
- Follow ups and asking for referrals
- In your opinion, what are the best KPIs to track the effectiveness of a Sales Enablement team?
- What's the best/easiest tool if you have a spreadsheet of names and emails, and want to start cold emailing?
- Role Playing discussion with answers...
- Discovery and Demo Agenda Outline?
- Which is the most lucrative SaaS, PaaS or IaaS?
- Cold email or cold call - or both?
- Med Device Account Support Representative?
- Im in the Business Broker world, where we need signed NDAs and Proof of Funds before disclosing any private information about the businesses. The amount of prospects that get offended when asked to show POF is amazing!
| Little Tip from a SAAS Account Executive - Life Hack Posted: 05 Jun 2019 08:40 AM PDT Hey Reddit, Figured I would share this as this has been a huge life saver for me, and may be helpful to those of you in an industry with longer sales cycles. I work for an EdTech SAAS company, with our client base being districts and schools with students Grades PK-8. My sales cycles are often closer to 6 months in length, from initial conversation to close. I've always struggled with taking great notes in our CRM (Salesforce for us), so to mitigate the challenge, I began that habit of taking 2-5 minutes after each call/meeting to record my initial thoughts, next steps, and key pain points/points of emphasis I learned from the meeting. I also will throw in little anecdotes I learned about the client (Nephew played in the Baseball World Series this weekend, attended X university, loves golf, etc.) I use a simple App "Voice Recorder" then I throw the mp3 into a program called Temi, which is a website based solution temi.com that transcribes my 2-5 minute clip, and stores it. I then go back at the end of the day after it transcribed it, and dump the transcription into the CRM, with a link to hear my audio. This helps me, my Marketing/AM Team, and my leadership team have thorough, comprehensive notes, in a fraction of the time. It also comes in handy when it's been 6+ weeks since our last meeting, and I can review my notes. It's basically the equivalent of me, coming right out of that last meeting, and prepping myself with anecdotes and key emphasis. Others might have an easier solution, but this has been a game changer for me, and I thought I'd share it with you all. Cheers! [link] [comments]  |
| As a sales rep, are you willing to sell a software as a service product with a free base plan? Posted: 05 Jun 2019 07:40 AM PDT I own a software as a service platform which is basically a website builder with advanced CRM and a full blown ERP attached. We also have services which are sold separately which includes website and software customization, marketing etc. The base plan is free which includes the website builder, limited CRM functionality, an automatic app generator etc. This plan is free forever, but has a fairly intrusive "Powered by" sticky banner at the bottom of every website page. As a sales rep, does having a free base plan hurt you during cold calls? Do you feel like it lowers your earning potential or raises it? Note that: 1.) Customers will be linked to sales reps using our affiliate software, and any future purchases or upgrades will be attributed to the sales rep. 2.) Sales rep will receive 30% recurring on recurring plans for the first year. [link] [comments]  |
| Sales Engineers - How do you like your job? Posted: 05 Jun 2019 08:25 AM PDT I've been in software sales for 5 years but thinking about stepping out of a quota carrying role. I hear solutions engineer is a good step into a more technical role from sales but you still have the customer interaction. I'm wondering what peoples experience has been and what your day to day is like: work life balance, pay, ability to work from home, etc. Also, would be nice to know how to ultimately transition to a role like this and what steps to take. Thanks! [link] [comments]  |
| Posted: 05 Jun 2019 08:11 AM PDT I come to the hive mind of reddit seeking wisdom. I have my first kid due July 3rd. I have had a pretty good run in my sales career for my age (28m) and make good money. I am looking to stop overnight travel and find a sales position that has me home every night to be with my family. My father was a salesman and he missed a lot. He was an excellent father but just gone too much. I want to be in my kids life as much as possible and as such am looking to make a change. I am open to suggestions. Here are the important details: Currently selling for an aerospace machine shop making about 130k total package in a low cost of living area. I am willing to take a pay cut to be home. In the past I have sold heavy equipment to the government and been a territory manager for an excellent flooring supplies distributor. Given this information what would you suggest I look into? [link] [comments]  |
| Copiers to Pharmaceutical sales... with Pfizer?? Posted: 05 Jun 2019 12:01 PM PDT Hey there, first Reddit post so forgive me if I'm not hip to the lingo, just need some advice or insights desperately... I have been working for a local (DC) copier dealer for the past 22 months and was the 2018 sales rep of the year. I have a lot of freedom to do whatever I want, which is a good and bad thing, obviously. The best part about this job, though, is I have a lot of leverage being that I am 1 of only 3 reps who have been here the longest and may get moved into a management position in the next year. Copiers are a grind but all things considered I have it pretty good with a small company that cares about me, so I wasn't actively looking for a job when a family friend told me to apply for an open position with Pfizer as a healthcare rep. I figured I'd apply because why not, went through the process not very prepared, thinking I wouldn't get it and I could apply at the 2 year mark like I was planning.... but I got the job. And I'm probably going to take it, but I just received my offer letter and I'm not extremely thrilled. The base salary is lower than I expected at $61,500, which is about what I made this year with commission. I have an opportunity for a cash bonus of up to $24k, based on how my numbers stack up with the other reps in the country. So I guess my question is....Has anyone made the transition from copiers to pharmaceutical sales? I'm also curious about Pfizer in general, and if this base pay is in line with other companies? Since they knew I wasn't interviewing with anyone else I'm wondering if they are low balling me on purpose? Any advice or info is much appreciated! I haven't been able to find any threads about someone who has made this switch... and I know you are out there! [link] [comments]  |
| To "just dial" or go that "extra mile" Posted: 05 Jun 2019 10:00 AM PDT After reading a lot of cold calling posts between multiple subs I found that there are two general mentalities and I'm curious to know what others opinions are. Coming from one end of the spectrum I read a lot of comments from people who "receive" cold calls that they appreciate the "Extra Effort" conversations. Meaning the caller did a little research and the conversation was more personalized and non-scripted. On the other end you have people that do the cold calling. From those comments I find that their point of view of cold calling is to "Just Dial". Follow the script and call, call, call, because it's a numbers game. Right now I've been following the script and dialing and have gotten nowhere. I address objections the best I can but don't spend a lot of effort otherwise. Most objections are the "not interested" kind. I keep calling because "the next one might be it". To add a little context to who I am and what I do; I am a business owner trying to sell my IT services to other businesses. I bring in revenue from one off jobs but I want to sell reoccurring contracts. I am in a more rural area, not in a large city or metro and I'm a newer business in the area. I'm curious if I should change things up and focusing on having more personalized conversations or just keep dialing? Kinda in a rut right now. [link] [comments]  |
| Business Dev Here - What to do if my work is being stolen? Posted: 05 Jun 2019 09:40 AM PDT Fuming right now. Strong feelings that nothing I do in my job matters, cause there will always be some bureaucratic bullshit that fucks me out of my hard work. Today's example: I made contact with a company months ago, he asked me to call back around this time to talk about a deal. Over the last few months I've kept activity on the account and sent a few emails to my contact over time. Today I called him, sure that this would be the time I got the appointment. He said "We are already in the process of signing paperwork with you.......…" This is never good when I hear this but after doing some investigation and calling my guy's boss to ask I discovered what happened. Yesterday afternoon a colleague of my contact emailed an employee who no longer works for my company. These emails get forwarded to their manager. This sales director, who I've been working the account for, just passed the email to his subordinate account manager, who completed the appointment. Completely cutting me out of the process and nullifying months of work. There's no clear path for me to get credit from any of this. So I guess I needed to vent a little bit but I also want the opinion of /r/sales. Is this something I should just suck up because I'm the biggest entry level grunt bitch in the company? Am I being a pussy? Or is this a sign of a flawed organization? My job is to set appointments for account managers, so all my work is given to someone else. I get that, but there's no two way street, at all. We're all (BDRs) expected to hit our unrealistic quota every month and do work for our "partners" but I'm really struggling to find a reason to work owned accounts since ultimately those are the ones that have issues like this. If I only set from the open pool, no one can pull shit like this but then I'm not doing the work my "partners" expect me to do. This is my first job out of college and I'm wondering if this is just a common thing at all sales organizations. [link] [comments]  |
| Posted: 05 Jun 2019 09:24 AM PDT How would you decide on choosing to move to a new role? I'm currently in an SME (110 people, 12m revenue). Of that I bring in approx 3m revenue a year and am consistenty 1st or 2nd place top earner, with an OTE of 171k (base 80k). The product is telco yet niche, the company has been tumultuous since I joined 5 years ago but I've been able to shape strategy and product development in a key vertical market where I'm successfully winning customers who'd gone to competitors. I report directly to CEO, flat structure, although strategy for the company as a whole is unclear, I have concerns about my employers liquidity and we are stuggling to evolve the company to achieve significant, rather than moderate growth. In summary I achieve well, but could be a career dead end. I have a new opportunity to work for a former boss as he's joined a 6000 person, 1bn company. He's building a new sales team in a technology space I believe to be future proof (IOT/AR) if not a little gimmicky in places. Higher base, similar OTE, though my lack of experience in that product space counts against me with the initial HR interview. My former boss doesn't care about that, and knows I'm a good closer of business. My current CEO is clearly worried about the company, given 3 colleagues recently left (co-incidentally, and only partially related to the companies lack of evolution), and he's implied a pay rise now due, as well as ability to help him shape a new sales team, define strategy (though I'm skeptical there is one). I'm leaning towards the new role (should I be offered it), but looking for any considerations I may have missed in deciding. [link] [comments]  |
| Just graduated college and started new sales role Posted: 05 Jun 2019 12:26 AM PDT Hey everyone, as you can see by the title I just started my new sales development representative position a few days ago. I got my first sale yesterday and was so unbelivably pumped. Just posting on here to see if anyone has any tips for a newbie like me. [link] [comments]  |
| Anybody ever fart in front of prospects ? Posted: 04 Jun 2019 02:46 PM PDT I just had a lunch with a prospect and we had a good chat. We go to the parking lot and we say goodbye and as I'm walking down the stairs, I let a huge fart out. She was like 10 feet away but I still thought she heard it lol. 🙄 [link] [comments]  |
| Lists of Restaurants in the USA Posted: 05 Jun 2019 11:42 AM PDT I am looking to contact restaurants specifically in the US, regarding Instagram marketing. Do you guys maybe know where to get a list of these kind of leads with emails, preferably with names of the owners or managers? [link] [comments]  |
| Cold call flow...what do you think of this? Posted: 05 Jun 2019 11:41 AM PDT |
| Posted: 05 Jun 2019 11:37 AM PDT |
| Sales Script for Freight Broker Posted: 05 Jun 2019 11:19 AM PDT Hi everyone, First off I want to say this sub is great. I learned a lot from here but I could use some opinions on my sales script. I am a inside sales rep for a third party logistics company (basically a freight broker). Things have been going okay but I am looking to really try and ramp up my business. Critiques are appreciated. Hi, this is BurgerNFrys with *insert company name here* we are a full serivce asset based transportation brokerage based out of *my city* we have other locations in *list 4 other cities*. I am wondering if you have a couple minutes to discuss how you are currently handling your transportation. I would like to see if we would be a good fit for you. I then proceed to let them talk and kind of go off what they say. Is there something I could be doing better? Freight business is super competitive. Need all the tips I can get. Thanks. [link] [comments]  |
| Follow ups and asking for referrals Posted: 05 Jun 2019 11:15 AM PDT Hey guys, I've been trying to secure referrals from my customers. The issue I run into constantly is that they would refer us, but can't think of anyone when I ask. I want to get them on the phone to follow up since I can hear their tone as well as work out issues in real time. Do you have any advice for getting referrals? I was thinking maybe if I asked about specific types of customers, ie calling a general contractor and asking which electricians they work with or something to that effect [link] [comments]  |
| In your opinion, what are the best KPIs to track the effectiveness of a Sales Enablement team? Posted: 05 Jun 2019 06:25 AM PDT Here are my thoughts, what are yours? Sales enablement is about ensuring that your sales organization is able to deliver as much revenue as possible at the lower cost possible as quickly as possible. Sales enablement typically includes:
For each of the above you should use KPIs that determine if you are on track. Simple metrics that I regularly recommend include: Onboarding of new sales staff How do you define sales readiness? Make sure that you have a way to measure/test that sales people are ready to sell. From the above, are you able to get salespeople ready to sell faster with your sales enablement program than with out? Measure in days/months as appropriate. Continuous learning for sales staff As you introduce new products and solutions, how quickly are your sales teams able to begin making sales? How does this compare to time prior to your sales enablement program? Delivering the right sales materials at the right time to move the sales forward in the pipeline. Are deals moving through the pipeline faster than before the program? Capture time in each sales stage and drive time in stage improvements. Enabling buyers to self-educate before they reach out to your sales teams. Buyers are self-educating themselves in B2B and B2C markets. Make sure you are providing content and solutions that enable this education and that makes it clear why you are the right solution. Measure the number of qualified leads per month. If you are doing a good job you will see more leads coming your way. Providing metrics and analytics back to content creators to enable them to produce the right materials. Marketing teams, and the content creators supporting them, are often creating volumes of content without a clear understanding of the impact of that content. Ensure you are measuring the ROI for your content efforts and, if this is working, your ROI will improve in time. [link] [comments]  |
| Posted: 05 Jun 2019 06:06 AM PDT I have a list of about 2K contacts (name, email, title, company, etc.) in a uniform formatted spreadsheet. I'd like to start email them in a semi-automated fashion. What's an easy way to do this? I don't need anything complex. Just a way to email, and maybe a place for me to mark if they've signed up or declined. [link] [comments]  |
| Role Playing discussion with answers... Posted: 05 Jun 2019 09:17 AM PDT Can any one help with role playing resources for objections with responses? This is for a 2nd meeting and or a discovery call. [link] [comments]  |
| Discovery and Demo Agenda Outline? Posted: 05 Jun 2019 09:06 AM PDT I am trying to brush up on my delivery for future sales meetings. I am new to this thread and wanted to see if you all can share your Discovery and Demo session agendas with specific talk tracks during each step. Thank you in advance for your help! [link] [comments]  |
| Which is the most lucrative SaaS, PaaS or IaaS? Posted: 05 Jun 2019 09:01 AM PDT |
| Cold email or cold call - or both? Posted: 04 Jun 2019 07:26 PM PDT I'd be interested to hear what people prefer as their first approach. I'm selling a service, B2B. Very new to the sales game, by the way. Jumped into a sales role where there's a fair bit of repeat work, and I've also picked up leads garnered by colleagues from conferences etc. But I'm looking to start prospecting via cold calls and cold emails, and am in two minds over whether it's best just to pick up that phone and start dialling, or whether it's best to send an email. I can see benefits to both - calling is a much faster way to get info out and info back. But an email lets you make your pitch and the prospect to read it in their own time. You can then also follow up later on referencing your email. [link] [comments]  |
| Med Device Account Support Representative? Posted: 04 Jun 2019 05:50 PM PDT I'm a recent college grad with a molecular biology degree with an endgoal of being a med device rep. I tried medreps and didn't have any success so I've taken advice and an in the interview process with "sales stepping stones" ADP, Paychex, Unifirst, etc. However, recently a recruiter from medreps hit me up wanting to place me in a med device company as an account support representative. I haven't heard much about positions of the like so I'm wondering if it would be better to take this opportunity to get straight into med device or an entry level B2B sales rep selling payroll, uniforms, or copiers. Thanks for the advice everyone! [link] [comments]  |
| Posted: 04 Jun 2019 10:21 PM PDT What has been some of your favorite comebacks or go-to rebuttals when asked "why do I have to show you POF?" Or "I work with X company or my Investors have X amount in the bank, take my word for it that come closing we will have the funds" [link] [comments]  |
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