Sales Advice You Wish You Had When You Started Sales and Selling |
- Sales Advice You Wish You Had When You Started
- Anybody come from an Finance/FP&A background?
- Any Challenger Experts?
- Tony Robbins: Mastering Influence - Has Anyone Done It?
- Questions I should be asking before accepting offer?
- When it is time to move in...
- To demo or not to demo?
- Why 800 Numbers Attract The Best Leads
- Are customer reviews about a prospect useful to review in the sales process?
- If I want to consider total inventory cost (TC) per MONTH. Do I simply divide TC by 12 or do I consider 'D' in its formula as monthly demand rather than annually?
- Mac vs PC for Business Dev
- More sales and development
- Highest Income - Sales
- Is it Possible to Enter a Medical Sales Career Right Out of College?
- “Send me some information”
- Your B2B sales expertise and experience is needed...
- Dealing with incompetent/unmotivated colleagues.
- Best way to hire a remote caller\appointment setter?
- Increase sales and review count on Amazon
- Improving number of phone calls per day
- What's the difference between using lead generation tools like snovio/d7leadfinder and hiring someone on fiverr to generate 100 leads?
- Tech sales... sounds too good to be true? Career advice for someone making a career change.
- Sanity check? Am I being unreasonable here?
| Sales Advice You Wish You Had When You Started Posted: 04 Dec 2019 04:54 AM PST Hey - I was curious, what's the sales advice you wish you had when you were starting off? Here's mine: #1 Work …. Making sales is like growing a garden, you need to plant your seeds in order to harvest. Know that your prospect isn't waking up thinking about you and your product; it's on you to make them. That said, the work of a salesperson is to simply, talk to people. You need to each day make the phone calls, make the door pulls, ask for the appointments, ask for the sales. This can be tedious, but the constant effort will lead to results. You should focus on identifying qualified leads with problems that you and your product / service can solve as that will make the whole process a hell of a lot easier. #2 Relate … Have you ever been in a room with a total airhead ass? You know, just someone you couldn't relate to? Do you remember how that made you feel? Did you want to listen to what they were saying? Probably not. When in sales it's crucial that you relate to people and you do this by showing off your authentic personality. You essentially want to come off to people like you're their friend and not like you're a sales guy. You want to focus on being a real human, and not another cheese dick salesperson. Have real conversations with your prospect, be a real human, get them to laugh and lighten up. You want to win them over on you before you sell them. #3 Solve Problems … Sales is all about solving problems, period. If you look at anything you ever purchased, on some level it was to solve a problem. So when you're running your appointment, there's two things you have to do. Number 1, ask questions to find out what problems your prospect is having (That your product solves). Number 2 (Assuming you have a product that solves their problem) Be certain and recommend a solution. 4 Ask … So what's the catch? Your product / service costs money! So after you identified problems, and recommended a solution you the sales person needs to ask your prospect if they want to become a customer. Stick your neck out and risk rejection. There is no magic you need to ask your prospect if they want to sign up. Work to find qualified leads Relate with your prospect so they like you. Find problems you can solve. Ask if they want to purchase your product. [link] [comments]  |
| Anybody come from an Finance/FP&A background? Posted: 04 Dec 2019 09:35 AM PST I got into insurance brokerage after I got out of the military and I hated it. Quickly made a change, and thought I would be happier in finance, but I'm over it. Currently been doing FP&A for about 5 years; I'm a Finance Manager at F500 in the apparel industry. Previously I worked in CPG at other major companies. My first job was sales oriented as I supported a Client Manager, but no real sales experience outside of that. I'm sick of crunching numbers in excel all day and craving a role that is more relationship based. Anyone make the switch? Appreciate any tips or stories you can share. [link] [comments]  |
| Posted: 04 Dec 2019 07:30 AM PST I'm trying to implement a more challenger approach to selling (for reasons I'm happy to explain). I sell Saas for what it's worth. I'm trying to understand how the methodology plays out over a discovery call. Should commercial teaching be happening across a single call, at the start of the call, to build credibility and start to connect the prospect to our solution? Or si this something thats playing out more subtely across a number of calls, or a demo for example? [link] [comments]  |
| Tony Robbins: Mastering Influence - Has Anyone Done It? Posted: 04 Dec 2019 07:16 AM PST Hi, i'm moving careers into sales so a friend of mine loaned me his copy of this program that he actually never used himself. I've ran through it once and it's crammed full of useful information, especially the section on dealing with objections. The only issue is that every section (there's 10 in total) has a load of "things to remember". In the first 2 sections there's "10 ways to build rapport", " The 7 most improtant customer questions", "The 3 sciences of persuasion", "The 4 primary tools of influence", "The 10 reasons questions help you" and so on... If you have done it, how on earth did you remember all of these things? Or did you just pick out one or two and focus on those? Thanks [link] [comments]  |
| Questions I should be asking before accepting offer? Posted: 04 Dec 2019 10:48 AM PST Hi guys, I work in a super small start-up in sales, and I'm having a conversation today about starting a hybrid sales/account management role. I love my Co-Founders but it's a little alarming they announced my position change during a meeting to everyone without even confirming with me that this is what I want to do. I don't even know 100% of what the job entails yet. So, we're having a conversation about it today. I'll essentially be working inbounds and going to conferences for my sales side while also having a portfolio of our clients who are piloting with us (first year contracts, smaller scale, higher risk of bouncing). I'll have about 25 in my portfolio that I'll have to be super stringent and attentive about. The other 2 AM's have a portfolio of 80 or so clients who have either signed on full or have moved past the first year. They've basically put me in this position because I'm tenacious and have high attention to detail, but I just don't know. What questions should I be asking before accepting an offer? What questions should I be asking specifically about commissions? I don't usually get overwhelmed but I feel like I'm spiraling out of control, lol. More background info. Sales I was 45k + 5% commission. I stayed around a 46k annual total because our market, Educational saas is really tough and all of our sales people are essentially marketing folks right now to break into the market. Only our Co-Founder is making real sales, and I come next. They noticed I was unhappy and gave me a raise to 53k about two weeks ago. They also mentioned the idea of a hybrid role for me so that I could get more money and help them with our unstable pilots. Should I ask for an increase in salary since I'm dual roles or no because I just got a raise. I'm fearful commissions will be only 3-4K and I'll remain stagnant. Thanks for any help on questions to ask and concerns to voice to them. [link] [comments]  |
| Posted: 04 Dec 2019 02:17 AM PST For the last 3 years I have been working for a smallish business. The company is the largest distributor of its products in the country (South Africa) by a pretty big margin. When I started three years ago, I had no clients, and started with zero turnover, and was the lowest ranked of the sales reps (8 including me). Now 3 years later I have second highest turnover (2.4 mil year to date) and I am 121% on target. The rep that is first has been working here for 13 years is sitting on almost 3 mil for the year. I am proud of what I have achieved in the three years, and I am confident that in my 4th year I will overtake him. Cracks first started to form when my comm was capped at the end of the previous financial year. Then this year the owner decided that they are going to claw back the comm portion of the earnings that we received on accounts that haven't paid yet. Then yesterday I heard that a new sales rep has been appointed to replace me in January... a person I trust at the office told me about this. I feel gutted. I am one of the best sales people in my industry, I am in the top 3 at least. I understand that my unexpected high sales volumes is putting the company under cash flow strain. But getting rid of one of your top people seems crazy to me. Unfortunately I signed a non compete, so going to a competitor is out of the question. Yeah I know I would be able to successfully fight it, but the time spent in that and the cost involved makes it prohibitive. I know I will be able to get another job easily with my track record and work ethic, but just needed to vent. I should have left ages ago, and I knew that I should have left when the comm cap was put in place. But I guess I just got too comfortable to leave. Thanks for listening to my venting. [link] [comments]  |
| Posted: 04 Dec 2019 11:59 AM PST Scenario: You walk into or link into a screen share demonstration. Scheduled in advance, agreed to by everyone. Maybe it's a small husband-wife run SMB, maybe it's an enterprise company with a team. You notice the decision-maker is not present. You politely ask, "Hey, where's DM, he had replied that he'd be here, no?" Someone answers "Oh, DM can't make it today, something came up at the last moment. But we'll relay the information on." Do you proceed with the demo or offer a reschedule for when everyone is present? Open ended responses welcome. [link] [comments]  |
| Why 800 Numbers Attract The Best Leads Posted: 04 Dec 2019 11:53 AM PST To remain relevant in today's uber-competitive business market, organizations must have effective, aligned marketing and advertising campaigns. Generating leads is the goal of this work. Success requires strategic planning and effective application of the best marketing tools. For many companies, an 800 number is the most valuable tool to attract the greatest number of quality leads. What is an 800 Number? An 800 number is a toll free number that charges the cost of the call to the owner of the phone number versus the caller. It is a common practice among companies and business owners to purchase an 800 or other toll free number. This is done to avoid dissuading a customer from calling merely due to the cost of the call. For a business owner, the 800 number is an invaluable tool that allows them to reach more customers. These numbers boost revenue generation and increase overall customer contact and brand loyalty. For customers, the 800 number allows quicker, easier, and cost-free access to contact an organization to place an order, discuss a concern, check a status, and more. There are many toll free numbers, but the 800 number was the first, and it is still the most widely recognized and coveted. Versatility Across Advertising Platforms 800 numbers can be easily utilized across multiple advertising platforms simultaneously. 800 numbers give businesses a steady return on investment. They also consistently generate a greater number of the best kinds of leads… the ones that convert into sales. The logic behind this is simple: 800 numbers are typically easier to remember. Also, callers do not incur a charge when they use them. The more people that remember the business phone number, the more sales leads and, ultimately, more sales. 800 Vanity Phone Numbers Vanity numbers are toll free numbers that begin with either an 800, 888, 877, 866, or 855 prefix and end with a word or acronym that represents the business or organization. These types of toll free numbers often help the caller to discern what product or service the business offers. A well-known example is the vanity toll free number 1-800-FLOWERS. Vanity telephone numbers are extremely easy to remember and hold a much higher recall value than a typical 10-digit telephone number. If customers and potential customers can easily remember a business phone number, the chance of them calling this business versus a competitor is high. Call Tracking and Data Collection Vanity telephone numbers use tracking systems that allow businesses to track every single incoming call. Details tracked include date, time, phone number the call originated from, and the duration of the phone call. A detailed intake of all calls allows for a company to proactively follow up on all leads. The call tracking feature makes data collection simple. It also allows a business owner to track the effectiveness of different marketing and advertising channels. When a business owner understands which marketing initiatives are bringing in the greatest number of calls, a business can successfully allocate more funds to these most effective channels. Once a sufficient amount of lead data is collected, it becomes simpler to examine the identities and preferences of customers. Higher Response Rates and Conversions Research indicates that vanity toll free numbers, in particular, can increase the response rate of advertisements by as much as 40 percent. Inbound calls have been found to convert at a rate that is ten times higher than leads generated online. In short, having an 800 number is a business necessity. A tool that enables customers to call a company is something every business should take advantage of. 800 numbers add validity, make a company more attractive, and distinguish a business from those that do not offer the same level of service or professionalism. Simply, your company should not proceed without one if you're aiming to attract the best leads. This article was written by Global Call Forwarding exclusively for Reddit [link] [comments]  |
| Are customer reviews about a prospect useful to review in the sales process? Posted: 04 Dec 2019 11:45 AM PST |
| Posted: 04 Dec 2019 11:25 AM PST |
| Posted: 04 Dec 2019 11:20 AM PST Title says it all. I'm about to start my first business development job and they asked me if I wanted a PC or Mac. I've used PCs my whole life so there would be a learning curve for me switching to Mac but I'm open to it if it would generally be better for the role. Thanks in advance for the advice! Update: I have an IPhone, Apple Watch, and IPad [link] [comments]  |
| Posted: 04 Dec 2019 11:11 AM PST I hope everyone is well. I started my business in the last 12 months and have been slowly growing this on social media and online. I'm struggling a little with sales but still getting some every week. I've spend money on FB ads, Instagram, Google and loads of others. My market is sports supplements in the UK and I've created some fantastic products. I've been taking these supplements for years and understand what works for most people. My problem is marketing, I just struggle with it. I have funded everything myself, I have no debt and trying to put every penny into the business. It's really difficult and there are other products out there that are miles behind mine but selling way better. Their marketing strategy is just superior. I can spend about £200-300 a month on marketing but maybe I'm doing this wrong. Is there any advice out there from anyone that can help me or maybe someone who has gone down this path before? Thanks [link] [comments]  |
| Posted: 04 Dec 2019 11:04 AM PST What is the highest paying sales jobs you have seen? Not per sale. Take home at the end of the year. Not including managing or any extra roles. Just personal sales. Any sector. What is the ceiling. How long were you in that field before getting to this type of income? [link] [comments]  |
| Is it Possible to Enter a Medical Sales Career Right Out of College? Posted: 04 Dec 2019 10:53 AM PST I am currently in my fourth and final year of college, and upon finishing classes this Summer, and will be getting a Bachelor's in Integrative Physiology and a Minor in Business. I have a decent GPA, and have been working for about 6 months as an inside B2B sales and marketing associate for a software development company. (An internship that has carried over into the school year as a part-time job that I plan to continue working until I graduate to give me a year of B2B experience). I have been networking and meeting in person with people in the medical sales field as well in the meantime. I am curious as to how hard it really is to enter the medical sales field? I always see job postings on MedReps, LinkedIn, etc. saying "0, 1, or 2 yrs B2B, Entry Level, etc." but the more I read, it seems like most need at least 1+ years of solid sales and good sales numbers full time out of college? In general, would it be realistic to actually get hired and enter medical sales striaght after college, or does someone need more experience elsewhere first? Also, any suggestions for how I can become more involved in the field in the meantime (e.g. shadow someone at a hospital). Any tips and advice from personal experience would be much appreciated. :) [link] [comments]  |
| Posted: 04 Dec 2019 06:58 AM PST I sell cellular DAS systems so a large majority of people i call are real estate developers who aren't familiar with it/haven't implemented it/ don't know the value of planning ahead. I get a lot of responses on calls that are "send me some information" where they have mild interest but I'm not sure how to best pivot. Is my best strategy to say along the lines of "i can send info but typically what is most helpful..." OR Should i clarify what type of info, agree to send it, then set a call for the following week to review what i send over. I'm struggling with the rhythms of my initial calls and discovery [link] [comments]  |
| Your B2B sales expertise and experience is needed... Posted: 04 Dec 2019 10:28 AM PST Hey Everyone - I have an enormous favor to ask. I'm working on a product for salespeople and I need to better understand how research plays a role in your day to day B2B sales job, because I want to make sure we are on the right track before we start building it. How much time do you spend each day doing research for cold outreach and for intro calls/meetings/presentations? Can you walk me through your research process? How important is research in your sales outreach and prep for calls/meetings/presentations? What are some key pieces of info you're looking for? (assume you have their basic contact info) Do you use info sources such as press releases, 10k's, website info, Twitter, LinkedIn/, etc.? If so, what do you value the most? Any reason you don't use the other sources? How do you organize your research? If you could wave a magic wand to get the research info you needed for your job, what would that info look like? I know December can be tough to find free time as you close out the year, but I really appreciate any feedback. Let me know if there is anything I can help you with (my experience is in b2b early stage startups). Thanks! [link] [comments]  |
| Dealing with incompetent/unmotivated colleagues. Posted: 04 Dec 2019 09:43 AM PST [Throwaway account as I comment & post quite regularly.] I'm an AE in a scale-up SaaS company. I'm quite driven, motivated and really enjoy my work. I started at the beginning of 2019, and two colleagues were hired a couple of months after me. One colleague seems to be struggling, but he never asks questions, isolates himself, never leaves his desk, eats at his desk, never talks, doesn't have any opinions about anything, etc. And yesterday I took him aside to have a venting moment and the guy at some point affirmed that he wasn't the 'average' sales guy because he's not into bonuses, but more into closing deals, as if that was something cool to confess. Also, a job is just a job for him, and that's it. Now I'm not putting my job above anything, but as a salesperson, you better be driven to stay ahead. The other colleague is constantly talking, asks questions just to ask them, talks first and then asks, and also does not seem to be learning about the product we're selling as she's clearly always showing holes of info in her meetings with clients. As our manager is overseas and we have a considerable time-zone difference, she does not entirely understand just how incompetent they are. My question to you is, how do you deal with such colleagues. N.b., I've never been a jerk to them, I always help whenever and wherever I can, but I'm starting to become impatient. Thanks tl;dr: how to deal with incompetency from colleagues. [link] [comments]  |
| Best way to hire a remote caller\appointment setter? Posted: 04 Dec 2019 09:00 AM PST Does anyone have experience with hiring a remote tele-sales person? Is hiring from fiverr a good idea? [link] [comments]  |
| Increase sales and review count on Amazon Posted: 04 Dec 2019 06:43 AM PST Where and how do you start to get reviews and increase sales for your product? Any tip will be appreciated. [link] [comments]  |
| Improving number of phone calls per day Posted: 04 Dec 2019 06:28 AM PST Hi. I'm an outside sales representative working in the freight field in France. Its B2B. The ideal target is french SMB companies which want to ship or import products outside/inside of Europe. Basically my job is to get 5 appointments per week, meet the decision maker and make him choose us over the concurrent . In order to have those 5 meetings / week I obviously have to make phone calls. By the way it doesn't bother me at all to make phone calls. On a good day I can make 50 calls. To do so it requires me a LOT of preparation : searching a target company, some infos about them in order to make a specific and not a generic call. Then I can call. What I don't get is how can some of you make 150-200 calls a day + logging them into CRM (Sugar CRM) + searching companies + the other stuffs like meeting the prospect (time spent on the road) ?! What can I do to improve the number of calls per day ? Should I be more efficient on the research part ? Are there any tools to be more efficient like linkedin etc. ? Thank you for your answers :) [link] [comments]  |
| Posted: 04 Dec 2019 05:20 AM PST It seems much more cost efficient to subscribe to these tools online than to pay someone to do it for you so why do these tools exist? Is it the quality of the leads? I dont care about their number or anything else apart from their emails. I used neverbounce to clean the lists but unfortunately, even though the list was cleaned, i got a lot of bounces from the lists. So do you think it is much better to just pay someone to get you a list? Is D7 leadfinder shit? Because many of the emails I got were non existent and even though they were cleaned, I got put under spam traps. Can anybody provide a truly good way to find leads online? [link] [comments]  |
| Tech sales... sounds too good to be true? Career advice for someone making a career change. Posted: 03 Dec 2019 04:27 PM PST Hi, I'm 25M and I was initially pursuing the path of applying to medical school but I didn't like how the timeline and debt would affect me down the line. I didn't expect this opportunity but met someone at a kick back and they told me their company was hiring. During my interview I told them, I was pre-med for awhile so I am competitive, hard working and big on self-improving. I'm hungry for money. I'm done living a sheltered life. I want to stack capital. And I do want to learn how sales can be applied in life, throughout this subreddit it's referred to as a transferrable skill. I have my second interview for an entry level SDR position in tech sales later this week. I live in the Bay Area, they are offering 45K base. Is this ok starting out with no experience? I want to have some understanding of the career trajectory in tech sales. I read sales jobs are recession proof? I didn't expect to be here. I'm nervous because this is business, tech, adulting, all areas new to me, as I was a student struggling for so long. I think this is where I'm meant to be. [link] [comments]  |
| Sanity check? Am I being unreasonable here? Posted: 04 Dec 2019 03:01 AM PST I work in health insurance sales, which for those who aren't privy has a very lop-sided cycle, with ~70% of our business being RFP'd and negotiated between August and October, for a January 1st contract effective date. In other words, if you have a bad January then the rest of your year is pretty much fucked. I was hired in mid-October 2017 and given a goal for 2018 of 3,500 new members which at the time seemed incredibly high, but I was new to the organization and didn't want to make a fuss so I just started grinding away, making introductions, appointments, building a pipeline, etc. Keep in mind all of the January 1st effective date groups had already been closed out by the interim sales executive (again, 70% of our business). So obviously I didn't hit my target and barely made any commission that year. I took it in the chin and looked to 2019. 2019 was a phenomenal year for me; I outperformed all of my colleagues at my company, and at our competing companies in the region (I have friends at these competing companies). But yet, I still fell 1,000 members short of my 2019 goal. I tried to have a gentle discussion with my boss basically saying hey, if I outperformed all other sales execs at every other company in Southern California, is it really right that I don't hit my goal and get my bonus? Is it possible the goal was set too high? He said he would think about it but ultimately a week later said sorry it was too late to change the goal. Now, going into 2020 I am working with half the territory I had a year ago (they hired another AE who they gave ~30% of my territory to), and again I learned today they are setting the goal very high at 3,000. I am wrong to be pissed? [link] [comments]  |
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