How to approach "is that the best you can do?" Sales and Selling |
- How to approach "is that the best you can do?"
- commission structures for startup SaaS sales
- I've noticed switching from formal follow-ups to more casual follow-up emails, seem to work a lot better. Does anyone have any good examples of this? I own a cleaning company.
- Transition to Customer Success or stay in sales?
- Moving from SaaS to Data as a service?
- Out of the box prospecting
- How early is too early to jump ship
- New to pharmaceutical sales, got a few general sales questions I was hoping you all could help with.
- I miss outside sales/being out in the field more
- Anyone with experience in real estate wholesale?
- Best tool for CRM + Mailing campaigns
- Re-evaluating demo process and Generating Slide deck
- Anyone here sell into the food and beverage industry?
- Lead generation using machine learning - would you find this useful?
- Account Manager - Telecommunications Company
- Asking Budget Questions in a Respectful Way
- Does this job exist?
- CEO won't let me disclose certain metrics to potential clients...
- Looking to start my own freight brokerage - Any and all tips are welcome
- What do you do when a potential customer says they don't have budget?
- I had a job interview and CEO wants portfolio
- Which sales leaders should I listen to? Which ones should I ignore?
- How to you go from a SaaS AE to a role in Sales Ops?
| How to approach "is that the best you can do?" Posted: 01 Sep 2020 04:17 AM PDT I work in retentions so naturally a lot of my conversations revolve around price (particularly as we're expensive), and I essentially lose money if someone decides to disconnect their line. A lot of the time, I'll be asked "is that the best you can do", so obviously I say with conviction, yes that's absolutely the best we can do right now (because it usually is). However I'm now taking upgrades calls where a lot more people are happy to pay our inflated prices, so if I'm speaking to one of these customers I'll offer something at our full rate, and I'll get the same question. I usually say the same thing like "yes that's the best we can offer right now", however this time I obviously do have quite a lot more I can actually do, and a lot of these customers end up saying something like "okay I just need to think about it", or they'll say "okay then I want to disconnect". How do I then come back from this with a discounted price? [link] [comments]  |
| commission structures for startup SaaS sales Posted: 01 Sep 2020 10:43 AM PDT We've started a small SaaS company in the medical field and are at the point where our online products are ready to go to market. I've started looking into how to engage sales and have a couple interested parties willing to work off straight commission as we get started. This is for an enterprise product that renews yearly with average sales price expected to be around $25k ish. All our prospects are preloaded into salesforce and we created a sales funnel of sorts to follow (we are techies so we've done this but have no clue on how to actually sell). My question is - What is reasonable %$ for this type of salesperson? Are there structures like accelerators or incentives that we should include that might be expected? Am I expected to pay them before or after we receive $ from the customer? Are there any companies out there that we could engage instead that do this sort of thing? [link] [comments]  |
| Posted: 01 Sep 2020 07:29 AM PDT |
| Transition to Customer Success or stay in sales? Posted: 31 Aug 2020 07:11 PM PDT Hey all, Time to lean on you all for some advice. TLDR at bottom. Been a SaaS AE for about 3 years. Two years with a $7 bil company that was a well oiled machine, industry leader, fun to work at, BUT paid like crap. Current role I've been at a year is with a smaller 100 person startup-y company that I thought was going to be the next best thing (or so they sold me :)) Long story short - leadership turnover, poor re-positioning with a rebrand, etc. has left our company in a bit of a scramble mode. We are not charging too much for our product, we aren't in the competitive space in which we thrive, and our CEO has become EXTREMELY micromanage-y trying to push sales. We have a new process of "rule" every week that contradicts the last. I've got to the point where I'm mentally exhausted just keeping up with things internally on top of the normal sales grind, and it's starting to ruin my mental state outside of work. Starting to wonder if it's sales in general or just the terrible company I work for. Quick side notes: OTE is 140k, most reps make about 115k. Looking for a new gig and I'm considering a potential switch to CS to see if it's gives me a better quality of life. CSM spots around me can pay anywhere from 80k to 120k. Curious to hear any feedback from people who have worked in a CSM role what their experience is like? TLDR: Current AE spot is beyond stressful, considering going to a CSM role. [link] [comments]  |
| Moving from SaaS to Data as a service? Posted: 01 Sep 2020 12:27 PM PDT Does anyone have any experience moving back and forth from these industries? I have worked in SaaS my whole career and im just wondering if DaaS is similar/transferable experience if I'm looking to move back into SaaS. The company I'm currently looking to move to provides a software portal to track data on insurance companies. I would essentially be selling the software portal + the data that it can provide to other companies (The main product is the data we can provide). What are your thoughts? Is this considered SaaS? [link] [comments]  |
| Posted: 01 Sep 2020 08:38 AM PDT I use salesnav and zoominfo for all my prospecting, but sometimes can't find the right person, even for large corporations. What do you normally do in this case? Simple google search? Company website? Thanks! [link] [comments]  |
| How early is too early to jump ship Posted: 01 Sep 2020 12:04 PM PDT Started an sdr position at a startup 2 weeks ago and I sell solely to local brick and mortar stores. It's a good experience but it's just spray and pray 150+ dials a day with little to no research or thought into the call. I want a roll selling a little higher end software because I feel like it'll be more professional and more based on quality over quantity. When should I start looking? [link] [comments]  |
| New to pharmaceutical sales, got a few general sales questions I was hoping you all could help with. Posted: 01 Sep 2020 11:47 AM PDT Hey all, as I mentioned I am new to pharmaceutical sales and have some questions I was hoping you all could answer. To give you a bit of background, I am in pharmaceutical sales, and just started 4 months ago. It's been extremely difficult and tough for me during this pandemic, which leads me to think sales is extremely harsh, but it may just be the pandemic aftermath? Anyway, I haven't had ANY sales training, and my boss does a very poor job of helping me out. Here are my questions: 1.) Is it normal for prospects/practice managers who are in contact with you, to just ghost you and never reply? For instance, I'll be chatting by email with a practice manager about setting up a meeting and then they'll stop responding for a week or more until finally responding as if nothing happened. 2.) Is it normal to leave numerous voicemails and to have no one respond or reply? I have left 5+ emails for some practice managers in a span of a couple months and still haven't gotten a call back or even an email reply. Is this normal? I know they're getting these voicemails and emails. 3.)How long does it take to build relationships? I'm having trouble getting any business and building relationships. I have gotten business from the largest consumer in the country after a few meetings, but there's other clinics I've met with 2-3 times that haven't sent me any business. Is this normal? They remember meeting with me too because they mention it multiple times. 4.) Are there free training or anyone willing to be a mentor or help answer some questions? I'm trying to learn and trying my best and hardest to be successful at this but my boss isn't helpful. He takes forever to respond to my texts, has never met me in person, constantly says he's coming to visit, and never does. Is there anyone on reddit willing to answer my questions and be a mentor possibly? Thank you 5.) What are some secret tips or strategies that you wish your younger self new starting sales? 6.) What would be some advice for your younger self? I think I may be putting my soul into this for no reason. My gf gets upset and thinks I stress too much and work too much for a boss who isn't helpful and very unreliable. I know if I'm able to get some business though it could be very rewarding and I'm capable of doing it, getting business from largest consumer is proof I can. I am going from 6am-7pm a day, mostly only eating dinner, not working out, and just being exhausted but I'm not getting much business and it's been really stressful. I'm only 23 and I noticed some white hairs in my head and am wondering if that's from the job. lol [link] [comments]  |
| I miss outside sales/being out in the field more Posted: 01 Sep 2020 11:45 AM PDT |
| Anyone with experience in real estate wholesale? Posted: 01 Sep 2020 11:40 AM PDT I just took a real estate acquisitions job with a wholesaler, and I really don't know a lot about the industry. I basically just took the job because it was the first hardcore sales job that I could work from home and because I had a bit of passing experience in real estate / timeshare. My basic understanding is that I'll be taking in qualified leads and facilitating the process for them to sell their homes for a quick "cash now" kind of offer. Had several offers for base+commission but ended up taking a full commission (1099) role because the company was a bit more attractive to me. Over the interviews I had leading up to this offer (about 5-6 companies) it looks like OTE across the industry is something like ~$50-60k with better reps making around ~$100k. I haven't seen much mention of this kind of real estate on the subreddit, so I'm wondering if anyone has actually worked in this industry? Have you known many people to break $100k or is it time to move to another industry once you get to that point? Is there a good opportunity to build skills to break into B2B / Sales Management (not really a priority right now, but I want to make sure I have an upward trajectory). As it stands, I'm just glad to be back in work and not risking my family by leaving the house. Of course, if all goes well, I'm not opposed to staying in this niche. Also open to any general advice. This is my "second" sales job, but I basically got laid off of timeshare after a week on the sales floor; COVID has sucked lol. [link] [comments]  |
| Best tool for CRM + Mailing campaigns Posted: 01 Sep 2020 10:53 AM PDT Hey guys, we are a medium-sized startup in the AI sector. I need your counsel on what tool we should use. I have done many many hours of research and feel a bit overwhelmed. We are looking for tools for 3 purposes:
Right now I am considering getting Klenty/Woodpecker for cold mailing and free Hubspot for CRM. Don't know if the free hubspot will cover the second point though. Another idea I have is to get ActiveCampaign which would definitely cover second point and even has its own CRM but doesn't allow for cold mailing - don't know if I could integrate Klenty/Woodpecker with it. Any help will be extremely welcome, I know there is no better place to seek help than you fellow Redditors. :) John [link] [comments]  |
| Re-evaluating demo process and Generating Slide deck Posted: 01 Sep 2020 10:10 AM PDT Hello fellow redditor salespeople! I work for a small company ~ like 11 employee total small company. We develop software - specifically Learning Management System software, and I am the sales department. I've been here for a year - prior to me they hadn't had a sales person in a while and the VP handled it. I've seen some success and closed some large deals for them - I've redone a lot of the process, gotten them to invest in some sales enablement tech, and I feel like my next step is to really re-think the demo process. The current demo process is basically just show and tell - and though I can talk to some of their problems, I don't have a slide deck I'm working form and no way to really arm whoever may be my champion for their internal meetings - meaning I'm basically playing telephone with decision makers and hoping the message is getting passed along. This is definitely losing us deals, and I want to fix that - hopefully transitioning into more of a " here's how we fix your problem" demo instead of a "look at my software and all the buttons" demo. My ask: does anyone here have a slide deck reference with some graphics or links that help build a technology slide deck? I'd like to be able to tell a story of what our company does, what our product does, how we address some common problems, and of course include cost/some ROI info. I also would greatly appreciate any references on how to redesign your demo to make it more effective - we definitely need to standardize this, but I'm not sure where to start. every demo I do is different - and we don't have any pre-recorded ones - but I'm open to any suggestions. Thanks fellow reddit sales people! [link] [comments]  |
| Anyone here sell into the food and beverage industry? Posted: 01 Sep 2020 09:41 AM PDT Just landed a new role and I'll be selling into the food and beverage industry internationally. I have a background in digital marketing and the company that's hired me will be providing digital marketing services to companies in the food and beverage industry. Our sweet spot for companies is ~200-5,000 employees. I am getting my feet wet with the role reaching out to companies that fall under the "food safety" and I'm having some trouble - both with finding the companies and getting people on the phones. Does anyone have any experience selling marketing services into the food and beverage industry? If so, I'd greatly appreciate it if you can DM me so that I can pick your brain a bit, since this is all incredibly new to me. Thanks! [link] [comments]  |
| Lead generation using machine learning - would you find this useful? Posted: 01 Sep 2020 09:00 AM PDT I am building a data driven lead generation platform for a class project, and exploring whether I should productize it. The solution generates relevant leads by matching data from your CRM + well defined personas + activity on the internet on who is buying in companies and other configurable filters. The goal is to discover good fit leads based on who is currently buying or planning to buy soon. Once you have the leads, you can run email campaigns from within the platform. Analytics from the campaigns goes back into the feedback loop to improve the lead gen process for future leads. Would something like this be useful to you? Can you provide feedback or advice on what you think? Here is a view of the front page - https://imgur.com/a/Z4dTDiT Thanks! [link] [comments]  |
| Account Manager - Telecommunications Company Posted: 01 Sep 2020 08:18 AM PDT Hello, I am new to this AM role coming from within the company as an inside sales rep. Overall these sales positions have been very indirect. My current position duties were to drive to Authorized Dealer's businesses and provide them updates, discuss current business, marketing opportunities, etc. These dealers are many times old timers and do very little activations per month; our role turned virtual and I have a ton of time on my hands. I'm obviously doing the best and most I can but I am questioning my position and next steps. In a way I feel like this AM position is like being a consultant but I'm fairly new to this position and 3 years of the start of my professional career. My question is, what positions could I be looking for next? Can anyone suggest best next steps? Thanks [link] [comments]  |
| Asking Budget Questions in a Respectful Way Posted: 01 Sep 2020 08:06 AM PDT I work in enterprise tech sales and also work with a lot of small not-for-profits. Many of the not-for-profits that I work with have POC leading the evaluation, and in about 50% of those conversations clients seem to feel attacked when I ask them about their budget for the project. The conversation goes something like this... Me: I work with a lot of small not-for-profits, Sometimes it can be a bit of a challenge for them to afford the enterprise level solution that the offer. Out platform starts at ____. I'm curious, would that fit into what you've budgeted for this project? Client: I would prefer it if you didn't assume, I didn't have money for this project. I can sense frustration in the clients tone. And many even go on to suggest that I have racist motivations for asking the question. However, I literally ask the question in the same way to every small organization I work with. And I would say about 80% of these small orgs can't afford our software, regardless of their evaluators ethnicity. I'm white and I think, especially in this moment, there might be a better way I could ask this question that doesn't trigger these clients, but instead invites them to share with me about their budget. I am genuinely looking for hopeful and respectful advice here, is there a way that I can adjust how I ask these questions that doesn't ostracize my POC clients, but also helps me qualify the deal? [link] [comments]  |
| Posted: 31 Aug 2020 08:26 PM PDT 42 years old AE, been in sales about 3 years. Been in a portfolio since start of year...dominating my team in activities, on track to beat commitment. I know I'm best when presenting to a large group. I'm great in front of a crowd. I'm good at growing relationships but really enjoy new ones and educating someone so I can solve their problem. Is there such thing as a sales job where I can spend the bulk of my time in front of crowds and educating new clients? Thanks team! This sub has been a big help in getting my new career going. [link] [comments]  |
| CEO won't let me disclose certain metrics to potential clients... Posted: 31 Aug 2020 11:14 PM PDT I have recently transitioned to lead sales role for a real estate marketplace. I am an ex realtor & have no problems explaining the features & benefits of the system to our potential customers & have bought on many new clients from my existing network. One major issue I am having is that our CEO has explicitly told me not to disclose certain performance metrics about our system to potential clients such as captive audience, sales results, listing volumes etc. This is because we are a start up & to be frank the numbers aren't all that impressive at the moment. lf we disclose the numbers it quickly kills interest from potential clients who will just say "we like it but will wait until you get bigger" and when I cant answer their questions, they see right through any responses I can give to their queries & it is just obvious I am dodging... Any advice on how others may have overcome similar issues would be great. [link] [comments]  |
| Looking to start my own freight brokerage - Any and all tips are welcome Posted: 31 Aug 2020 08:02 PM PDT I am still in grad school but have been working in transportation the past 2 years. I work for a truck financing company, so the experience isn't directly beneficial. I want to work for myself and have the freedom that comes with that. I've been gathering thousands of leads (from my current work's customer base lol) for when I think the time is right to start off on my own. Im thinking of switching to a large freight brokerage to gather experience that will directly help me (while also gathering leads haha). I'm not really sure where to start. I just want the freedom working for yourself gives you. I'm educated and have some industry knowledge, but don't really know where to start. Getting leads won't be an issue, it's pretty much everything else haha. Any and all tips are greatly appreciated! Thank you, [link] [comments]  |
| What do you do when a potential customer says they don't have budget? Posted: 31 Aug 2020 08:49 PM PDT A potential customer has been in our sales cycle for a few months. They were/are extremely interested in our B2B SaaS product, have (had) no problems with pricing, but recently went through a re-org and no longer have budget to allocate. They asked to touch base in 4 months, when their budget hopefully opens up. I don't want to lose them. They're a well known company, would be a great feedback partner, and would look amazing on our website. Would you offer your product at a steep discount to get them on for a quarter? Would you offer them a 4-month pilot? What would you do? Potentially helpful info:
Thanks so much in advance for taking the time to riff on this with me. I'm not trained in sales, and have been learning a ton from reading this sub while building the business. [link] [comments]  |
| I had a job interview and CEO wants portfolio Posted: 31 Aug 2020 07:13 PM PDT I'm in a pickle atm. I do commercial equipment and vehicle financing and I had a job interview today which went okay. At the end of the interview he wanted to know my portfolio numbers but I don't have a portfolio. Usually when the deals close they are put into a drawer alphabetically and I don't have access to them. We use goldmine and everything at my company goes through the CFO. I'm not sure how to bring this up since I have another interview with him tomorrow. Any advice ? P.s the company I work for everything isn't up to date technology wise and very backwards since cfo handles back end of deals. [link] [comments]  |
| Which sales leaders should I listen to? Which ones should I ignore? Posted: 31 Aug 2020 03:20 PM PDT I was recently promoted to SDR team lead after having a number of good months as an SDR. I'm trying to gather a few resources that my team can use in order to get better. While I was an SDR I would listen to the 30 minutes to President's Club podcast, read The SDR Newsletter, and follow a few people on LinkedIn like Josh Braun, Armand Farrokh, Morgan Ingram, and a few others. What are some other resources I should use? And which sales leaders should I ignore advice from? [link] [comments]  |
| How to you go from a SaaS AE to a role in Sales Ops? Posted: 31 Aug 2020 09:24 PM PDT I have been a SaaS AE for 5+ years and want to move into Sales Ops. What is a logical path to transition "careers"? Are there classes/certifications I can do on my own to understand Sales Ops responsibilities better? What can I do to make my candidacy more appealing when applying for Sales Ops roles? Any guidance or insight is appreciated! [link] [comments]  |
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