Don't Ignore Competition. Sales and Selling |
- Don't Ignore Competition.
- Thinking of switching into sales. I have an interview Monday, and I need some help understanding if this is a good role to switch into.
- Med Device or SaaS?
- What is your Ideal Client Profile?
- Ups and downs in sales
- Does everyone still print out paper copies of their PowerPoint presentations for everyone in the the room?
- NEED ADVICE: Presentation interview for SAAS in SF and am confused on what the employer is looking for
- Residual Income Sales Jobs
- Terrible at opening calls and talking about the weather
- Has anyone ever worked for MIND BODY?
- Engineering recruiting or IT recruiting?
- Recommend a book about building a sales org?
- Got a better offer
- Can someone recommend an auto dialer app for android?
- Should I talk to my boss and/or HR and rat out my colleague, or not?
- Selling to local government
- How to Build a Better Elevator Talk for 2020 - How a carefully crafted story has led me to win accounts #MayoClinic #Costco #BestBuy #Bradesco #Bovespa #GPA and #CEMIG - You can too!
- Hustling on Amazon
- Running out of time to decide on job offer
- What are some sales gamification tools you've been using and why.
- I want to know the EOQ to know how much to order for the next month. Do I keep D as annual demand or monthly demand Or Do simply divide EOQ by 12?
- Car Salespersons
- Outreach.IO vs Salesloft?
- Vacant Territory; sales partner left for new opportunity, but my targets stay the same?
| Posted: 05 Dec 2019 05:03 AM PST Hello everybody. One thing I've heard over and over again is "Don't sell on time, sell on value." I want to say that the amount of times I've seen this fail to work is astounding, and I wanted to share something I wrote here, so that it may help you if your company is telling you to "sell on value" for things like services when the market doesn't seem to care, and your manager doesn't understand. Don't ignore competition.Sales gurus and business owners love to ignore the competition. Their narrative of "sell on value" is something they want to believe, but don't usually assess the necessary requirements to do so. The world is filled with business consultants teaching "sell on value, not on cost" and while they have great intentions, more times than not, they leave out the other part, "when you have something unique to offer." Probably because their skills align with first part, and not with the second. If you want to hire them, it's to teach you to "sell on value" not to "create a unique offering." Why do you need something unique? Start by thinking through the answer to the question, "Why isn't there a huge percentage of programmers out there making millions of dollars a year?" There are plenty of programmers that automate tasks that save companies millions per year. Yet, they don't seem to reap the rewards of "selling on value." Are they bad at selling? Probably. That's certainly what those gurus want you to think. It's how they sell their training, but that's not what's happening here. Sales skills aside, depending on which job titles to include, there are anywhere from 1.5 million to 3+ million programmers in the United States alone. That's a lot of competition. If you need general programming done, and it can save the company $10,000,000 and a solo consultant says he will need $1,000,000 and 12 months of work, you'll shop for more quotes and he won't get it. Doesn't matter that there is a great return-on-investment, netting $9,000,000 in savings on a $1,000,000 investment. He's too high compared to the competition. The company would rather net, $9,900,000 on a $100,000 investment. A nearly 10 times return-on-investment compared to the previous scenario. There are a few highly sought after developers at Google, and Amazon and other big tech companies that make millions. Currently, these are leading edge researchers in Artificial Intelligence (AI). They are being paid enormous amounts because:
#2 is important. They aren't a "me too" offering. If someone wanted to replace them today, and had not already done their Ph.D, they are still years away from being able to compete with them for that amount of money. However, these are also the people generating the knowledge to grow the coming workforce necessary to develop and manage the new applications arising around AI. As Artificial Intelligence (AI) becomes more prevalent, salaries will come down as a result of higher competition. No one is going to pay the lead developer $5,000,000/yr when the up and comer with the same skills will be happy with $250,000/yr. Which is still good, compared to the general population. There is less competition for AI jobs than the general job pool, since most people don't have the qualifications, and they solve high value problems, so wages are high. I used programming as an example here, but the industry doesn't matter specifically. Three general thoughts that come to mind as a result of this:
Innovation is a ratchet. Someone else is always seeing you and chasing you, the early benefits go to your pockets, the later benefits go to society. Be an innovator to get those dollars. Edit: I recommend seeing my comment response to /u/PBRTTN below. This post isn't about small price differences and justification for them, it's about delusional people that think they can name their price on anything. I've worked with a few, and had some management come back from sales training feeling this way. P.S. Share this with someone who needs to read it like your sales team or manager, small business owner, or a technical team that needs some motivation to make something new and unique. Also check out more on noneofthisisright.com . I hope you find some utility out of this if you're being beaten down by your manager on why you can't get top dollar out of clients. [link] [comments]  |
| Posted: 05 Dec 2019 09:09 AM PST 26/M here with a degree in global business and 1.5 years experience in the relocation/mobility industry in a consultant role from a big 4 tax firm. Due to personal issues affecting my work, I was let go this past April. I took this as an opportunity to consider switching industries as mobility is a very niche industry. After being unemployed a few months, I started a contract role where I basically verify information through google searches. So far, it seems pretty dead end as I'm not learning any new skills or software, so I am still actively looking for a better position. This brings me to a new opportunity I secured an interview for. It's for a company selling software solutions for data analysis and management to non profits. The pay is 35k base with expected commissions of 10k the first year, but caps at 20k. The title of the position is a business development representative and is the most basic entry level role in their sales department. The market is in Austin, TX, which is continually growing in the technology area. Does this sound reasonable for an entry level role in software sales with no background in sales? Could I negotiate a slightly higher base (38k, my current contract salary) for this type of role? Anything else to consider as I potentially make this switch? Thanks! [link] [comments]  |
| Posted: 05 Dec 2019 07:44 AM PST I recently left my B2B sales job, working for a major telecom company. I have been interviewing for new positions in both SaaS and Medical Devices. I have an MBA and about 8 years of sales experience, 2 years of B2B. I was recently offered a position at Paycom, a Human Capital Management Software company (primarily Payroll). The pay is excellent, a base of $70k with OTE $120k first year. Seems like excellent training. Lots of cold calling and highly competitive environment with long hours. Pro's would be pay, training, and breaking into SaaS sales with the hopes of scoring another job in 2 years at a company with more flexible hours and less driving around territories. Read some horror stories of money-obsessed sales people and a real grind. I am also interviewing with Stryker for an Associate Sales Rep in Craniomaxillofacial division. Year 1 would be mostly training with a salary of around 70k after bonuses and car allowance, but would provide an opportunity to break into medical device sales. I think that medical devices seems more fulfilling and exciting than cold calling and business presentations on a day-to-day basis. Looking for anyone with experience in either field. Do you like it? Pros and Cons of each? What's every day like for you? [link] [comments]  |
| What is your Ideal Client Profile? Posted: 05 Dec 2019 11:56 AM PST I've tried to search for a list of ICP profiles for real businesses on this sub, but haven't found anything per se. What's your targeting? [link] [comments]  |
| Posted: 04 Dec 2019 01:59 PM PST Well just venting a little bit, I think posted here once or twice but this is my third or fourth month going on cold call sales. Before this I had basically no experience in sales or working a real job. I had part time jobs here and there while where I could fit them in as a former collegiate athlete. Anyway I'm still taking a year off from school so I can save up for my last year at University earning a degree in business. This job so far has taught me a lot basically that I don't know shit lol. I'm not necessarily looking for a career in sales but I figure it would be good for me to learn. I am pretty introverted so I knew going in this would be a big obstacle to overcome. In addition I've had roadblocks for myself. My voice is a bit monotone, I get nervous talking to new people, and I can be pretty bad at smalltalk. Some weeks there are days where I blank 3/5 of the days like this one and it's incredibly discouraging because I should be getting at least 2 deals a day. I can get real negative for a while and think things like I'm going to get fired. But looking at my time as a whole my skills are getting better for me the more I work at it obviously but it's been a slow grind. Now i can see myself becoming more persistent and assertive I can definitely see myself getting better from where I started. My pitch is getting smoother and my knowledge of products is getting better. Being bad at it is giving me motivation, I need to put in the same extra work and practice I would with anything else and apply it to sales. I'm glad I have this sub to give me perspective on things. Thanks to whoever read my entitling venting session lol I will be Great eventually [link] [comments]  |
| Posted: 05 Dec 2019 05:26 AM PST I'm getting kind of tired of this gratitutous waste of paper but people still seem to expect it. Considering not bringing them to a meeting today. Thoughts? [link] [comments]  |
| Posted: 05 Dec 2019 09:33 AM PST Hi all, I have been in real estate transaction sales the 7+ years and am looking to make a career change into software. I have an interview with a great company on Tuesday and am pretty confused on what they are looking for. The position is for an Enterprise AE role.. Below is what direction they have given me so far: "As a reminder, this step of the interview will be a mock exercise to showcase your ability to demo a product during the sales cycle. You'll be presenting a demo of a product of your choice to members of the X team. Please fill out the google form ahead of the demo to give us a bit of context into our mock roles and the product you'll be showing us. 5) mins Introductions(25) mins Presentation, give or take(10-15) mins Q and A/ General Discussion Please assign each interviewer a role to play and clearly define each role. Please include a link to the product. Please provide discovery notes from our "first call" to set the stage for our demo." Since I've been selling real estate, are they wanting me to pitch what I've been doing the last 7 years or should I be pitching a software? If software, what product should I talk about? Can I ask discovery questions during the presentation or should I be writing out everything before hand? Since its a zoom call, how long should the deck be? [link] [comments]  |
| Posted: 05 Dec 2019 09:29 AM PST Howdy. I'm currently working in a strictly hunting role and it's great experience to learn how to generate new business. Eventually the goal is to be able to build a book of business that provides residual income. Which industry/companies offer residual incomes on past sales? [link] [comments]  |
| Terrible at opening calls and talking about the weather Posted: 05 Dec 2019 09:24 AM PST I'm very capable of having these conversations in a non sales environment, but on a conference call, hosting a meeting, I tend to have a challenges with having these real conversations. Anyone have any advice on how to improve? edit: I should clarify that my focus is not specifically on "weather" though I used it in the title. More on structuring a sales call so there's some rapport building/intros before jumping into it. [link] [comments]  |
| Has anyone ever worked for MIND BODY? Posted: 05 Dec 2019 09:20 AM PST Good morning Sales friends, I tried using the search bar to find more information but came up with nothing. I have an interview with MIND BODY next week for a sales specialist position for one of their new appointment setting/booking softwares. Currently I'm in B2B advertising for print and digital media, but looking to transition to SAAS. Does anyone have any experience with MIND BODY? If so would you recommend the company? Also, any general tips for a SAAS interview? They tout excellent benefits like 20 days PTO and a wellnesss stipend but was curious what others thought. This would be my second job in sales ever, and currently I have about 1.5 years of experience as a national accounts manager for an average size media group. I'd love to hear advice from other fellow professionals! [link] [comments]  |
| Engineering recruiting or IT recruiting? Posted: 05 Dec 2019 08:54 AM PST Hi all, Newly college graduate and kinda lost with where I want to start my professional career. I'm currently doing recruiting for labor and enjoy it however I want to get into a more professional field. I currently have two offers for agencies IT recruiting (40k base, lower commissions) Engineering recruiting (32k base, 10% commission plus yearly bonuses) Any insight would be great, neither of these are massive corporations/sweatshop agencies like kforce,hays, betts, collabera, etc. [link] [comments]  |
| Recommend a book about building a sales org? Posted: 05 Dec 2019 08:44 AM PST Hi - I've spent 20 years in sales, sales support and product management. I know a fair amount about a lot of how sales organizations work. However I am interested in filling in some of my gaps. Ideally I would like a book that covers some/all of the following:
For what it's worth, I'm primarily interested in this topic as it relates to SaaS and tech service products. What books or other sources have you found helpful to understand the big picture? Thanks in advance! [link] [comments]  |
| Posted: 04 Dec 2019 07:18 PM PST Alright reddit, I need some advice. My current company kind of screwed me and reduced my pay rate by 30% after a little more than a year. I work on 100% commission. Everyone involved agreed they showed me one plan during the interview and hire process but then suddenly more than a year later they caught the mistake. The new plan was apparently supposed to apply to all new hires that came on board just a few months before I took the job. The whole thing was very shady and it seemed like they were always trying to hide something. A few weeks ago I was contacted by a recruiter and took a phone call. Long story short they offered me a position making more than my current job before the pay change along with some nice added perks such as a company car, better 401k, etc. It is a different industry but a very similar day to day job. This position is a salary plus commission that is uncapped. It looks to have about the same opportunity for advancement into management as my current employer if I wanted to go down that road. Is there any reason that I should try to negotiate with my current employer and see if they are willing to close the pay gap? My current thoughts are that they didnt have any problem mistreating me in the past, what makes me think they wont do it again. I intentionally didnt put in a lot of details here, I had some old posts related to the compensation change in my history if you are interested. Tried to keep it brief this time. [link] [comments]  |
| Can someone recommend an auto dialer app for android? Posted: 05 Dec 2019 08:18 AM PST |
| Should I talk to my boss and/or HR and rat out my colleague, or not? Posted: 05 Dec 2019 07:31 AM PST My colleague is also the senior sales guy for my territory. He also makes 3x what I make, which is important to take note of because ratting him out could be easily seen as me trying to get him fired to take his place. Background: This guy has a drinking problem. It's bad, everyone knows it, but everyone overlooks it. He becomes very aggressive and belligerent when he drinks, and pisses everyone off, including upper management. I think he's got away with it so many times because our territory is doing so damn bloody well. That being said, things took a turn for the worse recently. 2.5 months ago, the whole sales team was at our colleague's wedding. He got very drunk and physically assaulted a female colleague of ours (nothing extreme, he simply dragged her by force to the dance floor by grabbing her by the arm). This went to HR and the president of our company, and he nearly got fired, but didn't. Rather than be fired, he was forced to seek therapy, and was banned from drinking when colleagues or clients are present. Drinking in our presence was cause for immediate termination. Fast-forward to this week: We have our annual holiday 3-day event at head office, and lo and behold, he's been drinking. Not as much as usual, but enough to become his old obnoxious and belligerent drunken self. None of my colleagues seem to care, because he was drinking with them (and even did a shot with us), and my boss is blissfully ignoring it (but he's not an idiot, and he knows, he just decided to ignore it). I'm seriously considering reporting him to HR. The problem is, if I do, people will suspect it's either me or my female colleague who he did what he did at the wedding, and that won't be good on me (or her). If I do it, I doubt my boss would give me his role, because who likes whistleblowers? What would you guys do in my shoes? Edit: The person that wanted his head on stake the most was our ex-president, who left the company on November 1st. He wanted him fired, but decided not to meddle in our (small) sales team and leave the decision up to my boss. [link] [comments]  |
| Posted: 05 Dec 2019 07:18 AM PST Anyone here ever done it? Got an offer on the table for a legacy solution that's well known but is moving to a SaaS platform. Just curious. More money on base/variable but you never know. [link] [comments]  |
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| Posted: 05 Dec 2019 06:54 AM PST I've been hustling on marketing my product both on Facebook and Google but it seems that I'm not getting my desired results. Is there any way to get reviews so that it can skyrocket my sales? [link] [comments]  |
| Running out of time to decide on job offer Posted: 05 Dec 2019 01:25 AM PST Yesterday I received a job offer the same day I finished an onsite with a different company. The one that made the offer gave me 48 hours to decide on it, out of fairness to other candidates. I like both companies and really want to see if the 2nd one will make an offer but they most likely will respond some time next week, after my 48hrs are up. What should I do? Would the situation be reasonable/good enough to ask for an extension? [link] [comments]  |
| What are some sales gamification tools you've been using and why. Posted: 05 Dec 2019 05:08 AM PST |
| Posted: 05 Dec 2019 03:44 AM PST |
| Posted: 04 Dec 2019 04:48 PM PST Everybody hates car salespeople but everyone wants to pay $2,000 less than the MSRP of the vehicle. They do their research, they go online and check on the brand's website. They see how much is the MSRP of the car and how much they have to pay for delivery and handling ( the dealer had to pay for that to bring the car from the factory) . Yet they arrive to the dealership and want the car for $2,000 Off the MSRP price with taxes, state fees and dealer fee included. Everybody hates car salespersons but no one gives a damn if the salesperson has a family to feed. Car sales is not an easy job, yet everybody hates from outside the club. [link] [comments]  |
| Posted: 04 Dec 2019 02:15 PM PST Hey r/sales, My smaller new business sales team is discussing Outreach vs Salesloft and I was curious for your opinion on either of them. If you've used them what do you like/not like and what would you recommend? Thanks for any insight! [link] [comments]  |
| Vacant Territory; sales partner left for new opportunity, but my targets stay the same? Posted: 04 Dec 2019 09:30 PM PST Wanted to get a read on this from other points of view because I feel my concern is valid, just want to feel it out before I mention or ask for anything. I am in medical device sales with a large reputable company. Our structure consists of a team of two covering a territory with quotas that are essentially shared. I was placed into a territory along with a partner who within 2 months left for another opportunity. Now I have the same quota as before, only one less person helping which goes A LONG way in this business. My manager wanted quick turn around on a new hire but was only able to get someone to begin in January, the kicker is training is extremely rigorous and they can't sell anything until they've completed all exams. My partner won't be ready to sell till the end of March. All in all I will be looking at 6-7 months of no sales partner but fielding all the responsibilities of a full executive team. Is this normal in sales ? I've never faced something like this, and obviously my Numbers have suffered. They've reassured me that the numbers don't matter right now, but that's one thing to say because I still care a lot and want to hit them to make my money. Has anyone heard of Vacant territory pay to make up for this ? Thanks for reading If you got this far. [link] [comments]  |
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