No BS books on sales that take a scientific approach Sales and Selling |
- No BS books on sales that take a scientific approach
- Your opinion: what is the good, the bad, and the ugly in sales?
- Received an "interesting" sales compensation offer this morning
- My experience with cold email and follow-ups
- What’s your “tell me about yourself” interview question story?
- Which tool you recommend for searching for contacts?
- Best undergraduate major for sales?
- How do you all feel about discounts
- Quitting a Car Dealership
- Anyone work as a SDR at Yelp? How was your experience?
- Sale internship
- PWM
- That crash when you are so excited about progress, but your team is too distracted to care.
- Update on Question: Let go for poor performance: What to say and will they ask my old boss?
- Does this work?
- CMO personas and experience?
- Working in sales (salary + commission, all W2) and using my car often. Best approach to bring this up with my boss?
- Experienced salesperson- need career advice
- 28. No degree. Want to start in sales where do I begin?
- Things to look for when researching companies
- Just got handed what seems like a pretty prime opportunity, looking for advice.
- What information do you record in your pipelines/opportunities?
| No BS books on sales that take a scientific approach Posted: 17 Jun 2019 04:04 AM PDT So tired of vague sales books repeating themselves. Need some books with hard facts and knowledge to step up my sales. Cheers [link] [comments]  |
| Your opinion: what is the good, the bad, and the ugly in sales? Posted: 17 Jun 2019 05:41 AM PDT |
| Received an "interesting" sales compensation offer this morning Posted: 17 Jun 2019 10:56 AM PDT Received an "interesting" sales compensation offer this morning and wondered if someone might have good advice. My sales specialty industry was struck by the steel tariff, and I was recently laid off from a job earning a $100-120k base salary. I am now unemployed. Another detail: this previous job required over 50% air travel time. A competitor just offered me a full-time benefited job, except with a $30-35k base salary, and a $35k monthly number. With the information I have, it's impossible to gauge the attainability of that monthly number. He said that his "top guy" is making about $80k. That's a 50-90% pay cut! Another way to look at it, he's offering $15/hr for a $50/hr work effort - probably because he knows I'm unemployed, but he's also claiming that's what the rest of his team (1 or 2 other people) is earning. Is there something I can do to counter-offer? He's essentially offering me a part-time job. Is it possible to offer: "Here's exactly what I am willing to do for that pay. Yes, I want to earn a commission, but I'm not on the hook for your made up $35k monthly number. I will make "X" number of calls per day, go to "X" conferences, etc." I'm searching for a better job and have some irons in the fire, but any suggestions for a counter-offer on this goofy offer, while being sufficiently respectful (I don't want to damage my reputation in the industry)? [link] [comments]  |
| My experience with cold email and follow-ups Posted: 17 Jun 2019 04:26 AM PDT I have done cold calling without the knowledge of it in the past. I have created an active community of 1000+ writers for a writing platform. I haven't had an iota of idea of what sales is back then. My team had taken the pains to manually compile a list of writers (over 2500) from various sources likes books, magazines and through references from other writers. When I was introduced to the world of sales, I understood that everything I previously did for my company was sales and I have got a pretty good track record to prove that I was a good sales man. Coming to cold emails -- I was working for a SaaS start-up as a marketing manager but was also doing outbound emailing to prospective customers -- when I did my first cold email campaign to a list of 230 prospects. I tried multiple cold email outreach tools like mailshake, lemlist, woodpecker and smartreach and finally zeroed in on smartreach.io. I was dejected at seeing a 10% open rate and even an abysmally low 1% response rate. ( I followed every deliverability best practice for this campaign) . A colleague asked me to try following-up and see the response. To my surprise the open rates increased to 40% but not much change in my response rate. It was encouraging and I told my self that I would add 2 more follow-up steps but will change the call to action in my follow-ups. It was really surprising to see that by the end of that campaign I had an open rate of 69% and 13% response rate. Not bad for my first cold email campaign right -- learnt how follow-ups help cold emailing For my next campaigns, I have tried different approaches with follow-ups. There was this particular company with which we desperately wanted to close the deal. I had tried for 5 weeks with the manager whose team could use our software but must be approved by VP for actual purchase to happen. The manager finally agreed and when I sent the proposal to his VP, the VP said a straight no for my proposal. I wasn't sure as to what ticked him off.So I decided reaching out to him to understand what he didn't like about our proposal. I followed up multiple times to finally get him on a call for 5 mins to discuss what he didn't like. The phone call didn't happen again as he had something come up. I didn't leave it there and have followed up again for a call. After multiple emails, I started sending him sms. My SMS read like this: "Hey XXX, I am YYY from ZZZ. Is it possible to have a 5 mins call anytime this week. " he would respond "Not Today" My team told me to push the prospect. But I wasn't ready and reluctantly tried one last time over email. My email read : Hey XXX, Apologies for being too persistent over this. I understand that you don't really have to do this, but it is critically important for me to understand what was wrong with my proposal. Your inputs would really help me. Could you please make 5 mins time for me anytime this week. Regards, YYYY With in 3 hours I have got a reply from him. His reply was one of the best I ever got --- Dear YYYY, Love your persistence with this. Lets do a call at 10:00am tomorrow. Would that work? Regards, XXX The call actually got extended for over an hour and by the end of the deal he agreed to my proposal and I ended up selling 1000$/per-month worth software to this company and much appreciated by both the client for my persistence and follow-ups. I have understood the importance of follow-ups with emails or phone after this. [link] [comments]  |
| What’s your “tell me about yourself” interview question story? Posted: 16 Jun 2019 09:17 PM PDT |
| Which tool you recommend for searching for contacts? Posted: 17 Jun 2019 09:47 AM PDT I use Linked Helper to find potential leads. It does give me a lot of contacts but I have a lot of manual work. Do you have a recommendation for some other tool that I can use for finding leads (on or outside of LN)? [link] [comments]  |
| Best undergraduate major for sales? Posted: 17 Jun 2019 09:29 AM PDT If this post isn't allowed feel free to delete it. I am curious as to what kind of major would be the best, and why, if my goal is to go into sales when I graduate. Thanks in advance! [link] [comments]  |
| How do you all feel about discounts Posted: 17 Jun 2019 09:08 AM PDT Won't be giving actual industry or names but I will use the car industry to illustrate. My company is 1 of the biggest, well known and reputable in the industry, eg known for our auto manufacturing so we'll always in the running when corporate clients decide. Now for myself, I'm in the company but in a division that is entirely separate but still related to cars, eg car drawing lessons, how to use crayon, shadow, shade. Sounds funny but just giving a sense of what's it is like. Just to note, car drawing lessons in this context is an actual demand, will never ever go away. So now, my industry competitors are also offering car drawing lessons but that isn't the problem. Main issue is there are schools that offer car drawings at a much lower price and they are institutes that client will know and instantly think of if they wanna lessons on drawing. For the price part, my products are typically at a 2.5x to 3x premium versus the bodies. It's a service so there's rarely after sales servicing We do offer better benefits for the premium but not at the 2.5x rate. This leads to constant discounted rates but at the same time having to balance our margins and in turn affecting our commission. Question is how do you all feel about such discounted rates and pushing it to clients who are knowledgeable and always bring up the schools who offer it too? Not forgetting the comms portion. [link] [comments]  |
| Posted: 17 Jun 2019 08:58 AM PDT Hey everyone, I'm a 20 year old who gave the car sales job a try and after 7 months of trying to fall in love with it, I now hate it. Luckily I got offered a really good internship at the same place I worked at for 5 years as a teen. Here's my problem: It's time to quit but I have no idea how to and what to expect. I used to work retail sales jobs and it was always your typical give 2 weeks. I really enjoyed every person I worked with but it's time to go. So what's the best way to quit to avoid burning bridges and pissing them off? [link] [comments]  |
| Anyone work as a SDR at Yelp? How was your experience? Posted: 17 Jun 2019 06:07 AM PDT I have an opportunity to join yelp but I heard some negative things such as high turnover for first time SDR's. This isn't my first sales job but it would be the first I commit to career wise. [link] [comments]  |
| Posted: 17 Jun 2019 11:40 AM PDT hey guys, I just wanted some feedback. I started this internship doing inside sales for a digital marketing company. I started may 20th and they had me on the phones day 2. it started out pretty rough but then got a little more comfortable. I made my first sale last week so it was about 3 weeks in. Is this good, should i be making more sales? we only do emails and phone calls and get stopped by the gatekeeper. my company doesn't give any quotas so im not sure where I match up. I'd love your opinion/any tips and tricks. thanks! [link] [comments]  |
| Posted: 17 Jun 2019 09:03 AM PDT Can anyone who has gone through a large wirehouse (Merrill, MS, JPM, etc) financial advisor associate program tell me what I need to do to successfully complete the program? I think I can pull in some assets fairly easily ~$10-15M but what do I need to commit myself to do to get the rest. Number of calls, emails, hours per week etc. I want to set realistic expectations for myself and I want to succeed. [link] [comments]  |
| That crash when you are so excited about progress, but your team is too distracted to care. Posted: 17 Jun 2019 08:32 AM PDT How do you keep your energy and optimism going when you feel like you don't have a team to celebrate with? [link] [comments]  |
| Update on Question: Let go for poor performance: What to say and will they ask my old boss? Posted: 16 Jun 2019 02:10 PM PDT Hey everyone, Wondering what you would say in this scenario: Everyone including an employment coach told me to always paint leaving a company as it was my decision and never admit that there was a performance issue, they won't contact my last boss, have references who back me up etc. However, while interviewing the company I want to work for just asked if I'll put my last manager as a personal reference so they can ask him about me. What would you respond with? Would you tell them yes, no, my boss and I didn't interact much, etc. [link] [comments]  |
| Posted: 17 Jun 2019 03:50 AM PDT Trying to negotiate the price on something I want. My biggest issue is I really want it but I do think it's a tad overpriced. I wanted to smooth talk them into lowering the price. I usually do this but also have the money to purchase then and there. This time I don't. Can I still be successful lowering the price and convincing them to let me make payments on the lower price? [link] [comments]  |
| Posted: 17 Jun 2019 07:30 AM PDT Hey all, I am still prepping for my first "talking to prospects at a conference about ad tech" experience, which will be to CMO's... i've had some experience with CMO's and even interviewed about ten of them for a podcast, but I still feel like I could use a stronger sense of who they are, what their biggest problems are, etc Do you have any experience with CMO's or have any recommended books, blogs or podcasts I should look at? Thanks! [link] [comments]  |
| Posted: 16 Jun 2019 09:12 PM PDT Background: Hired on into an Inside Sales position, however my job has changed into generating my own leads, cold calling, and bringing in brand new accounts. I have been using my car fairly frequently to visit customers in and around Houston, as well as bi-weekly drives out to SA or DFW. I see my extra gas consumption and wear and tear on my car as a business expense, but seeing as I am W2 it isn't really an option for me. Company is very small, and the sales "team" consists of 90% 1099 guys who all work remote across the South. I am sort of the "Guinea pig" for building a local sales team so to speak. [link] [comments]  |
| Experienced salesperson- need career advice Posted: 17 Jun 2019 04:27 AM PDT I'm in kind of a weird spot and I'm curious what you guys think I should do. I was supposed to graduate in 2014 with a BS in Econ, but I quit in the last semester to get a really pretty good job working at a 3PL selling (and fulfilling) logistics. I did well there, quit after 15 months, waited out my noncompete, and then became an independent agent for a smaller freight brokerage. Last year I made ~130k as a contractor (no benefits) working my accounts. This year has been kind of a dumpster fire. Last year was very good, and I was onboarding a major new account (huge corporation that does 130k shipments a year, big enough that if I worked it full time I couldn't get to 2% market share by myself) so I hired a guy to help out. Everything was going according to plan through march, but then the freight markets went straight to hell and there is no end in sight. I'm off 60% for the second quarter YoY and I usually make 40% of my income between April and the start of July, and 65% by the end of August. This year that is very clearly not happening. For a couple of years now I've wondered whether I would be better off selling other stuff. Initially I loved being the person who actually found the capacity for my customers as it allowed to me to sell a product I truly believe in (myself in try hard mode lol)... but I've found that this industry has a huge problem with being super cyclical. Basically when the market is good I'm slammed and my biggest problem is not having enough time to service every opportunity I have... but when it's bad prospecting has a god awful yield. I live in Austin so I suspect SaaS opportunities abound (this is actually not a suspicion, any Linkedin search proves it). The guy I hired + my wife can handle maintaining the business with me doing <5 hours a week worth of work. As a guy with five years of provable B2B success but no degree (and zero interest in returning to get one) what should I realistically be looking for? Is SaaS even the best option? [link] [comments]  |
| 28. No degree. Want to start in sales where do I begin? Posted: 17 Jun 2019 12:13 AM PDT Hey guys, I have been in the service & hospitality industry ever since I graduated from high school. I have always wanted to be in sales but somehow one serving job landed me into another, and after that, another. I want to know is it too late for me to start a career in sales? I am seriously regretting my life decisions to bullshit these last 10 years and now really want to turn my life around. I understand I have to start from the ground up but any advice or insight is appreciated. Thanks!
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| Things to look for when researching companies Posted: 16 Jun 2019 06:15 PM PDT Hello r sales, Part of my current job requires me to research companies before so we have some solid data before we call in. I've been looking at things like number of employees, revenue per year, their competitors, main products sold, etc Is there any key aspects of a business that I am missing that would be beneficial to know when doing research? It's not as easy because we are focusing on small to mid market companies, which are typically not public and don't have 10Ks or 10Qs for me to go sniffing around in. Are there any reliable websites that I can use to gather/gain additional information regarding companies? What is your method to approaching researching a company, if you have one? (I know that alot of people google for two minutes, then pick up the phone, but I'm trying to impress my managers at this new job, they want me to "dig deep" and find anything relevant online that will give us better insight as to see whether or not they are a good potential candidate. The reason for the revenue and the employee count research, my boss told me, is the make sure they are big enough and make enough money to afford our product. Any tips for company research would be appreciated. [link] [comments]  |
| Just got handed what seems like a pretty prime opportunity, looking for advice. Posted: 16 Jun 2019 12:36 PM PDT So I had about 2 years of sales experience previously selling cell phones out of a 3rd party store, and then I ran my own business for about a year and got tired of the hassle. So I filled out some applications and got on at a corporate cell phone provider (much higher commission And hourly + higher customer flow) But not only that I got on as a Senior Consultant (only one other at the location who has 5 years of experience) and because Ive learned from here how lucrative B2B is I figured thats what I should aim for and got myself designated "Small Business Expert" meaning its my job to know and train other employees on all the quirks of selling to businesses as compared to regular consumers, with my main duty being getting businesses to agree to schedule a meeting at which point I tag along with the "closers" who attempt to seal the deal So i work out of the storefront but also am trained by / work with the regions business closer and apparently this guy gave up being a district manager for his position. Ive been in a few times since hiring but dont start full time training till next week Any advice? [link] [comments]  |
| What information do you record in your pipelines/opportunities? Posted: 16 Jun 2019 02:19 PM PDT In your industry, what information do you record in your pipelines/opportunities? In my company we record our pipelines in an excel spreadsheet with the following headings:
The reason I ask is because I am looking at generalising and implementing this in my sales territory mapping tool (details here: https://www.reddit.com/r/sales/comments/bzk427/built_a_simple_territorycustomer_mapping_tool/) [link] [comments]  |
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