I compiled a list of interview questions from gong.io and hubspot blogs. How important and relevant are these? Sales and Selling |
- I compiled a list of interview questions from gong.io and hubspot blogs. How important and relevant are these?
- Cold call approach suitable for COVID-19 era - thoughts on this?
- Selling never stops. It just changes!
- Leadership Changing My Comp Plan - Seeking Advice
- Becoming an AE for SaaS
- How to ask family friend for a referral?
- Looking for a quiz creator app for sales quizzes during remote training. We use Kahoot! but need more
- Best way to build a sales team as a new business
- Straight Line Selling
- Let’s talk wins! What are some of the wins you’ve have in spite of the COVID-19 outbreak?
- Do I qualify for unemployment benefits?
- Received Offer from ADP - Unsure about Accepting Offer
- Anyone start their tech sales career at CDW?
- CRM suggestions
- How many hours a week does a typical AE at a SaaS company work?
- Approaches to attacking a territory
- I MESSED UP plz advise
- Advice On Pitch
- Do you monitor potential client websites to identify sales opportunities?
- New Campaign at work
| Posted: 29 Mar 2020 12:34 AM PDT Tell me about a significant challenge you encountered recently. What will your first 90 days look like if we hire you? What's your understanding of the role? How have you demonstrated your values in your past work experiences? What are your values and how are you going to add value to our company? Tell me about a time you made a mistake and learned from it. Tell me about a time you made an impact on a team you worked with. What can you bring to the team that's unique to you? Tell me about a time you had to collaborate with someone to get a solution? What was the result of that and what did you learn? Tell me about a time you noticed there was a better way to execute a certain process and what you did about it? Tell me about a time you had to give members of your team feedback. What were the results of that? Tell me about a time you empowered or mentored someone? Do you have any questions for me? How do you remain knowledgeable on trends concerning your target industry or audience? Which is more important: meeting quota or customer happiness? How would you handle a prospect who has informed you they're about to sign with your biggest competitor? What's the most meaningful failure you've had and what did you learn from it? What's The Most Difficult Feedback You've Received And How Did It Change You? Walk Me Through One Of Your Most Strategic Sales Cycles, From Contact To Contract. Your Whole Team Uses The Same Sales Process, So What Sets You Apart To Consistently Hit The Quota You Said You Hit? What Skill Have You Had To Develop And How Has It Helped You Do Your Job Well? Which Sales Metrics Do You Pay Attention To? Tell Me Why You're A Superstar. How do you keep up to date on your target market? In your last position, how much time did you spend cultivating customer relationships versus hunting for new clients, and why? What are your favorite questions to ask prospects? What's your approach to handling customer objections? How do you research prospects before a call or meeting? What information do you look for? If you were hired for this position, what would you do in your first month? What's something you've taught yourself lately? When do you stop pursuing a client? Have you ever had a losing streak? How did you turn it around? Describe a time when you had a difficult prospect, and how you handled that situation to win the sale. How would you describe the culture at your last company? How would you explain the features of a complex piece of software to a prospect who is not as well-versed in technology? How do you prepare for a call with a new prospect? [link] [comments]  |
| Cold call approach suitable for COVID-19 era - thoughts on this? Posted: 29 Mar 2020 07:58 AM PDT I find myself in a situation where I will be 100% cold calling (this is a new sales job for me in a new industry), with 0 existing contacts or pipeline. Obviously, not an enviable situation, but also can be a great opportunity to build relationships early on by (1) showing empathy; and (2) not trying to push my services down people's throat, but rather simply making them aware of my existence. One of the benefits is that it's a small niche industry and my company is one of the leaders in it. I'd appreciate feedback on my opening. It's a bit lengthy, which right now is my biggest apprehension about it: Hi [Prospect], it's [NAME AND COMPANY]... Right now we are following up with [PEOPLE IN THE INDUSTRY] to share some market intel on what we are hearing from both our own clients and our investors, and also to check in to see how everything is on your side... The reason why we are doing that is that these are obviously very challenging times for everyone in our industry and there is a lot of information changing daily so, you know, these calls have become a good way to connect share industry knowledge... Do you have a few minutes to talk? I have a few talk points available, so that I won't be pulling stuff out of my ass if they say yes. My goal at the end of the call is simply to mention in passing that I remain available if they have a specific need related to what my company does that needs to be assessed, but I won't push on the first call. [link] [comments]  |
| Selling never stops. It just changes! Posted: 29 Mar 2020 08:52 AM PDT I heard this from Russell Brunson's lnstagram live. Selling never stops. It just changes. Good economy you help people move towards their pleasures. Bad economy you help people move away from their pains. What changes did you make in your sales career or business? How are you helping people move away from their pains? Who else is still getting sales in this current rocky climate? [link] [comments]  |
| Leadership Changing My Comp Plan - Seeking Advice Posted: 29 Mar 2020 09:23 AM PDT TLDR; Leadership is changing my comp plan as a sales manager because they're scaling up quickly + hiring more. Current comp plan is a $43k base salary + 1.5% override on sales closed by my team. Last year, I earned $67k. They've hired a sales director so now they want to remove the override, keep the same base and put me on commission for individual sales while still operating as manager. That works against my role in supporting the team. In response, they've left it open for a counter. I'm conflicted on what to ask for and what would be reasonable. Long version: Currently a sales manager in a small startup that provides services for corporate clients. I've been with this organization for a short window of a couple years, quickly going from individual sales rep to a manager position. I've felt really privileged to move up so quickly so I'm thankful for the experience that I've gained. It adds a nice little star on my resume to say "manager". On the other hand, holy sh*t, my work/life balance sucks. My current comp plan is a $43k base salary + 1.5% override on sales closed by my team. My prior team included 2 direct reports + me with $167k in monthly sales if it was a good month. Before this, my team was literally me + 1 person for the longest time with a $115k average for monthly sales. This has been fine with the exception of only getting 1.5% on any deals that I closed. Working my ass off on a $30k deal to score 1.5% is demoralizing, when one of my reps will score 5% if they were given the same opportunity. Now that the team is growing and they've installed a director above me... Leadership wants to take away my 1.5% override and switch me back to commission on my direct sales only. This is a little frustrating to say the least since I will be spending MORE time onboarding/training new reps, coaching, and troubleshooting for a larger team, which will take away opportunities for connecting with clients and closing. They've left the floor open for a counter. If they want to remove the override, I've got to have a higher base, but then earnings are capped by my salary if I drop any commission earnings. Going from a $43k base to $65k base seems like it could be a big ask. I definitely don't want to make less than I did last year. Bonuses for team performance would be nice but it's been super hit or miss for goal-setting by leadership. Plus, I've only seen $100-$200 for bonuses. If I'm able to make any sales at all, I need to hit the higher commission tier faster + have the ability to cherry pick my deals. We currently have a 2-tier system, 2% for hitting goal, then 5% for hitting over. It still feels counterintuitive for me to be focusing on individual sales for generating higher income. In terms of career planning -- For short term, I would make the equivalent, plus more, by downgrading to a sales rep. For long term, the "manager" title will serve me well when I transition to another organization willing to pay me more + better work/life balance. Sorry I'm typing this all out while trying to figure out what I want. Sales was a back-up plan a few years ago when I discovered that I'm surprisingly very good at it. Any advice would be greatly appreciated! [link] [comments]  |
| Posted: 29 Mar 2020 08:11 AM PDT Hey I was recently laid off because my department was cut. Am looking for some career advice: Objective: obtain a position as an AE or Account Manager at a SaaS company Location: NYC Background: I was in nonprofit for a long time, 5years where I was project assistant and moved up to operations manager. I was doing a lot of the budgeting and grant management there. I was a senior account manager at a media firm was doing transactional sales where I was top seller and closing enterprise level deals. (1 year) I was BDR at a saas start up for 6 months and was let go because of down sizing. I have glowing references but I'm afraid because I don't have AE saas experience this will make me a less attractive candidate. Any advice? How can I go about making myself stand out? I've never been unemployed so any advice on keeping a cool head would also be appreciated. Thank you! [link] [comments]  |
| How to ask family friend for a referral? Posted: 29 Mar 2020 08:46 AM PDT So a friend of my dads who I have met many times when I was young and only a handful of times in the last 10 years or so is a sales director for a fairly large organisation. I've applied for a graduate application consultant (customer experience) role at the organisation. I obviously ideally want to get in contact with him to get him to help me actually get this job as they always say it's who you know not what you know. What's the best way for me to approach him and what should I actually say? I have him on LinkedIn and I'd rather get in contact myself rather than have my dad speak to him and I wanna appear to be taking the initiative. [link] [comments]  |
| Posted: 29 Mar 2020 08:14 AM PDT Need to find the best free quiz creator app for phones- Kahoot! Isn't cutting it Any ideas here? We use Kahoot! to create quizzes (it's for 100+ people) but it's very difficult to see which questions participants got right or wrong. Basically we can just see the final scores, which is cool, but not super helpful to deep dive. I'm looking for one that's a) easy to use (duh) but b) easy to track our participants and how they're doing. Any ideas? [link] [comments]  |
| Best way to build a sales team as a new business Posted: 28 Mar 2020 03:38 PM PDT Hello all. I'm an aspiring entrepenure, a few flopped businesses and plenty to come. I have always struggled with sales. On a shoe string budget, what is the best way to get sales reps on board to sell a physical product, online and offline? Sakes agencies, posting job adverts, looking for only affiliates instead. Where should I be looking to get a sales superstar on board and is comission only a thing of the past? [link] [comments]  |
| Posted: 29 Mar 2020 10:23 AM PDT I am sure you have all discussed Belfort's book ad nauseum here at some point but it was (and may still be) available on Amazon for 99p for the Kindle version. I have heard some good things (hear actually). Basically that, yeah, Belfort himself is a bit of an egotist and, yeah, a convicted felon. Having said all that, I got his first Straight Line Selling book on Amazon for 99p because for years and years I was a top performer at almost every sales gig I had but in the recent couple years, the intangible "it"? It's gone. So I did a bit of resarch, mainly on users here who have read the book, who swear the book helped them. Is Belfort's book just 90% of other sales guru books out there - when the "guru" had made the absolute bulk of income from *book sales* instead of actually having spent days on end cold/lukewarm calling 30-80 leads a day, maybe closing one down on a first call but almost all of them wanting "info e-mails" or "needing to run it up the flag poll" or, one I personally hate the most, you'd made between 1-5 calls to a prospect and on each subsequent call, the prospects enthusiasm rises and rises that you actually add that sale to projected revenue only for, one sunny afternoon, a one line e-mail: "Sorry, are will not be attending this year. Due to changing business priorities/Covid-19/I was just leading on along all the time, we have had to scale back our event attendance." Gat damn. FYI I work in delegate sales (at some point I expect I may see a promotion to Sales Manager since they fired him at the beginning of the week for treating the WFH order as a holiday ) for a publisher in a very specific area of the every shrinking print landscape. So, my question, is Jordan's first book Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success/ actually anyone here used to great success? Thanks in advance, [link] [comments]  |
| Let’s talk wins! What are some of the wins you’ve have in spite of the COVID-19 outbreak? Posted: 28 Mar 2020 08:45 PM PDT |
| Do I qualify for unemployment benefits? Posted: 28 Mar 2020 07:51 PM PDT I'm a 1099 worker in a 100% commission industry. Due to the lockdown I'm unable to actually go and interact with people, I do door to door sales, so definitely different from most people actually claiming unemployment. Obviously I'm unable to go out and actually find new prospects. They've given us a lockdown so we can't go out and work no matter if we even wanted to. They are giving us like maybe 2 leads a week that are extremely shit so I'm not making any dough. Can I get unemployment? [link] [comments]  |
| Received Offer from ADP - Unsure about Accepting Offer Posted: 28 Mar 2020 06:08 PM PDT Hi All, I recently just got an offer to be an Outside Sales Representative for ADP. This will be my first sales job and my responsibility will be to sell Payroll to small business owners (1-49 people). The office is actually the top producer in the West Coast and the turnover rate is low. I am hesitant to accept the offer because the Coronavirus is hurting small business owners badly. I am afraid that if I join, I won't be able to hit quota and struggle. By the way, I am currently working a stable job that pays decently well. Would love your guys advice/thoughts about whether or not to take the offer. Sales has always been something I've wanted to do and the timing is just awful. Thank you all. [link] [comments]  |
| Anyone start their tech sales career at CDW? Posted: 28 Mar 2020 04:42 PM PDT Have an offer to start in their sales training program post graduation and wanted some opinions on working there. Also what can i expect to make year one? The compensation during training was semi vague after the 30k salary. [link] [comments]  |
| Posted: 28 Mar 2020 05:41 PM PDT Best small business CRM?? We have 100k leads but only 10 salesmen what can handle the type of data? Thank you as always [link] [comments]  |
| How many hours a week does a typical AE at a SaaS company work? Posted: 28 Mar 2020 01:53 PM PDT Compared to being an SDR, how bad is the work life balance? [link] [comments]  |
| Approaches to attacking a territory Posted: 28 Mar 2020 03:03 PM PDT Hey sales community, I start a new job at a SaaS startup as an AE in a week and a half. Unlike my previous experience, I have 7 sizable states to cover and virtually the only rep in those states covering all SMB to Small Enterprise. Any advice on how to strategize/organization/attack a vast swathe of territory? [link] [comments]  |
| Posted: 28 Mar 2020 06:37 PM PDT I recenty started selling solar and I accidentally gave several customers some bad Information. Solar is expensive, but with financing the payments are usually less than what you spend on electric bills. So in essence it doesn't add a bill In the house, but it takes a long time to pay off... 20yrs to be exact. There are many programs out there to help people pay for solar but I was missinformed on one of the programs and gave extremely false information. For one customer in particular they spent $300/mo on electricity and by going solar they were able to reduce it to $100/mo and then they had a solar payment for $180/mo. So by going solar they were spending 280$ compared to the 300$ with their utility. The total cost of the system was about $40,000 but because it was spread over a 20yr term the payments were cheap. One of the programs that helped pay for the system was the SREC program. It pays the customer about 40$ for every megawatt of energy created (about a months worth) and for this situation their SREC value was $4,800 over the course of 10years. What I originally thought was that it was $4,800 per year for the next 10years (for a total of $48000 over the whole term). So I was telling customers that the program would pay for the entire system over time and then turn itself into profit. Not only was this incorrect... It was extremely incorrect. All these customers I misinformed are going to expect $48,000 over 10years but they are only going to get $4,800 over the entire term. I'm not sure what to do because these people trusted me to give them accurate information so that they could make a educated investment. Now I have about 10 customers that have invested 10s of thousands of dollars into a product and are expecting a extremely quick return on investment. These panels are going to be installed and operational for several months before they even notice that they aren't getting the money they are expecting from the program. Im a person of integrity and I would never have given them that information had I not believed it myself. When I sell a customer I feel like by the end of the night I feel like we've become friends on some level or another. Now I know in a couple months they are going to want to kill me. I don't know if I should tell them I messed up, if I should just keep my head down and hope people don't ask questions, or if I should just quit my job and move to Texas and change my name. This has been weighing on my head for several days and I need to either act on my feelings or come to terms with it. I spoke to my manager about it, and he said that I was very incorrect and needed to change my pitch immediately but he didn't give me much guidance on what to do with customers I had already sold... So now I'm here posting on Reddit hoping someone will be able to give some advise on what to do [link] [comments]  |
| Posted: 28 Mar 2020 02:45 PM PDT Hey All please critique my pitch below. I sometimes think I sound robotic or too goofy with my follow up. Background I am a financial wholesaler who works with advisors with long sales cycles. Follow up pitch: Hey (Advisor). I hope all has been well since our call (days/weeks)__ ago. Reason, I was reaching out today, I have a new sales concept that has been working for some of my other current advisors and I thought I would share it with you. Do you have a good time to chat in the next few days? [link] [comments]  |
| Do you monitor potential client websites to identify sales opportunities? Posted: 28 Mar 2020 01:42 PM PDT Let me provide some background. I'm involved with a company that provides materials (such as tags, stationary etc.) for small to medium sized events for schools and athletic clubs. Obviously, in the last few weeks most of the events have been canceled and business has dried up. We have a list of 1000+ clients that we have worked with over the years. Hopefully (really hoping!) that things get back to some sort of normalcy over the next 3-4 months. When it does I would have to go to each client's website to find out the status of the events so we can start the outreach again. Some events may be canceled for the year while others may just get rescheduled. And each client may decide at different points in the next few months. I'm looking for a more systematic way of doing this when the times comes. Especially because we will be working with a significantly reduced staff over the next few months. Any of you in a similar situation? How have you tackled this in the past, or planning to in the future. I'm assuming this may only apply to certain types of businesses, but looking forward to any inputs. [link] [comments]  |
| Posted: 28 Mar 2020 09:00 PM PDT Hey hivemind, Hope you're all holding up okay in these times. I'm pretty new to sales, I scored myself an entry level position in a call centre as an energy broker back in October. I've been put on a new claw back campaign to win back customers who cancelled the negotiated elec/gas plan after the cooling off period. The way I see it is these people have trusted us before, they may have been offered a retention with their previous retailer, but this is an ever changing market. How could I make the most out of these leads, get them to go through a 5 minute comparison on their energy plan AGAIN, and leave these customers feeling satisfied? I have a feeling getting them to go through a comparison again and change their plan for a third time will be hard... [link] [comments]  |
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