Enterprise SDR's are sleeping on earnings calls Sales and Selling |
- Enterprise SDR's are sleeping on earnings calls
- "Discovery Questions" aren't a sales technique.
- Got a new job in Sales (looking for tips)
- Help with outbound sales automation?
- I don't know what questions to ask
- Agile Software Project SOW
- What industries/products sell for 5k$ average ticket price exclusively through remote inside sales?
- Where to go next? Last 2 years sold cars, telecom.
- How have you ‘asked for the job’?
- Need some advice, Im the company's top salesmen and Im not hitting quota during pandemic , my boss just threatened to fire me.
- How to say 'we dont have this feature'
- Extrovert in Houston looking for a change
- Implementing my first sales automation. Any success stories?
- Effective ways re-recorded messages to use to leave voicemails?
- Aramark to break into med device?
- What did you a salesperson learn from COVID-19?
- Door opening at C level through a members directory
- Pending Future of Door to Door
- How to go about hiring a sales manager
- Is anyone a pharmaceutical sales rep?
- I'm a senior about to graduate with a background in finance. I'm interested in going into tech sales. Can someone look at my resume that I've re-tailored for sales and give me any feedback?
| Enterprise SDR's are sleeping on earnings calls Posted: 06 May 2020 07:51 AM PDT Company Earnings Calls are filled with reliable insights but a lot of salespeople avoid them because they're long and they don't realize their usefulness because sales leaders aren't training them on how to use them. Here's an efficient way to get the most out of them... By understanding the structure of earnings calls you can breeze through them. First, find the transcript, don't listen to the call. Once you find it, it's important to understand the structure to quickly read through it. PART ONE - Investor relations boilerplate statement - Skip this PART TWO - CEO overview/quarterly update - Usually the most valuable section for salespeople, worth reading. If you want to go quickly, read the last paragraph first of this section as it often summarizes key points. Also look for sentences that start with numbers like "one, two, three" because they tend to lay out a strategy or initiative or some type of company focus. But reading the whole section is still worth your time. PART THREE - CFO update - Depending on what you sell, this may be very valuable or skippable. Gets into the weeds of the finances, if you help with improving margin or you want to know where they're investing or pulling money, this can be helpful. PART FOUR - Analyst questions - Easy to skim, look for keywords. They tend to ask about problems, initiatives, and financial updates. The information you find can be used for outreach - pull CEO quotes, discover opportunities, and if you're in a sales cycle with a publicly traded company you can stay up to date on the company. [link] [comments]  |
| "Discovery Questions" aren't a sales technique. Posted: 05 May 2020 02:32 PM PDT I've been in sales for about 5 years now, but in a formal closing role for roughly 1.5 years. And I'm really only starting to feel like I'm finally getting the hang of things (anyone else feel that way?). One of the things I feel I'm getting a better handle on is discovery questions, uncovering true pain points (getting to the "meat" of it), and the compelling event behind it all. The issue is I came from an entirely wrong headspace with "disco questions". This entire time I thought that this was a technique that was supposed to give me a "one up" on customers and potential new clients. Wrong. Disco questions aren't a technique. They're an opportunity to show your customer that you're truly and genuinely curious about them. And when they recognize that you're truly there for THEM and to help them... the door opens up. I found that by being genuinely curious and helpful, I also dropped the "competitive" or "combative" state of mind I was coming from. You aren't there to "one up" the customer... You're there to help. And the more you help, the more you actually sell. Which brings me to my next point: coming from a "combative" state of mind completely kills curiosity. You must be coming from the right intention and state of mind. I think sales is more of a "service" role than it is an actually persuasion role. And I'm only beginning to realize that now. Curious to hear what other top performers have to say about this. Thanks! [link] [comments]  |
| Got a new job in Sales (looking for tips) Posted: 06 May 2020 09:38 AM PDT Hi everybody, I Just got a new job. I will be starting next month. Basically I will be working for a consulting company, hiring engineers and then trying to find them missions within customers companies for few months or a couple of years. ( I don't know the English name for this job, sorry I am French (hence the poor English)). In the past I have worked another sales job, selling financial services for a year. But I was really bad at it, and it has got to a point where I was really depressed. (didn't help that I was going along with my boss). I wanted to give it another try, because I would like to be good at selling and there are a lot of aspects in sales I like ( going out of your comfort zone, killing shyness, developing soft skills etc..). I am reading Spin selling right now, because I ve been told it was a great book to learn sales. But if you guys have any tips, maybe someone who did something similar.... I would be more than happy if you could share your wisdom. Again sorry if there are any grammar mistakes. :D Tl Dr : got a new job in consulting company, not really good at sales, any tips? [link] [comments]  |
| Help with outbound sales automation? Posted: 06 May 2020 09:43 AM PDT Hey there. I'm building out a sales process at my startup. Been doing targeted emailing, linkedin outreach and cold calling a bit using HubSpot, Mailshake, LinkedHelper and Close.io. The problem for me currently is getting all these activities integrated into a single system. I'd integrate all the tools with HubSpot, but it charges per contact so gets too expensive if you have 10k+ people in the database. How do you solve this multitouch outreach automation issue? [link] [comments]  |
| I don't know what questions to ask Posted: 06 May 2020 10:13 AM PDT Hi there, I sell video courses on how to build a business with Airbnb(I am just a sales representative) and it's a pretty easy business to start, you can even start with 0 as a property manager so as long as you want to make a passive income and you want to put the work in, it's not rocket science almost anybody can buy this. So I feel like I have 2 problems: 1) I don't know what questions should I ask, and the ones that come into my mind are pretty dumb
2) Due to the fact, my list of questions suck and it's not that long, I can't build enough rapport during the interaction and there's no back and forth. Therefore my transition and pitch is uncertain because I can feel that the prospect is not so engaged in the conversation. I might have to work on something that I cant even see.. Let me know your thoughts.. [link] [comments]  |
| Posted: 06 May 2020 08:45 AM PDT Does anyone have an example of an Agile specific Software Project SOW that they use to sign a deal? We've moved away from Waterfall recently and I'm looking to see how others have been doing this. [link] [comments]  |
| What industries/products sell for 5k$ average ticket price exclusively through remote inside sales? Posted: 06 May 2020 11:56 AM PDT Hi guys The question in the title. Industry agnostic, just looking for information. What I'm calling Inside Sales is an entire sales process managed completely remotely, through email, calls, or video calls. There may be demos, but again they are managed over video calls, and contracts signed remotely too. Are there any industries/products selling for 5k$ entirely or predominantly through remote inside sales? [link] [comments]  |
| Where to go next? Last 2 years sold cars, telecom. Posted: 06 May 2020 11:37 AM PDT 2018-2019 I sold cars, then went to sell Telecom in commissioned retail. Its time for a change. With the way things are, Im not sure if I should stay in sales or do something else. Im in Texas market, any insight is greatly appreciated. My humble goal is to bring in consistently 4k a month. [link] [comments]  |
| How have you ‘asked for the job’? Posted: 06 May 2020 10:59 AM PDT There's been a few posts of people interviewing and in the comments someone always says 'ask for the job'. I am curious to hear stories on how people have asked for the job in their careers. [link] [comments]  |
| Posted: 05 May 2020 01:31 PM PDT Hello all, Im an Account Executive for a SaaS company, I've been there for 9 months. I've always hit quota or exceeded quota. March I put up 200% of quota, then Coronavirus comes. My pipeline was decimated with objections Im sure you are all familiar with. IE - " we are putting this on hold until after the virus , etc. " - I shifted to just reaching out to potential prospects, asking how they were doing with all this madness and trying to schedule future contact dates. No problem I thought , building my pipeline for april/may. My boss says to me, "the virus isnt an excuse" , to not sell or meet quota. I only got 2 deals in April. He is now threatening to fire me for performance. He has taken to calling me early in the mornings to literally yell at me and tell me what a horrible job Im doing, etc. Then after he screams all this at me, sends an official email saying, if i dont hit my quota this month, he's terminating my employment. On top of that, he told me he wont be giving me any more leads, he took me out of the lead disbursement queue. What would you all do in my position? Im a little shook. Historically and numbers wise, Im the companies best salesmen. What would you do? [link] [comments]  |
| How to say 'we dont have this feature' Posted: 06 May 2020 04:37 AM PDT Hello, I am a SE for a SaaS product. Occasionally I get questions during demos about features - features we cant do. I'm wondering what is a good way to say 'no we cant do this'. I'm pretty early in my career though so wanted to see how the seasoned sales reps and their SEs handle these questions. I'm debating between these three.
My gut says 2 or 3 - and honestly I bet all of them will work. Still having a framework of what to do on a demo / disco call will be great. Regards, Ron Swanson [link] [comments]  |
| Extrovert in Houston looking for a change Posted: 06 May 2020 10:13 AM PDT Not sure where to go, particularly in this climate, but I'm looking for a change. And might just hang my hat in sales. I come from an IT background. But after some time in IT, I got a job working at a mom-and-pop recruiting company here in Houston to integrate their new databases. I've been there for about three years and unfortunately, that never happened due to sticker shock, so they allowed me to source and recruit on the side. A lot of cold calling. I. LOVED. IT. Unfortunately, because the managing director is pretty set in his ways, I don't think they'll allow me to branch out (unless I were a family friend, then that would be another story). That and the fact that the pay I receive doesn't really reflect the work I'm doing, I think it is time for a change. Anyone have any suggestions? Anyone know anyone out there who is willing to take someone under their wing? [link] [comments]  |
| Implementing my first sales automation. Any success stories? Posted: 06 May 2020 09:11 AM PDT When I started 4 years ago, it was so hard to cold call. Now I love it... but it's also fairly inefficient to do calls and send an email after everytime even with templates. Lots of the same button clicking and filling in blanks. Evaluated Outreach, Milkshake, Woodpecker, and Prospect and eventually went with prospect. It's not perfect but I think it'll shave a lot of administrative work. Anybody had a good success story changing from just call/email in your strike zone to really digging down and making automation work? A/B testing sales campaigns, conversions, etc? Any tips you can share? [link] [comments]  |
| Effective ways re-recorded messages to use to leave voicemails? Posted: 06 May 2020 04:55 AM PDT I'm a life insurance/Medicare agent and am expected to call 100-150 calls per day. At LEAST 45% go to their voicemail which can mean they're busy or ignoring. I'd be using it as a general introduction for myself and the reason the call. The math is that I'd be leaving roughly 45-68 voicemails. I've seen some auto dialers w the option to precord it and to leave the voicemail each time that way. I tried recording it on the app on my phone and the voicemail didn't pick it up. Are there any suggestions? [link] [comments]  |
| Aramark to break into med device? Posted: 06 May 2020 12:51 AM PDT Hello everyone! So I have read all the "how to break in to med device" threads on here and they have been very helpful. I often see ADP, Paychex, Cintas listed as companies to go to for b2b experience before breaking into med device. Where does Aramark (uniform division) fall? Would they be a company the med device recruiters/companies would hold in high regard? I currently have a offer from them and just want to make sure I am making a good decision. Thank you! [link] [comments]  |
| What did you a salesperson learn from COVID-19? Posted: 05 May 2020 08:22 PM PDT Although the pandemic is not over, and as salespeople we're probably going to feel its effects for months/years. I think it's important to sit down and consider opportunities to grow when encountering hardship. I wanted to hear what others have to say. What lessons have you learned from the pandemic?How are you going to implement them into your future selling strategy? [link] [comments]  |
| Door opening at C level through a members directory Posted: 05 May 2020 11:13 PM PDT Hey all, long time lurker. Just moved into a new Sales role - previously I sold physical equipment, not in selling subscriptions to industry reports, data and consulting. My role is to grow business in my region (somewhere where there has been little effort before). I've noted that my company is part of an association which has a members directory - mostly all high level directors and C. I'm running a relevant webinar series next week with my experts which I am sure is 100% of interest to them given the topics. What is the best approach to try and catch their attention? Is it appropriate to he contacting C level with this? As per GDPR they arent part of a mailing list so I'm not sending them any links or marketing to them. I thought to send a personal email, wait and see if there is a reply, if there isnt, then pick up the phone and have a chat with them. Is that appropriate? [link] [comments]  |
| Pending Future of Door to Door Posted: 05 May 2020 05:06 PM PDT I'm in a company that books appointments for my door to door demos, these people say that it is okay but in return when I show up they tell me I am not allowed inside their home due to Covid. This is understandable. But my demos being inside air and water quality solutions require me to be literally inside the home. I'm wearing a mask, gloves, have sanitizer and everything but they're still shutting the door in my face. Any other door to door experiencing this, am I doing something wrong, should I go to a different career choice cause I don't think I can handle that stuff of a dead beat job again with no progression. I'm reading reports of covid being around for 2 years and what am I supposed to tell my employer? See you in 2 years? I mean I had a good opportunity making 3k a week before covid and I really can't see myself barely making $600 with overtime again. I really need to get in their door, any suggestions? [link] [comments]  |
| How to go about hiring a sales manager Posted: 05 May 2020 04:58 PM PDT Hello everyone and thank you for reading, We are a small team of software developers, and we are launching our multi-project management platform in 2 weeks. We have no idea on how to make sales, so we are thinking about hiring some help for this. Where and how could we find the right salesperson to help us with this? Are there any sites that specialize in such a thing. We are very lost on this and would really appreciate some help, thank you. [link] [comments]  |
| Is anyone a pharmaceutical sales rep? Posted: 05 May 2020 06:55 PM PDT Looking to make a career move to pharmaceutical sales. If I enjoy that career path, stay there, if not, get some good work experience and possibly move to medical device sales. Still trying to educate myself, I'm still in undergrad. Is there a certain specialty (endocrinology, dermatology etc.) that is the most lucrative/niche or just overall better market? Or are they all the same? [link] [comments]  |
| Posted: 05 May 2020 04:31 PM PDT |
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