What is one lesson you learnt or one thing you do that saved you 10x on the learning curve? Sales and Selling |
- What is one lesson you learnt or one thing you do that saved you 10x on the learning curve?
- Happy SaaS Salespeople, what is your daily routine?
- I broke 30 cars
- Dressing the part.
- How do you decide to plot a time series for forecasting via daily, weekly, monthly, quarterly and yearly ?
- Prerequisites to a SDR/BDR job?
- Trying to get into Sales, looking for advice!
- What adjectives do you associate with the sales profession?
- Getting to "yes" or to "no"?
- Gatekeeper objection: “What’s this call regarding?”
- Taking an SDR Role
- How do you get your prospects OFF the fence and make a decision on whether to buy or not?
- What problem do you have that you wish someone can solve it for you ?
- Tips for more efficient closing?
- Tools to gain additional intelligence from LinkedIn profiles?
- Critique what I've done so far and how should I move this forward?
- Need career guidance urgent, fresh grad new to sales
- How to deal with a D.U.M.B. customer?
- State of IT Sales with Public Clouds/Open-Source First Mentality
| What is one lesson you learnt or one thing you do that saved you 10x on the learning curve? Posted: 01 Sep 2019 05:13 AM PDT |
| Happy SaaS Salespeople, what is your daily routine? Posted: 01 Sep 2019 08:33 AM PDT
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| Posted: 01 Sep 2019 08:45 AM PDT I've been in the car industry for a little over a year. I remember when I first hit 10 cars & then 20. I thought those were big numbers lol. Yesterday I finished at 32 cars & now 20 seems like nothing. It's just never enough. August was a crazy month. Now it's the 1st & I'm nobody again :,( I hope you all had a good month! [link] [comments]  |
| Posted: 01 Sep 2019 08:28 AM PDT What brands do you all wear to look sharp and professional? I'm currently focused on Under Armour but would like to expand my wardrobe and I'm unfamiliar with professional brands that people will recognize. Dressing like a successful businessman who has money, in my opinion, helps show the prospect that you are successful. Who is successful? Someone who knows what they're doing in the industry. [link] [comments]  |
| Posted: 01 Sep 2019 07:48 AM PDT I have like 27 months and 3 days worth of sales data (i.e. from 01 Dec 2014 till 03 Apr 2017 ), so quarterly and yearly are out of the question , but still how would you decide that ? [link] [comments]  |
| Prerequisites to a SDR/BDR job? Posted: 01 Sep 2019 07:02 AM PDT Basically, I have several questions that fall under the the big umbrella question above. This subreddit has been invaluable for learning about the sales profession, and I am hugely grateful to everyone who posts here and has answered newbie questions. I personally don't have anyone in my immediate circle who is remotely in sales. My interest in this profession got sparked in this subreddit, and I am trying to probe if it a good fit for me. Which is kind of hard to find out without trying. After reading about different types of sales, I decided that I am interested in pursuing a career in SaaS sales. An SDR/BDR role is the first step on that path. The questions are:
Thank you to all who took the time to read through my ramble and, even better, share some insights! I deeply appreciate this subreddit and the value that the people here provide. You guys are awesome! [link] [comments]  |
| Trying to get into Sales, looking for advice! Posted: 01 Sep 2019 12:11 PM PDT Hi all, Background info: I have a years experience in real estate sales during my junior year of college - so I understand the sales cycle and prospecting, I never considering sales as a full time job after college as I figured all positions were solely commission. Now after two years of accounting/retail/labor, I began applying for sales roles and have a final round interview coming up this Saturday. I also had one last Thursday and feel somewhat confident in landing the role, I was told they would get back to me very early this upcoming week, I let the other potential employer know, and they moved my final interview up to Tuesday due to it - I have a LOT of questions and hope you can all help guide me towards making the right decision. My interview Tuesday is with a Cybersecurity firm, it would be as a BDR, so prospecting. They said I nailed the role play sales call over the phone - but in person I will need to do an elevator call, they sent me over a deck to prepare with. How long should my elevator pitch be? Are they looking for an overview of the company or am I trying to land an introduction like the phone role play? How in depth should I go? They also want me to write a mock email for a cold call that doesn't answer, I'm not very worried about this, yet I'm no pro - any tips? Cybersecurity sounds like a really interesting sector that's prime for growth and I'm very interested in the technical aspect of things. My other interview was with a lifestyle high end fitness organization, think Equinox - I have some experience in the space but not in a sales role. This would be managing a small team, making quotas, tracking progress, finding solutions, and I would have to also hit those same sales goals. I haven't gotten the offer yet, but it seemed like they were very interested - so I want to be prepared if I have to deal with two offers at once. Would managing a team while trying to achieve my own sales goals look good on my resume? Would working in a space that is not very technical limit me from other sales opportunities even if I was successful in it? This organization is privately funded and rapidly growing, so they are agile and lean - which makes me think things will be messy and potentially a dangerous way to begin a sales career. But it is in a space that I am very familiar with. However I don't have much experience managing others. How much should I be concerned about the product I'm selling, does managing a team look good or only within a specific capacity? I know this is a lot, I've been feeling a bit overwhelmed - I may not get either offer. I asked a lot of questions, but if any of you could weigh in on a few of the issues I raised, or if you've ever been in a situation like mine - I would greatly appreciate it. In the event I don't get either offer, what would you do in my shoes? Thanks! Hope to be in sales soon. [link] [comments]  |
| What adjectives do you associate with the sales profession? Posted: 01 Sep 2019 06:07 AM PDT |
| Posted: 01 Sep 2019 12:03 PM PDT What's the reality? I read "How to win friends and influence people" by Dale Carnegie and "Never split the difference" by Chris Voss. Carnegie way of negotiation is to get as many "yes, yes" as possible. That prepares prospects for the final question and according to the method the answer would be also "yes". Voss on the other hand says that all those yeses can be counterfeit. As people manipulated to keep saying yes to stupid questions like "do you drink water" are getting angry and they give fake "yes" to anything. Such "yes" is worthless as it does not mean commitment. Voss advocates the "No" as it allows the prospect to preserve autonomy. It also opens people up to say what they really want, so the final "yes" answer is genuine. What's the reality? I'm not a sales person, i haven't been able to test it in the field. Is it better to get to "yes" or "no" according to your experience? [link] [comments]  |
| Gatekeeper objection: “What’s this call regarding?” Posted: 01 Sep 2019 11:15 AM PDT I don't want to pitch to a gatekeeper. Any innovative solutions to this objection? [link] [comments]  |
| Posted: 01 Sep 2019 11:10 AM PDT Hello, I've been doing some thinking about where I want to go with my career, and I would appreciate any feedback/advice I get here. Sometimes it helps to speak it out and take what others say to broaden ones perspective. I am contemplating transitioning to SAAS sales as an SDR or AE, though I'm not sure which I should go after given my experience. Some background on me: I started in sales D2D (B2C) and did quite well. This was for a fortune 100 company that sells to consumers. I was a sales rep for 6 months, then a sales manager of a D2D (B2C) for 2 years. Now I'm in our B2B SMB department as an AE. I've been here for 6 months, but I don't see much of a future here in financial terms. We don't have SDR positions here. I go D2D trying to sell our product to small businesses. I am limited to 5 or 6 zip codes. With this experience would you still recommend that I apply for an SDR position, or should I try to go straight to an AE role? As I don't have much over the phone experience, and only 6 months of B2B, I was thinking an SDR may be the best route. I just don't want to undersell myself. I'm hoping my experience as a manager and carrying a quota will assist me in opening doors more quickly if I do take the SDR route. Any feedback or stories of your own experiences would be very appreciated. Thank you. [link] [comments]  |
| How do you get your prospects OFF the fence and make a decision on whether to buy or not? Posted: 01 Sep 2019 03:25 AM PDT I know this is industry and product specific.. but maybe this thread will help others or provide some good tips others can use. I'll start.. I'm no longer in sales but when I used to sell info products for $1,250-$18,000 I use to say... "Are you in .. or are you out"? What's your industry or product? What's your go to line to get people to make a decision (YES or NO) on whether to buy? [link] [comments]  |
| What problem do you have that you wish someone can solve it for you ? Posted: 01 Sep 2019 05:42 AM PDT |
| Tips for more efficient closing? Posted: 31 Aug 2019 01:41 PM PDT I think the title is pretty self explanatory - I've recently started in a new line of work selling HR Software for the market leader in the UK, looking to work my way up from an entry level role to a senior role within a year (hopefully) Our sales process is - Set Appointment Pass to higher up Higher up closes it The conversion rate is usually at 50% in the office from demo to sale but I want a higher rate and figure the more work I do on the original booking leads to easier close? So what kind of language should I use to really hammer it home before the close? [link] [comments]  |
| Tools to gain additional intelligence from LinkedIn profiles? Posted: 31 Aug 2019 04:58 PM PDT Hi folks, I'm looking for 3rd-party tools that can analyze a person's LinkedIn profile and do some reconnaissance on the web for me, automatically: Finding their other social profiles, finding articles they've written, finding... anything that may help me connect and make the sale. Got suggestions? Thanks! [link] [comments]  |
| Critique what I've done so far and how should I move this forward? Posted: 31 Aug 2019 04:04 PM PDT Hi guys I wanted your advice on how I should move forward with this particular prospect. I sell: Subscription news services. Target market: Universities. Details of prospect: Prospect is a very large, prestigious and well respected University internationally. I work at a startup. We've signed on 1 other University in the same level internationally and 2 others nationally. This university has wide name recognition, and would be a great get for us to have in our portfolio. They are exactly the kind of customer we want. History of prospect: We got an inbound request from a member of the academic staff in one of the departments in one of the graduate schools in the University. After emailing back and forth with her, I discovered while she wants a campus subscription to our service, she knows nothing about the administrative side of things. She has however put in a purchase request with the library. I press further and she tells me she knows nothing but will let me know if she does, and that it has fallen into the bureaucracy of the library. Based off of this, send a mail to the head of the library following up on the purchase request and asking to be directed to the right person to talk to. Within a day, I receive a mail from the library head of a particular section. He asks me for details. I send him our standard deck. He asks for price. I send him details of our price. He tells me he'll connect me with the business section librarian as more relevant. Follow up on asking for that connection. He connects me. Send a reply mail to introduction to business librarian with different subject line with deck and details on it. Receive reply on same original thread with previous librarian from business librarian telling me:
Research reveals to me that the business librarian has been at the job for more than a decade, has won awards and recently held leadership positions in industry associations. It appears to me that he is well qualified, well-respected and a good word/recommendation from him can help me open more doors and close more sales internationally. He is the decision maker. Now I'm a bit stymied. Not by his rejection, but more because he hasn't given me a reason for why he can't buy. I decide to employ POGO (Person, Organisation, Goals, Obstacles) questioning in order to get him comfortable and understand why (Needs Analysis). I respond about 24hrs later with: Thanks, I'll make sure to check out XYZ people. May I ask you a question? Where in the country are you originally from? He responds within an hour that: "He grew up in X state" Not knowing what to do, I respond 24 hrs later: "Truly a beautiful state. Are you a supporter of sports teams from X?" He responds within the hour: "Hi embracingtheredpill. No, not really" This is where I screwed the pooch. Within 30 minutes, I respond with: "May I ask you a further question? What is a hobby you have that you are most excited about?" What I wanted to achieve: Needs Awareness key component is putting the prospect in an emotional state from where logical reasons can be established for buying your product. POGO is a step in that process that allows the prospect to get comfortable and start talking, and for you to build a relationship and get the information you need. I was trying to put him in an emotional state so that he can open upto me on why he can't buy, or build a lasting relationship. What I ended up achieving: Being tone deaf to his already receptive emotional state and pestering him with personal questions, unrelated to the conversation, ungracefully, eating up his time and his inbox, which seems like I'm more reading from a script than try to get to know him. Appearing unprofessional. Losing his trust and attention. Current position: I know he's read the email. Usually he responds almost immediately, but he has read the email and hasn't, and appears put off. Q:
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| Need career guidance urgent, fresh grad new to sales Posted: 31 Aug 2019 02:26 PM PDT Summary of situation - I graduated in May and started a sales job in June with a 41k Base, commissions don't begin until you achieve more commission than salary. Hours are 7:30 - 5:15, and one weekend shift a month, significant time required outside of work for the role as well and 24/7 on call. Pretty much jumped into the first job I saw that wasn't staffing and had a good base. looking for some general advice on where to go from here and what you would recommend for something who wants to stay at this next job for a significant amount of time. LOW COL Area The four jobs which I am highly considering and have advanced to the final stages are - 1- Chemical sales (42k base, OTE 65-70k, B2B, (500 Car allowance monthly) Seems more blue collar, hiring manager was new and did not go to college, seemed unprofessional but he really liked me, just did not feel like the typical interview that i've been used to . Other employees were educated and gave off better vibes and the recruiter assured me it was a professional sales role. Sales are residual, long term accounts. 2- Cyber Security - 38kk Base, BDR, Inside Sales -new start up in the region with 3 employees. OTE. 60k 3- Sales role 45k base- recruiting students as college ambassadors (Pretty much hiring the kids who harass you to do vacation packages) Outside sales, traveling across my state at college campuses, unlimited PTO, good benefits, OTE 75k. Something id be passionate about as I loved the greek system in college and it revolves primarily around greek students. Requires 25% travel, not sure on car allowances or additional info. 4- 45k inside/outside sales. Selling IT software, 3d printers, hardware and software, cloud based products. OTE is 75-85k. Please let me know, all advice is heavily appreciated! [link] [comments]  |
| How to deal with a D.U.M.B. customer? Posted: 31 Aug 2019 02:00 PM PDT A customer that "doesn't understand my business". Usually for me it has to do with prices. I have customers come in who are looking for a bed for $75 with no knowledge of what mattresses actually cost. Our average customer spends $350 (this includes minor accessories sales) and you're not looking at an decent queen bed until you break $400. I show them what is essentially a crib mattress with the dimensions of a queen and they look disappointed and leave. I try to explain why they cost what they do and why getting a good bed is important. I'll mix the order up on what steps I try to take first. The guys I work with think that if the customer comes in with that expectation it's not even really worth trying to sell them anything. How do you deal with something like that? [link] [comments]  |
| State of IT Sales with Public Clouds/Open-Source First Mentality Posted: 31 Aug 2019 01:35 PM PDT Hey All, Curious what everyone thinks of about the future of IT infrastructure/DevOps tooling sales with the rise of public cloud vendors. Specifically, I'm referring to the AWS's of the world commoditizing all popular open-source projects- see elasticsearch, redis, kubernetes, blah, blah, etc. I understand datacenters ain't going anywhere, my question more so is the pie shrinking in the world of IT if you're not associated with the public IaaS providers and/or don't have lucrative named accounts? Maybe the opportunities are shifting to things like next-gen networking, monitoring, niche APIs, etc? [link] [comments]  |
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