Writing on the wall? Sales and Selling |
- Writing on the wall?
- I’m sending a pizza party to a big customer of mine who has been dodging me for 45 days.
- What are the best questions you ask on an intro/discovery call? What information are you looking to get from these questions?
- I'm the guy who didn't know what a sales coordinator position and the company came back and said they wanted to hire me for a senior role. Now what??
- Cost Benefit of Analysis of sales tools
- How is the SaaS we sell built? what is the learning path for it?
- What’s a good way to say, come back to me if the quoted price doesn’t work, I may be able to lower it further.
- Advice for new SDR
- Hesitating about launching ecommerce
- “Taking hints” when clients won’t say no
- intro talk tracks for Addon software?
- Great books about closing and setting clear next steps?
- SWOT Analysis
- How important is Financial Literacy in sales?
- Solar Sales Pitch
- How do I enter IT-Sales after a Mechanical Engineering Bachelor? (Germany / Europe)
- Recently I had an interview with a big SaaS company for an AE position and one of the questions was if I have read any sales book. I had a look but a lot of the books oversimplify sales. Any book you would recommend?
- Any tells/tips for when a customer is seriously considering switching to a competitor vs. just saying that for bargaining power?
- Struggling with Lead Generation and Work From Home Sales + Mental Health Issues
- Q: How to encourage my contact to include CMO who will love product in followup demo and not just immediate VP?
- Thinking about switching from Enterprise sales to management
| Posted: 03 Aug 2020 07:25 AM PDT Very recently we got a new sales director at my company. I have a feeling numbers like revenue and sales suddenly don't matter anymore. Why? In the last quarter, I was at 600% quota. Annual goals? Already at 120% and growing. This month? Already at over quota. Why is this relevant? Because I still get multiple emails per day saying more dials need to be made, that this is important and our call numbers are being reviewed. I'm not the only one getting this, with numbers like this. The problem? I still haven't been paid on some of these numbers and it's significant. I also don't have anything lined up. Why? Because up until this changing of the guard, I really liked this company. This was a company that during the pandemic, didn't layoff anyone. They understood numbers would be down and they tried to work with us. So when we had a resurge, we had no problems putting in the 14 hour days to get our numbers where they were. It seems like this new director only knows the stick. Meanwhile, it's 8/3 and people are now over annual quota. It should be raining fucking carrots right now. This whole house should be made out of fucking carrots. Who's hiring remote closers? lol. [link] [comments]  |
| I’m sending a pizza party to a big customer of mine who has been dodging me for 45 days. Posted: 02 Aug 2020 03:30 PM PDT The pizza company will attach a note for me and drop it off tomorrow. I'll update with the results. Edit: can't spell apparently Edit2: yolo Edit3: pizza should be there within the hour, currently 9:20pst Edit4: pizza has been delivered [link] [comments]  |
| Posted: 03 Aug 2020 10:03 AM PDT I read a tip about a good question to ask. "Why do you think [my company name] can solve this problem for you?"
I'd love to hear other ideas. [link] [comments]  |
| Posted: 03 Aug 2020 07:51 AM PDT Back in April when Covid was making life miserable for us sales reps I applied for a sales coordinator position at a company near where I live since I was genuinely fearful I was about to lose my job. I asked r/sales what a sales coordinator was and you all explained it was an entry-level position. Anyway, the CEO of the company called me personally back then to tell me I was overqualified for that role but they wanted to offer me a senior position in the company. But he said the uncertainty surrounding Covid would make that difficult to do quickly. We have since had five phone calls and I did a WebEx interview with the sales and marketing team I would be working with. The CEO called me again over the weekend to say the WebEx meeting went great and they absolutely want to hire me. The salary will be in the low six figures with no commission. He still hasn't figured out what my title will be or exactly what I will do. He said he is going to present me with a formal written offer next Monday with a planned start date of mid-September. I'm still employed in my current sales job and the commissions have started picking up again so I'm fine with waiting. The company offering me the job, btw, is world-class in the industry they serve. It sounds like my role would be kind of like manager of customer experience and I would be the "face" of the company to go out and shmooze large OEM customers, where I have good connections from previous jobs I have had. The CEO is asking me to provide in writing some ideas I have for how I can contribute. That's kind of hard since I don't even know what the title is. Something in sales & marketing making $100k+ is all I know. Any advice for things I could tell them? [link] [comments]  |
| Cost Benefit of Analysis of sales tools Posted: 03 Aug 2020 09:39 AM PDT I was doing a cost benefit analysis prospecting tools and I found this post from a few months back and I was wondering if anyone has already put something together that assessed features and cost. SalesQL and Hunter.io are looking like the best so far. I'm consulting for a small tech startup in Europe. I'm looking for a pretty wide variety of contacts, but email and phone numbers mainly. Any recommendations would be greatly appreciated. I'd be happy to share what I put together if I can't find anything. [link] [comments]  |
| How is the SaaS we sell built? what is the learning path for it? Posted: 03 Aug 2020 05:50 AM PDT I've been selling SaaS for various vendors since 2015. Hypothetically: Say I want to help restaurant marketers answer all customer reviews (fb, yelp google etc.) from one screen/dashboard. To build a SaaS that does this, what is the learning path for a complete novice, i know nothing about software development? [link] [comments]  |
| Posted: 03 Aug 2020 12:55 PM PDT Long time lurker here. As the title says, how do you tell a client here is the quote for you, if it doesn't work, come back to me and I may be able to lower it. I'm looking for a good way to do this without directly saying hey if this doesn't work I can give you a better price. Normally I say something like, how does this price compare to your budget for this initiative or something similar. I'm hoping to learn something and start a discussion to see how other people handle using this technique. Happy Monday! [link] [comments]  |
| Posted: 03 Aug 2020 12:41 PM PDT Hi there, I am in need of some advice and opinions on a new SDR role I have recently accepted with a small tech startup. The position pays 50K base salary with 25% commission earned on a 10-12 month sales cycle. I also have equity opportunity after meeting certain reasonable metric in my first year. I am new to sales but after researching, this seems like a pretty generous compensation package. Thoughts? The position appears to be a mixture of SDR/AE work. I am responsible for generating 50 calls a day and having at least 25 conversations daily- with the expectation of hitting 3 demos weekly. I feel this is reasonable compared to what other SDRs I know are required to do. I also have to maintain client relationships with those who have signed on until the deal implements (so that's where the AE side comes in, I think). I am really excited about starting my new career in the sales role. Eager to learn lots and much money :) I would love any advice I can get on being an new SDR and get feedback of what experienced AE's and SDRs think of this offer. Thanks! [link] [comments]  |
| Hesitating about launching ecommerce Posted: 03 Aug 2020 12:20 PM PDT My friend's mother has business as a retailer. She sells clothes, but due to pandemic, she has difficulty with selling products. Most of her products are becoming inventory. Me and my friend came with an idea of developing website on wordpress to help to sell. However, what I'm concerned about is that should website be developed or is it better to use Instagram or Telegram since it is a small business. In nutshell: Which one is preferable for small retail business to sell products online website or Instagram/Telegram? [link] [comments]  |
| “Taking hints” when clients won’t say no Posted: 03 Aug 2020 11:52 AM PDT Is it appropriate to attempt to "read between the lines" when a client will not say no to you? They keep pushing things off for the future and as someone who has procrastinated before I'm understanding of the sincerity, but I don't want to waste time. How do you guys handle when someone keeps giving "buy signs" but will not say yes or no. I'm persistent and dedicated to my role and do not want to act either unethically or presumptuously. [link] [comments]  |
| intro talk tracks for Addon software? Posted: 03 Aug 2020 10:41 AM PDT So I started a new role luckily in the beginning of May in an Account Manager position for a company that sells accounting software to Car Dealerships. My job is about half CSM and half Account Manager so i'm only dealing with customers who have our main software. All of the software i'm supposed to be selling is addons of course, but I'm having a hard time figuring out how to prospect and what specifically to say to customers to get them interested in our software. Also our different softwares deal with different parts of the dealership (IE one maybe f&i office another maybe parts department). Whats the best way to get a customer interested in Addon software after they've already been sold? Our Addon software isn't necessarily pricey either imo. [link] [comments]  |
| Great books about closing and setting clear next steps? Posted: 03 Aug 2020 10:08 AM PDT New to closing deals and I am struggling. Any advice would be helpful. [link] [comments]  |
| Posted: 03 Aug 2020 08:55 AM PDT Does anyone have any templates for a SWOT analysis of your given sales territory within a company? This is my first time doing this and I'm looking for efficient ways to go about it... [link] [comments]  |
| How important is Financial Literacy in sales? Posted: 03 Aug 2020 04:46 AM PDT Nearly every sales job req I've ever seen lists the need for a sales person to be able/comfortable/expert/etc in conducting "C-Level conversations". This is a broad requirement and I'm curious of this groups opinion on what this means when it comes to financial literacy. I don't delight in reading 10-K reports, nor do I find myself using terms like EBITDA and CAGR in my daily conversations. But if I'm regularly selling to the C Suite (CEO, CTO, COO and occasionally CFO) should I be investing more in my financial savvy? It may be worth noting that I sell IoT technology that tends to cut across business units and often entails multiple stakeholders and shifting of business models (CAPEX-->OPEX). How important is this skill across market segments and what would be considered baseline proficiency for each? - Startup/SMB - Mid-Market - Enterprise If you believe that it's a skill worth investing in, why do you feel that way and how has your investment paid off? What resources would you recommend? [link] [comments]  |
| Posted: 02 Aug 2020 09:09 PM PDT I recently got into solar sales and below is the pitch I use for homeowners for inside home sales. I would appreciate any feedback in general and when I got started I found it hard to find something like this. Hope this is somewhat informational or somewhat interesting to someone. Hey how's it going it's maroon with solar is now a good time for our appointment? The first thing we ask to is your bill. The reason we look at your bill is to see how many panels you qualify for. There's no advantage to using more panels than you use in the home. Questions- Has anyone moved in an out of the home in the last year? Is the roof new? Have you ever had a solar consultation before? Do you know anyone who has had panels? Just so you know our panels are black on black. They produce more than the old technology which is the blue and white panels. There's a $500 referral for anyone you know who wants solar. You get the $500 when their system gets installed. If it's an older home you will have an older electrical panel. It will have to be upgraded to get solar. You get taxed on your bill for the solar program so the program doesn't cost a thing to you because of the federal and state grants. The energy is generated at a nuclear coal plant and BGE charges you taxes and fees to deliver your energy. BGE goes up about 5% every year. The program is no money down. No money out of pocket. You get two bills. One is a solar bill and the other is from your utility. If you buy the system you get the tax credit if you get the PPA we keep the tax credit so it's free to you. Frankly people are doing the loan because we used to sell systems at 5.99% but now we are selling them at 1.99% You buy solar power in a PPA not the panels. In a PPA it's a 25 year agreement at 2.99% and the panels last 35-40 years. We won't go past 35 years of maintenance.There's very little maintenance in the first 10-15 years. There is two things to see if you qualify. The first is you have a credit score of at least 650. It's a hard pull. There's also a validation phone call and you have 7 days to cancel. To see if you qualify we also have to have an account number and routing number to a checking account because your solar payment is an auto payment. If you do qualify we do a site survey. We check the electric panel and the roof. [link] [comments]  |
| How do I enter IT-Sales after a Mechanical Engineering Bachelor? (Germany / Europe) Posted: 02 Aug 2020 02:27 PM PDT So I will probably finish my Bachelor's degree in Mechanical Engineering in October and want to get into IT-Sales. I enjoy sales way more than just a strictly technical field and know I can use my technical background to my advantage in sales. Also, a year and a half ago I noticed, that I am way more interested in programming and IT than mech. engineering. This is why I did a research internship in Japan and finished a huge project this year, both in the field of AI software development. I am hungry for a quota-driven environment, based on self-development and grinding, which I noticed when I was working as a Fundraiser for NGOs for 2 years. Connecting with people didn't feel like work for me and I enjoyed bettering myself in convincing random people to donate for a cause out of the blue. So I made myself LinkedIn and apply for like 10 jobs weekly and have an interview or two each week as well, mostly from companies that are more of a plan B for me. I am not bound to Germany and don't have a problem moving, which companies and roles would you advise me to keep my eye on? Do you have any other advice for applying for jobs? Sometimes, I reach out to AEs and Hiring Managers when there is a suitable position in their company, but sadly the response rate isn't really good. I see a lot of similar treads in this sub, but sales in America seem to be quite different compared to Europe. [link] [comments]  |
| Posted: 02 Aug 2020 05:09 PM PDT |
| Posted: 02 Aug 2020 04:41 PM PDT First time poster here, go easy on me if somehow a misinformed question. But I've been in software sales for about 18mo now and am starting to hear a lot of my renewals mention switching. It's not that they don't like my software but my company has kind of jacked up the pricing recently and I believe this is a reaction to that as negotiating. Are there any thoughts out there on how to tell if someone is serious about ditching you and/or how to respond to these kinds of threats (I don't love the idea of calling their bluff like my manager is telling me). TIA for your thoughts friends! [link] [comments]  |
| Struggling with Lead Generation and Work From Home Sales + Mental Health Issues Posted: 02 Aug 2020 05:23 PM PDT Hope anyone can help since I've been struggling with B2B sales. For the past few months, I've been struggling to get quality sales and lately our marketing team has been struggling to give us quality leads as well (sometimes we just end up with company names and that's it). I've tried LinkedIn and is currently using the free Sales Navigator to get leads, however, I haven't been getting a lot of responses lately. I've also looked into RocketReach, however, their "trial" stage doesn't really convince me all that much to purchase their services. I'm at my wits end to get leads with contact details and I'm having anxiety a lot lately, so it really doesn't help much in the grand scheme of themes. I really need help in not only lead generation but also on the following as well: - work-from-home sales routine/workflow - dealing with anxiety due to not getting results - (optional) spiels for introductions and meeting closing Hope this list reaches out to someone. I'd appreciate the replies. [link] [comments]  |
| Posted: 02 Aug 2020 05:14 PM PDT Hey all, sell a SAAS program and the CMO (Person A) at a certain company has been publicly saying that she wants to solve the problem that our software does (like appearing in magazines, industry webinars, etc). I have known someone two levels down the org chart (Person C) at the company for years, he is already very interested based on my description and we have a call scheduled this week. Question is: I know we will need CMO buy-in and I've heard through the grapevine that CMO's second in command (Person B) is very hard to work with, always says No, etc. During the call with Person C, how can I encourage my contact to include the CMO in the process before Person B ruins it? Like suggest that the CMO be on our follow-up demo call? Or send her a description right off the bat? I know my contact is going to say "oh Person B works on this, why don't you and I do a demo with her." Wondering how honest I can be: "well, when I've done this in the past, we always need CMO buy-in, so let's include them now." Wondering how to approach this. Thanks! [link] [comments]  |
| Thinking about switching from Enterprise sales to management Posted: 02 Aug 2020 03:47 PM PDT Currently at a SaaS company with 2k employees. Been in sales for 6+ years, the last 2 years or so selling Enterprise, making good money. Always at or near the top of the ladder, haven't missed a quarter in years. COVID-19 has me feeling a bit burnt about being in ENT SaaS longterm. Not feeling as much joy working with customers. I'm getting more joy out of coaching newer reps through all the crazy stuff going on and working on stuff more internally. The building pressure of keeping the streak of not missing alive alive is getting old. Anyone else feeling similarly? Any tips for getting into management? I was asked to interview for a manager role internally a few months ago, regretting it now. Might be a few more positions popping up in the coming months. [link] [comments]  |
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