Why some people succeed in Sales while others fail? Sales and Selling |
- Why some people succeed in Sales while others fail?
- PSA: Don't Lie
- Anybody experiencing lower open rates?
- Did I just get scammed by a doctors office?
- Should a company pay out commissions after you have given your two-week notice?
- Will you pre-empt what your competition is going to tell prospects?
- Big win of $500,000 but feeling apathetic.
- Examples of mid market or lower market segments earning more revenue than top end product / service?
- Does everyone get's f***ed when starting in sales?
- Post from new hires about how/what they did to get their new job on Linkedin?
- Contacted by recruiter for inside sales, but I want to break into medical sales eventually. Thoughts?
- LinkedIn posts from managers congratulating new hires on getting the job?
- Salesloft vs. Outreach vs. Groove
- Best sales podcasts to listen to?
- What type of sales jobs should I apply for?
- Unethical sales process
- Has anyone switched from SAAS to Medical Device/Pharma?
- State Farm
- Take a senior role so early?
- I recently joined a company as a Sales Engineer and I am a fresher in the field of sales. Is there any advice that I could get for starting out?
- What are your 5-10 year career goals and what's your execution plan?
- Looking for the next Sales job
- Here’s a prospecting pitch I use that creates super sticky appointments
- How Did You Reach Elite Status?
| Why some people succeed in Sales while others fail? Posted: 20 Aug 2020 11:58 PM PDT Sales is easy, but is not simple. But people make it harder for themselves. I'm working everyday with 700 sales reps in SaaS all around the globe and talking with them I found what make difference between the A-players and C-players. It's all about: 1.) Mindset - people focus too much on the techniques, how to make better cold call, pitch but it doesn't matter if you have fu*cked up mindset. B & C players have limiting beliefs about themselves, money, customers and how the world works. First step to be successful in sales to respect yourself, be equal in conversations and not being customer's bitch. When you talk with A players, they are folks are so open to learning and receiving feedback. B&C players have high level of ego barrier and take feedback as attack. 2.) Skillset - C player pitch products, B players present solutions, A players guides the customer and create projects. B&C players are looking to improve their presentation, A player concentrate on skills like empathy, curiosity, leadership, being strategic consultant, deliberate learning, business acumen, optimism, hope. C players are whiners and B players are stuck in their world. 3.) Toolset - C players make everything random and they always get random results and never achieve quota. B players follow sales process, but react to customers. A players lead the customers with workshops, setting up the projects and creating sales opportunities for themselves. I didn't go into detail, but if you are interesting is particular topic feel free to comment :) [link] [comments]  |
| Posted: 21 Aug 2020 06:40 AM PDT This should be self evident, but I've been getting hit up a LOT lately by people just making patently false claims that immediately turn me off as a potential customer. I got a cold call from someone at a mortgage company yesterday (for the third time) who said something along the lines of "I know we've spoken before, but I wanted to let you know.." I immediately stopped him and said "when have we spoken before?" He then tried to walk it back like "oh I thought we had, maybe not" and even went so far as to say he was using it as a figure of speech. Recruiters are notoriously bad with this. I'm sure many of you have had this happen - they'll send you a message on LinkedIn or via email saying "so and so has identified YOU SPECIFICALLY as a perfect fit for this position.." so you take the call. Then the second you're on, they ask you to basically start pitching yourself and it becomes 100% clear that email/message was sent to hundreds of candidates to get a bite and they don't know shit about you or your background. Dishonesty to try to increase your odds is a cheap sales tactic that immediately shuts most people with a brain off from ever wanting to do business with you. It's not slick, and most people can see right through it. Not only are you damaging your own personal reputation, you're damaging your company's reputation and you're contributing to the bad name that "salespeople" have with buyers in the first place. [link] [comments]  |
| Anybody experiencing lower open rates? Posted: 21 Aug 2020 11:40 AM PDT Quick question: Has anybody experienced lower open rates for their sales campaigns over that past year? Curious about this and if you have any suggestions on how to keep open rates high (above 70%)? [link] [comments]  |
| Did I just get scammed by a doctors office? Posted: 21 Aug 2020 06:43 AM PDT I provided lunch for a doctors office last week and we had set up a virtual lunch appointment. No one ever showed up. Not a nurse, not a doctor, not a front desk receptionist, etc. I tried to call and they wouldn't answer. I have even sent emails and texted who I was in contact with. No reply. It's been a week and I've sent multiple emails and texts asking to reschedule with no reply. I assume I got scammed. Lol [link] [comments]  |
| Should a company pay out commissions after you have given your two-week notice? Posted: 21 Aug 2020 07:46 AM PDT I gave my two-week notice and offered to stay on in an ad hoc role for as long as my current company needed to ease the transition to a new sales rep. I had a deal close this week and another closing next week. After next week I will no longer be a full-time employee. My current company said they would think about whether they want me to continue in a consulting role with no pay but the opportunity to make commissions. We have one other sales rep who does this, an older retired guy who doesn't really need the money and just does it part-time for fun. I just heard from one of my clients that the owner of the company informed him I will no longer be working there and he would be taking over responsibility for that account. So I'm guessing they are not going to keep me on in an ad hoc way, which is fine, but I still expect to be paid out on my last two commissions (and it's actually four commissions with a couple referral fees I am due but I don't really care about those). Is it customary for a company not to pay out on commissions after you give notice, or do they still pay out on deals that close while you are there? If they opt not to pay me it's going to get awkward. My company does not know this but the company I am going to just signed a major contract with my current employer's distributor so I am still going to be very involved with the current distributor just in a different role. I hope they pay me on these last two deals or they are going to be burning a bridge they shouldn't burn. [link] [comments]  |
| Will you pre-empt what your competition is going to tell prospects? Posted: 21 Aug 2020 09:07 AM PDT Whether we like it or not, customers shop around and are likely to speak to your competitors. But, in your spiel to prospects, will you pre-empt what your competitors will tell them. So, to pick an easily accessible example, let's say you sell security systems like CCTV and alarms. You know that one of your competitors is now touting that their systems are now "AI-assisted" which means less false alerts and less call-outs. They have turned it into a "killer feature". But, will you steal their thunder and address this feature in your sales spiel? [link] [comments]  |
| Big win of $500,000 but feeling apathetic. Posted: 21 Aug 2020 08:18 AM PDT So after working on a large displacement for a few weeks, I received confirmation that we have been awarded the business. I sell industrial products so the total annual spend is just under $500,000 for this project (over 700,000 parts annually). My total account package is approx $4,000,000 which is about 25% of my company's sales in Canada. My VP and employees are very excited about this new business but I honestly feel nothing about this win. Based on the current comp structure and because of COVID, I will be lucky to see an increase of $2,500 in commission a year for this win. Just want input to see if I am being unreasonable on this win and to get your opinions on what your reaction would be. [link] [comments]  |
| Examples of mid market or lower market segments earning more revenue than top end product / service? Posted: 21 Aug 2020 11:55 AM PDT Can anyone share examples of mid or lower costing product or service generating more revenue than and top tier product in the same industry? [link] [comments]  |
| Does everyone get's f***ed when starting in sales? Posted: 21 Aug 2020 05:18 AM PDT Just started as a BDR in February at a big corporation in Europe, working my ass off, but did not make any sale. I got some inquiries, but they all ghosted me for the most. I don't know 100% for sure, but i think i am let out of the sale, i keep hearing a lot of things from the coworkers around me talking about the EXACT same products that i have received inquiries for. Until now they did not even tell me any commision plan, i just have my base and that's it. My "probation & training" period finishes at the end of September, then idk if they will keep me or not. I have this empty feeling in my stomach and i am so confused. [link] [comments]  |
| Post from new hires about how/what they did to get their new job on Linkedin? Posted: 21 Aug 2020 10:48 AM PDT If you saw that as their now ex-manager, would you still give them a reference? [link] [comments]  |
| Posted: 21 Aug 2020 10:46 AM PDT I graduated with a BA in Molecular, Cellular, and Developmental Biology in May, and I have been researching how to break into the medical sales industry. I was contacted by a recruiter on LinkedIn to do inside sales for an anonymous growing biotech company, and they are advertising it as a great way to eventually break into medical sales. Are recruiters with offers like this usually legit? Would starting my career in inside sales be a bad look for my resume? Should I stick with starting out with the big names like ADP and Xerox etc.? [link] [comments]  |
| LinkedIn posts from managers congratulating new hires on getting the job? Posted: 21 Aug 2020 10:42 AM PDT I've noticed this a lot lately.. they also go on about how they went above and beyond and did xyz to get the job. Seems a bit awkward especially if the new hire hasn't even given their notice yet, and they are pretty much compelled to respond and send their appreciation.. [link] [comments]  |
| Salesloft vs. Outreach vs. Groove Posted: 21 Aug 2020 09:59 AM PDT I'm looking to invest in either Salesloft, Outreach, or Groove and I'm hearing a variety of reviews. What has everyone here heard/experienced? Are there any other tools I should consider? Here's what I've heard (not yet experienced)... OUTREACH Pros - Robust tool, great for email and phone Cons - Poor support, servers often down, "clunky" SALESLOFT Pros - Easy adaption and implementation, reliable, friendly/attentive support CONS - Not as robust as Outreach GROOVE **I have not heard any input RE: Groove Thanks in advance! [link] [comments]  |
| Best sales podcasts to listen to? Posted: 21 Aug 2020 08:46 AM PDT |
| What type of sales jobs should I apply for? Posted: 21 Aug 2020 08:43 AM PDT I've worked in car sales, vacuum sales, CBD sales. I've become better at communicating and selling along the way. I'm I'm ready for my next step and just don't know where to go. I'm thinking financial sales but I have no degree. My current job is great, I'd just like the opportunity to make more. [link] [comments]  |
| Posted: 21 Aug 2020 07:31 AM PDT I recently started a job with a sales process that I find bullying, harassing, and unethical and don't know how to approach this. I sold one type of B2B healthcare product and recently switched to a B2C healthcare product and I find the sales process to be horrible. 1. A lead stays open for 6 months with weekly calls. 2. If you haven't heard from the lead you find the address on white pages and show up at their home. 3. You find out everything about them I sell to geriatric people so sons, daughters, loved ones, and you try to contact them. I don't think this is too bad if you're selling lawn care, solar panels, or anything of that nature but this is healthcare. This is a very intimate service and the families trust us with the care of their loved ones. I know that most people are going to say then leave but the issue is I have only been here 3 weeks and it took me 6 months to break into this industry because you need experience. Also leaving in 3 weeks looks terrible on a resume and COVID has drastically ruined the job market for the service I am selling. Any advice would be great! [link] [comments]  |
| Has anyone switched from SAAS to Medical Device/Pharma? Posted: 21 Aug 2020 07:17 AM PDT Recently offered a role for a SAAS AE at a startup, pay increase is great vs my current role (15% increase in base pay) and my current role was an outside role but is now permanently virtual. I want to eventually get into Medical or Outside sales again but not sure if by accepting this offer I may be hurting my Chances. Any advice? [link] [comments]  |
| Posted: 21 Aug 2020 07:02 AM PDT Anybody out there looked into being an agent at State Farm recently? I know 10-15 years ago it was a sweet deal. Heard it's a little different now? [link] [comments]  |
| Posted: 21 Aug 2020 07:00 AM PDT Hi all I have the opportunity to become the first salesperson for a start up who have decent funding and a good amount of clients already. it's B2B SAAS. They have a sales advisor in place who would help direct me two days in a row. I've only got 2.5yrs B2B sales experience. I have been offered the role after applying to it out of a whim, i sold myself pretty good. The pay is also an incresse of 100%. I'm worried im not qualified enough... do i just take the jump and learn as i go? They don't have a marketing team, so i would be creating many of the processes and eventually build a team. [link] [comments]  |
| Posted: 21 Aug 2020 06:53 AM PDT As mentioned above I joined a company that sells industrial inkjet printers about a month ago. Currently they're giving me product training and hasn't started any kind of training in terms of sales. What are the basics that I need to know as a beginner? [link] [comments]  |
| What are your 5-10 year career goals and what's your execution plan? Posted: 21 Aug 2020 06:46 AM PDT |
| Looking for the next Sales job Posted: 21 Aug 2020 12:33 AM PDT I worked at a SaaS for 5 years until I got laid off (Covid-19 related) in April. I decided to take some time off since we had a baby and I wanted to spend some quality time with her. Officially started looking and surprisingly there's a ton of openings. I started as an ADR/SDR and worked my way up to Sr. Account Executive. Made presidents club every year and was consistently a top performer. I did myself a disservice by staying in SMB/Mid-Market and not trying enterprise. Was making good $$ and had a really nice base. Trying to find the next small or start up company that has good culture and is growing. Love it somewhere where they value learning. I love on the West coast but don't mind working remote. Any advice what companies I should be looking at. I'm driven and ready to get going again. Any advice is appreciated. ✌️ [link] [comments]  |
| Here’s a prospecting pitch I use that creates super sticky appointments Posted: 20 Aug 2020 05:09 PM PDT To have a good engagement rate with customers, you need 3 things in every prospecting pitch. Be enthusiastic. Be quick and to the point. Get the meeting and get out like Rambo. When you're prospecting, you need to be efficient with your time. That means filtering through a ton of bad prospects who aren't serious buyers. You'll cause yourself a ton of grief if you aren't qualifying correctly. It literally goes like this: Hey John, this is "YOUR NAME" with "ACME INC", calling from "YOUR LOCATION", how are you today? We're not asking them how they're doing because we give a shit, we're asking how they're doing to match their tone. Always match the customers energy. So the reason for the call is I work with a company that "EXPLAIN WHAT YOU DO" and what we do is "GIVE HYPE BENEFIT" and "GIVE HYPE BENEFIT", fun things like that. And what I wanted to do, is set up a brief webinar with you either later this week or next, not right now because I'm calling you out of the blue, to find out if what we have would help your bottom line. Is that a conversation you're willing to have? You'll then get an objection in which you can reply: "I hear what you're saying but let me ask you a quick question, if I was able to come in and .... brief value prop that is literally designed to be a hook, would you be willing to have a conversation then? If they say no from the value prop you just pitched, thank them and moved on because they weren't going to be a good appointment anyway. I work with multi million dollar businesses and talk to It directors and C-Suite, so my connect rate is low. But Out of 120 dials, I'll have the opportunity to give this pitch 7 times on average. Usually 1 out of 7 people will inevitably have the appointment with me and virtually all of them accept my meeting invitation. Every appointment I set this way has a literal 80% rate of showing because it was designed to filter through bad prospects. Remember, you can set 1000 appointments but if 95% of them are garbage, you're just wasting your time. There isn't a magic formula or string of words that will make you a millionaire, but there is a general guideline that will help. Edit: I want to clarify something because half of you are missing the point. I sell a VoIP phone system. The industry has long contract cycles, is an extremely large pain the ass to implement because it's literally disrupting someone's line of communication, has a really bad reputation, and is super saturated. There ain't nobody making any decisions unless there is an active and ongoing PAIN they are feeling. It's ALL about timing in this industry. My pitch WORKS because I'm specifically targeting prospects with ACTIVE pain, because these motherfuckers are signing 5 year contracts and ain't signing up with your service when literally every single other competitor does the exact same fucking thing you do and they're all pitching the same bullshit ass pitch you all try slamming down prospects throats. These people shut your shit down because bogus ass pitches need to be tight and to the point, not try to solve pain points in the first conversation on a phone call, it doesn't work that way in my world. Call my pitch shit, it works at a high level and lands sticky fucking appointments. I don't sell a sexy product. Nobody likes talking about VoIP. Nobody gives a fuck about VoIP. They gotta be in PAIN to switch. Not everything is about trying to be clever and string together clever wordplay. Beyond that my pitch has been molded to play to my STYLE. It WORKS because I MADE IT. I designed this pitch around my personality and my tonality is what sells it. Get off my nuts about how shit you feel it is. [link] [comments]  |
| How Did You Reach Elite Status? Posted: 20 Aug 2020 10:04 PM PDT My question is to those of you that are considered top performers. I'm looking to make a move from my current career into a sales role. But I'm really interested in knowing what you look back on as propelling you to great success. Is there a philosophy or thought that you lean on, a book that shaped your approach, an experience that woke you up to the best way forward, a mentor that really instilled a key practice or learning, a podcast that really inspired you, etc? I know two high level sales performers. One of them has a unique magnetism that makes everyone feel like he is their best friend. He's always been that way, a master at making people feel special and want to give him the world. He was the top performer in a major janitorial company last year, won a huge bonus and a trip (that got canceled due to COVID). But, aside from his natural gift, and incorporating that into a consistent sales process, he doesn't really have something to point to that really drove him to his success other than learning by experience. The other person is a friend of mine. He worked in tech support for the company he now sells for. He was actually laid off, and then transitioned into sales. It was very challenging at first. He is a typical techy introvert that doesn't win people through his charm. He told me he was really impacted by How I Raised Myself from Failure to Success by Frank Bettger. But, really, he goes out of his way for his customers in regards to service. He does stuff that is WAY outside of the sphere of his sales, all to help his customers. And he has build most of his business through referrals. Since his first year, he has built his business significantly. My perception is that he creates a ton of added value, and so he gets tons of sincere recommendations that leads to business. He just paid off a half million dollar house in two years. Obviously, there is no silver bullet to getting good. A willingness to learn and the lessons of experience are a big part of success in any endeavor. But, I also think there is a ton of value in looking to those that blaze the trails before us. Currently, I'm devouring podcasts, online lessons, and books from fantastic sales thought leaders like Jeb Blount, Gap selling by Keenan, The Introvert's Edge by Matthew Pollard, and many more. But I'd love to know what you look back on as a shaping factor in your success. Thanks for your insights! [link] [comments]  |
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