Experienced, but Not Enough Sales and Selling |
- Experienced, but Not Enough
- I was put on a PiP today...
- B2B Sales Development
- favorite podcast related to sales?
- SaaS Sales Outreach Process
- Industrial to other fields ?
- What are creative ideas for Mailers to grab attention?
- SaaS Covid-19 objections update
- Advice on The Worst Industry to be In Right Now..?
- Spectrum inside sales rep position
- Anyone sell into Food & Beverage? Best practices?
- Just started job in a completely new industry. Feeling very...overwhelmed, to say the least. Advice?
- Is Payroll SaaS a lucrative career?
- Industry focus objection
- List of online liquor retailers in California
- Hiring freelance lead generation rep? Never done this before
- Nutraceuticals Sales?
- Overlap in Employers for 2 weeks, other than them finding out, what other impacts might I have long term?
- What would be the best way to find the industries of the customers given that I only know their name and possibly their industry location.
- Looking to switch careers
- List of Michigan hospitals?
- Stay safe out there y’all
- What are some low margin high volume things you can sell over the phone B2B out of your bedroom?
| Posted: 03 Apr 2020 07:57 AM PDT Hi All! Recently laid off from my SaaS company, along with 25% of the company. Changed careers to get into sales and was with the company 1.5 years, Sales Development Rep (SDR) for 1, and a Sales/Account Executive (SE/AE) for the rest. I grinded my teeth as an SDR to get the promotion and unfortunately was the newest on the team with the less experienced and was laid off (other more experienced salespeople were also laid off. As I try and go through this job search hunt again I'm seeing that my time as an SE/AE wasn't enough to meet some of the qualifications listed for those roles. I will still submit my resume because the worst that could happen is they say "no", and being in sales, that word is part of my everyday vocabulary. Do you have advice for someone in my position? [link] [comments]  |
| Posted: 03 Apr 2020 12:27 PM PDT As the title says it's been a pretty shitty day. Considering the climate I was just looking for opinions on either gtfo or stay and grind. Mostly based on a poor q1 which took major hits due to corona. Let me know what ya'll think. [link] [comments]  |
| Posted: 03 Apr 2020 01:35 PM PDT Looking for some advice. I'm in a commercial development role, been going pretty well so far, but one area of my job I haven't had to do much of so far is sales, which is something I will need to do more of in the future. It will be B2B sales, with a limited number of potential customers, primarily two who I will be key account manager for - I will be selling our companies specialist technical services, I need to understand the customers work load, programmes, priorities, resource capability etc. I actually used to work for one of these companies, but in an operational role, I know some of the management but will be creating a lot of relationships from scratch. I don't have a lot of experience with this, it's not something that I think would come naturally to me, I'm a confident person but a bit of an introvert, I don't like to speak unless I'm sure what I'm about to say isn't better left unsaid. Does anyone have any advice, resources, books etc. which would be useful? UK based, if that makes a difference. [link] [comments]  |
| favorite podcast related to sales? Posted: 03 Apr 2020 09:11 AM PDT i am still very much in the early stages of what i hope to be a career as a rep having only been working with it for a week now. i am enjoying it alot and naturally i want to get better at it so i was hoping to get some pointers towards good podcasts related to it so as to just have more info and knowledge to consume and learn from. i work with phones selling membership services and power if you were wondering. thank you for reading! [link] [comments]  |
| Posted: 02 Apr 2020 04:30 PM PDT I put this outreach guide together for a few friends working in sales at startups and figured I share it with the community. I spent the first six years of my career working at various SaaS-based Startups in NYC and SF before joining a F500. My roles ranged from SDR, AE, Enterprise Account Management, and Director of Sales. Feel free to shoot me a message with any questions or comments. Happy to connect as we all deal with the challenges of working remotely. OUTREACH PROCESS Sales might be an art, but when you break down the full cycle, it comes down to your numbers. I was fortunate to have an excellent management team in place when starting my SaaS sales career as an SDR (Sales Development Representative), to understand the importance of an analytical mindset. Each quarter, I worked backward from my quota and targets to understand what needed to be accomplished on a monthly, weekly, and daily basis. By doing so, I held myself accountable to exact metrics(120 daily calls, 2 booked meetings daily, 3 opportunities generated with a value of 60k ARR each week). If I accomplished those daily and weekly goals, I would hit my target of 120% at the end of the quarter. I still do this today, for each stage of the sales cycle. On a broader front, I analyze past quarter performance (calls, emails, meetings booked vs. meetings completed, opportunities, deals closed, etc.) and leverage the data to forecast the current quarter. OVERVIEW OF PROCESS: Outreach data (two months): Calls, Emails, Voicemails, Meetings, Opportunities, Closed Deals Calls:
Emails (campaigns & one-offs):
Meetings & Opps.:
The activity was generated during my first two months in a new role while selling a new platform. This was accomplished by applying proven methods that yielded success in the past and modifying my message/approach to fit the targeted audience. I was fortunate to manage a vast territory across multiple states(25+). When managing a large book of business, a methodological approach to hit all areas of the territory is needed. My outreach process was broken out on a 14-week basis, allowing me to cover all areas of the book. Each week I would target 2 states while still handling outreach to my top/focus accounts that fit the "ideal prospect profile." The first action in the weekly system is sending out 2 email campaigns (Sunday night & Tuesday night). Depending on the week, email campaigns consisted of "give emails" - providing value(white-paper, industry insight/company-specific tailored emails), and most importantly, an ask email. The ask email is a simple/direct message focusing on 3 key areas: • Asking for time up front: "Do you have 15-20 minutes next week to learn how your counterparts are leveraging the "Company Name" platform? • Short/Simple overview: 2 sentence summary of the platform, value-add/ROI, including a link to company site/product page (clicks recorded through ToutApp). • Restate Ask: "I would value the opportunity to introduce you to the platform and share how "Company X, Y, Z are leveraging "company name." Do you have a few minutes next week for a brief call?
A simple direct approach that yielded exponential results. I leveraged subject lines like "introduction: next week", "connecting: this week", "(department name) @ (company name), "introduction: in town next week". I learned from experience to be upfront and ask for what you want while tying in the value prop for the prospect. The emails were sent to two groups of around 75 prospects that I researched and generated from various sources (LinkedIn Sales Navigator, ZoomInfo, industry-specific organizations, etc.) Once the emails were sent, the list became my call report for the week. I prioritized my call reports by the level of activity on the email campaigns(Higher number of opens/clicks at the top.) Cold Calling might be dead for some because they are approaching one of the oldest prospecting methods in the wrong fashion. COLD-CALL STRUCTURE: WHO WE ARE, WHAT WE DO, HOW WE ARE DOING IT
The goal is to find out as much information as possible. What problems they are facing, their current process (what platforms/services they leverage), and what their overall role/function is within the team. (Are they a champion, influencer, decision-maker, etc.) Amount of questions asked depends on how engaged the prospect is and how much time they are willing to give you. Cheers, [link] [comments]  |
| Posted: 03 Apr 2020 02:02 PM PDT Industrial to Systems/SaaS? I graduated last May with a B.S in mechanical engineering and have been working as an Industrial Sales Engineer for the past 6 months at a small company. I make a little less than 60k which is pretty good for entry level i assume and I love the social and interpersonal relations that come with the job, I feel like it's perfect for the type of person I am. Everyone here has told me that I've learned the product incredibly fast, I've also replaced someone who retired and had been working here for 20+years . I've been able to fully take on their projects and more. I'm concerned that there isn't room for growth in this particular company and in the industrial field. If it's possible I'd like to slowly move towards a software/systems/SaaS Sales Engineer. I feel like I'd be mentally stimulated a lot more and be in a growing and exciting field and it wouldn't hurt to make more money in the future.I know I can get some certifications to help me do that. What are some things employers in these fields look at ? What are some specific certifications i could get that could help me do this ? How long should I stay at this company before considering moving anywhere else ? Any other advice or thoughts would be greatly appreciated Thank you for any and all help !! [link] [comments]  |
| What are creative ideas for Mailers to grab attention? Posted: 03 Apr 2020 10:05 AM PDT Question for you great mind of Sales; what is your recommendation on Mailers? My company sells to HR and Sustainability. Want to stay away for thick paper for Sustainability but still want to grab attention. What do you suggest? [link] [comments]  |
| SaaS Covid-19 objections update Posted: 03 Apr 2020 07:36 AM PDT Was looking to get an update on how others are navigating objections related to covid 19 as we settle into our new norm of business indefinitely. What are some objections you're getting? How are you managing them? [link] [comments]  |
| Advice on The Worst Industry to be In Right Now..? Posted: 02 Apr 2020 11:35 PM PDT Staffing + Recruiting. Any advice on the direction to go in? Which companies/industries are up to their necks in job reqs and can use outside help? Anybody with actual success right now? Appreciate the help, peeps. EDIT: Guess my wording was off. Meant please give me advice on staffing and recruiting, the industry I work in. [link] [comments]  |
| Spectrum inside sales rep position Posted: 03 Apr 2020 09:43 AM PDT Just wondering if anyone has or does work for spectrum in inside sales? How do you like it, what's it like? Seems like just a call center job which I know can be mind numbing and stressful, but the pay seems decent. Just want to get a feel for what I might be getting myself into and if it's worth leaving my current position. Thanks! [link] [comments]  |
| Anyone sell into Food & Beverage? Best practices? Posted: 03 Apr 2020 01:10 PM PDT I've found hyper-customized emails don't get me any real noticeable increase in response rate. Calling into directors @ big companies (i.e Ingredion) is not worth the squeeze (better off looking at mid co) Deal size = 40k, Cycle length = 1 mo Anyone else got any useful tidbits we can share? [link] [comments]  |
| Just started job in a completely new industry. Feeling very...overwhelmed, to say the least. Advice? Posted: 03 Apr 2020 12:24 PM PDT Background: Graduated college in May 2018, started job as a sales exec for a supply chain company in June 2018. In February 2020, I was unfortunately a part of a mass company lay off. I started a new position last week, Territory Manager for a B2B Separation/Filtration company. I got a considerable salary raise and the benefits are great. But, I (25F) am entering an industry that is predominately middle-aged and experienced males. There is one TM and a few Inside Sales people that are women, and I talked to them all before accepting; however, my issue is I am completely overwhelmed and feel like an imposter almost. I am having to learn the products in a completely new industry, that up until a few weeks ago, I quite honestly didn't know existed. Learning a completely new CRM and they use IBM Notes (I'm used to Outlook)....it's just a lot at once. They also hired another TM the same time, so we are doing virtual training together; however he has been in the industry for 12 years. I impressed them in my interview with my sales skills and talking/negotiation abilities, but now I'm here and I am so overwhelmed. I "completed training" and I feel like I need to go through it 5 more times before I talk to a customer. But I'm grateful to have a job, given everything that's going on, and thankful that it's secure since they are considered an essential supplier. Anyone ever been in a similar boat? Any advice? TLDR: I started a position in a completely new industry where my knowledge base is practically 0. On top of having to learn a completely new CRM and email system, I feel extremely overwhelmed. I almost feel like I did too well in the interview bc of my sales background but now I'm having almost imposter syndrome? [link] [comments]  |
| Is Payroll SaaS a lucrative career? Posted: 03 Apr 2020 07:48 AM PDT I know this is a terrible climate for sales. But during normal times; Can you earn over $200K typically? In terms on SaaS - what are the hot areas? Cheers [link] [comments]  |
| Posted: 03 Apr 2020 09:53 AM PDT Hi all, Got an interesting objection from a client today and I'm wondering how you'd handle it. We're competing with one other player on a solution in oil & gas. The client has stated that the other company seems to be more deeply aligned in this industry than us. We work with virtually all industries (with a significant practice in oil and gas) where the other company focuses on only oil & gas and manufacturing. Any thoughts on what you'd say here? [link] [comments]  |
| List of online liquor retailers in California Posted: 03 Apr 2020 09:35 AM PDT Does anyone know if a public list of retailers that sell liquor online in the state of California exists? I'm supposed to be calling on these accounts now as a sales rep during this whole pandemic. I've been poking around the ABC website and sent them an email but so far nothing. Thanks! [link] [comments]  |
| Hiring freelance lead generation rep? Never done this before Posted: 03 Apr 2020 05:42 AM PDT I work at two companies, and have to source my leads for both. It's a lot of tedious work and I'd like to multiply myself on that level so I can focus on the selling and managing part. Any tips for hiring a lead generation rep? Freelance on upwork is what I'm thinking. It seems like such a daunting task. The person beyond being reliable needs to be able to research companies, know what they produce specifically in our market (as they usually make a lot of things and it's not clear what fits into our market from their site sometimes), and be able to navigate Linkedin + plugins to get contact information. Lots of deducing information that I am afraid to hand off to someone else. We've used people to do basic stuff like grab all the companies from this list and find their websites, which is helpful, but I'm hoping to take it a step further. Any tips? Guides or literature I can sift through to do this right? [link] [comments]  |
| Posted: 03 Apr 2020 08:51 AM PDT To be honest I don't know much about medical devices or pharma sales, but recently was approached by a recruiter regarding a position at a company selling nutraceuticals. I currently work as an IT analyst in the same city. To be honest I'm still pretty surprised they're hiring at a time like this, but interested in enough to try something new. I have a little sales experience in the past as a product rep/vendor. Base salary isn't too bad compared to what I make now, but I guess I was wondering what I can expect from this and how hard it would be to actually make good money doing sales in this industry. The nutraceutical products are related to ophthalmology. [link] [comments]  |
| Posted: 03 Apr 2020 08:35 AM PDT Before COVID started in the US, I accepted a job to start on April 20th, this would require to give my 2 week on April 3, next Monday. Both jobs are remote obviously at this point. Both SaaS cloud companies FY Q1 ends on May 1. Problem is, I don't even have my comp plan for my current company and they have already paid us out on a draw. I also have a few deals that I know would die or push if I were not running them so I am contemplating delaying my 2 week notice and running those final deals and actually sign the comp plan while in training for my new company. Other than getting caught by the employer, are their any other things that I should think/ be concerned about? Adp overlap? Future job/employer background checks? Anyone ever pull this off? I know I am fortunate to have this problem so don't kill me. I know that a company would make a decision in their best interest so I am considering my best interest in this scenario. [link] [comments]  |
| Posted: 03 Apr 2020 05:53 AM PDT Just for clarification, I'm not really well versed in sales so I may be unfamiliar with a lot of things and sorry if I'm asking something stupid. I'm a very new data scientist intern and I need the industry information (and possibly more) of my company's corporate customers to build a recommendation system. I was using the Dun & Bradstreet API to get what I wanted, but it seems too expensive to sustain later so I've been investigating other means. Do you guys know APIs (preferably cheap) something to find the industry information (for eg NAICS or the UKSIC code) for the customers if I have the company name, company address, postal code if it is in the address, and possibly the country from the address. Keep in mind I don't know their email address or phone numbers. I did searching around the subreddit but found very varied opinions between such services like UpLead and Seamless and so on, but a lot of them seem to have customer's phone number and want their email address or vice-versa. I don't really want that information at all. Would any of you who have used such tools advise me on what would be the possible ways to find this? You don't need to know the cost, I will research that myself, but I would really appreciate some suggestions to know whether these APIs can cover most of customers. Thank you very much in advance! [link] [comments]  |
| Posted: 03 Apr 2020 05:35 AM PDT I am 26 years old and work as an educator in a school district. I am looking to pivot my career to saas sales as a bdr. Im in the process of redoing my resume to make me a more desirable candidate. My question is, is there anything I can do to help make myself a better candidate? Is there any online courses I could take that I could put on my resume to make me stand out since I am coming from a different industry? [link] [comments]  |
| Posted: 03 Apr 2020 05:24 AM PDT I work for a company that is running a skeleton crew to make face shields during the shutdown. Would anyone be willing to share a list of hospitals in Michigan so we can try to get these to the people who need them most? [link] [comments]  |
| Posted: 02 Apr 2020 08:14 PM PDT For those of you who are still doing face to face sales, really monitor yourself. I took all the precautions, washed my hands like crazy, wore PPE when necessary, and I got covid-19. I was monitoring myself very closely, taking my temp a couple times a day. I just felt tired when I first got a fever, nothing more than that. Because of my exposure to people I immediately called out and managed to get tested (this was at the beginning of the chaos when my county had a ton of tests and weren't too strict with who got one). It was positive and I felt mostly fine. Of course over the past few weeks I felt a lot worse than fine. But I'm young and otherwise healthy, so I was lucky and just suffered it out at home and I'm fully recovered now and I'm returning to work tomorrow to suffer out in the field with you all. But seriously guys. Self monitor and self advocate. If not for yourself, then for your clients and prospects. Sad thing is, I made more money on short term disability the last few weeks than I'm about to make back on commission lol. Stay strong out there! [link] [comments]  |
| What are some low margin high volume things you can sell over the phone B2B out of your bedroom? Posted: 03 Apr 2020 04:28 AM PDT Would love to hear your suggestions - I'm not bothered by the level of competition in the markets you suggest. Thanks 😊 [link] [comments]  |
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