Are daily standups a waste of everybody's time? Sales and Selling |
- Are daily standups a waste of everybody's time?
- Currently in between jobs, in a bit of a mental funk thanks to this ongoing pandemic. I’m looking for a good, sales related book to read. What do you guys recommend?
- Does Oracle drug test new sales hires?
- How do you stick to sales when you hate it?
- Unlimited Wash Monthly Membership Sales Stategies
- How to train the sales team on a product feature?
- SDR compensation negotiation
- Tip for hiring salespeople.
- Account Execs that used to meet clients and prospects in person pre-COVID. How successful have you been lately? What are the biggest challenges now you have to do this remotely?
- WSJ - The Resurgence of the Office Phone Call
- ADVICE
- Salesforce BDR to AE
- Management / Leadership Reading
- Does retail and customer service experience mean anything as an entry level SDR?
- Early Sales Objections Are Actually Brush-Offs! And here are the 7 most common brush-offs you’ll likely face when selling.
- From Sales to Business Owner - Need Advice
| Are daily standups a waste of everybody's time? Posted: 28 Nov 2020 07:18 AM PST Currently, I have 2 back to back 20-minute standups every morning (3 on Fridays cause why not?). I'm not burnt out yet because I literally just turn my camera off and eat breakfast or watch YouTube. But it's getting to the point where I'm going stir crazy with these time-wasting meetings. [link] [comments]  |
| Posted: 27 Nov 2020 09:49 PM PST Which book(s) do you recommend that in your mind, you benefited most from in your sales career? TIA! [link] [comments]  |
| Does Oracle drug test new sales hires? Posted: 28 Nov 2020 07:39 AM PST I will be starting at Oracle and would like to know if they will drug test an entry level business development consultant, or any other sales position. No mention in the offer letter but they are secretive about this stuff. Any Oracle folks know from experience? [link] [comments]  |
| How do you stick to sales when you hate it? Posted: 28 Nov 2020 06:04 AM PST I understand that this does not apply to everyone here. This is meant for those of you who are in this function without a passion for it and are just in it for the money. Or because you have no other choice. I made a lot of plans to leave and I was applying everyday for roles that I would enjoy more, aka non-sales roles. But today, some bad news made it clear that I'd have to be here indefinitely until and unless I get an amazing offer, or until the bad news clears up. Can't complain about this situation. It's not my fault and I can't help it. I just know that leaving would not be a smart thing to do during this pandemic, and this financial situation, especially when I have major responsibilities now. So those of you who have no way out, who are here just for the money, how do you grit your teeth and perform this job while hating every second of it? Thanks. [link] [comments]  |
| Unlimited Wash Monthly Membership Sales Stategies Posted: 28 Nov 2020 08:53 AM PST Dear reader, You've never seen me before, but I have been in the car wash industry for three years. What I specialize in is selling unlimited wash memberships. SYNOPSIS: An unlimited wash membership is a monthly-based program to where the customer pays a certain price each month (generally the price of two washes), and that allows them to come through the wash as many times as they want. At the car wash I work at, members have access to free towels, free floor mat cleaner, free air guns, and free disinfectant, services that are not provided to regular customers. Our single wash prices are $8, $15, and $20 with our memberships at $19, $25, and $39, respectively. STRUGGLES: I am having a hard time convincing customers that a) the memberships actually have a value, b) it's a recurring charge that is actually worth having, c) we don't sell their information to third parties, and d) it actually saves them quite a bit of money. I've tried every "pitch" I can think of so far. I like to keep it short and simple such as "go unlimited for $10 more", "anything after two washes is free", "pays for itself after two washes". For first time customers I always try to lead with the membership. For example, "our best value is our premium standard wash, which is unlimited washes for only $19/month. we also have an $8, $15, and $20 wash. Then, if they ask questions, I explain further. Seems like just about everytime I try to talk to customers, they try to shove me off, look like they don't give a rats behind about what I'm trying to say, get offended for simply informing them, or, at the end, some say "you almost got me there!", when I'm literally just trying to get them to save money, and not up selling or binding them to a contract. In some occasions, I somehow manage to talk them out of getting a membership? I get plenty of "i'll think about it", but, actions speak louder than words, and I automatically assume that means, "no.". Sometimes, I get really discouraged because I know people that work at different car washes that have sold over 80 wash plans in one day without any promotions or discounts. I have only reached 20 in a single day. How you recommend talking to/approaching customers regarding similar services? I really feel like I'm missing something if I can't manage to sell 80 in a day, just like the person I talked to. I understand there isn't a right or wrong way to go about this, but I want to know what you guys think. [link] [comments]  |
| How to train the sales team on a product feature? Posted: 28 Nov 2020 04:53 AM PST Early careers here going for my first Customer Success interview - 3rd stage now and I have been asked to prepare a presentation on part of a company's product to our sales team (who are upselling to a client). What is best practice when it comes to training sales teams? Currently, my plan is:
Please let me know if there is anything I'm missing [link] [comments]  |
| Posted: 28 Nov 2020 11:39 AM PST Hello, I was just offered an SDR position at a SaaS start-up in a HCOL area. I currently work in a finance job I hate, but make $85k with bonus potential. Bonuses have been cut out for the foreseeable future due to the effects of the pandemic. I got an offer for $60k base $75k OTE. How much negotiating power do I have, if any? I graduated in May and have no sales experience, but want to make the jump and know I am capable of working hard and learning fast. Also, does OTE mean even if I exceed my targets, I can't make more than $75k? Is there no commission on top of that? Thanks in advance. [link] [comments]  |
| Posted: 28 Nov 2020 12:12 AM PST I have a company that does custom development (specifically in the webspace) and for the past few years I have been handling most of the "sales" and I put that in quotes because I have no idea what I am doing. I am a developer at heart and have no clue how to really do sales let alone run a sales team. But we are looking to expand our reach and I am looking into the best way to get a sales team and I am looking for recommendations. I have seen companies that will "build you a sales team" and will do all the interviewing, hiring, and training. This seems like a scam but honestly, I don't know. What I am thinking is hiring 1 person with a fair bit of sales experience and having them deal with the entire sales department. Just looking for the do's and the dont's in regard to hiring a sales team because I don't want to be a crappy boss. Also if someone could give me the industry average on salary bonuses and commissions.. [link] [comments]  |
| Posted: 28 Nov 2020 09:46 AM PST |
| WSJ - The Resurgence of the Office Phone Call Posted: 28 Nov 2020 09:09 AM PST |
| Posted: 28 Nov 2020 07:20 AM PST HELLO! I am looking for career growth in sales. I currently work as a sales specialist for flooring installation, however I am looking to grow my career. Here's the catch; my wife is pregnant and is not due for a few months. My questions are 1. How can I spend the interim growing my value and resume? I have saved so much sick time that it would be a waste to switch careers
Thanks! [link] [comments]  |
| Posted: 27 Nov 2020 02:23 PM PST If you work in Salesforce and get promoted from BDR to AE, what's the pay like? I know AEs typically get paid 75k base. Is that the case if you get promoted BDR to AE? [link] [comments]  |
| Management / Leadership Reading Posted: 27 Nov 2020 01:52 PM PST Hi- Does anyone have any recommended books for leadership & management? I remember a while back someone recommending to read It's Your Ship: Management Techniques from the Best Damn Ship in the Navy. Open to suggestions. [link] [comments]  |
| Does retail and customer service experience mean anything as an entry level SDR? Posted: 27 Nov 2020 01:19 PM PST I was applying for jobs in my field with 2 degrees (Intl. Relations) but having gone months with silence, someone on reddit suggested SDR roles to me. I looked them up and I think I can do them, ive worked in retail and customer service roles that had me do suggestive selling and upselling. Ive gotten interviews with a few SaaS companies in wash. dc but havent heard anything back yet. Do SDR entry level roles care about this experience? I really do love taking on a client focused approach and exceeding sales goals in my departments. [link] [comments]  |
| Posted: 27 Nov 2020 03:07 PM PST Very often (especially if it's a colder lead), your prospects will start giving you objections or excuses early in the call. . This is inevitable – people just work that way. But if you want good sales results, you need to know: ➤ what that means; ➤ why they do it; ➤ and how to deal with it. . So first off, early sales objections aren't real. . They're not real objections. 99% of the time they're just convenient lies that aim to get rid of you in the fastest and easiest way possible. . And the reason why your prospects do this is because they either feel like you'll waste their time, or they've had negative experience and they have prejudice, or they don't feel you'll offer enough value for them to invest time and effort in speaking with you. . Okay, so now you know the "what" and the "why". Let's look at the "how"! . There are many ways a prospect can try to brush you off, and many clever excuses they can come up with. . Here are the 7 most common early objections that are actually brush-offs you'll face (and how to deal with them): . 1. "*Click.*" Usually the easiest (albeit a bit disrespectful) way for your prospect to 'get rid of you' is by hanging up the phone. But if your prospect hangs up on you, don't sweat it — it happens to everyone eventually. The first thing you should always try (unless you made a big mistake or something) is you should try to call them back and salvage the sale. Wait a few seconds, call them back and say, "Hey [Name], looks like we got disconnected! Do you have a minute?" OR instead of "Do you have a minute?" say something that would hook their attention and get them invested in the conversation. Now, this won't always work, but it's always a good idea because it gives you another shot at hooking the prospect and getting them to engage with you in conversation. Alternatively, if you're working in B2B sales, you could try reaching out to a different person at the company and see if that would yield better results. Which approach you choose depends solely on how your conversation with your prospect went before the hang-up. . 2. "I'm busy right now." Of course your prospect is busy, almost every professional these days is. And that's actually one of the main reasons why prospects give you early resistance – because you've interrupted their already busy and overwhelming day, and they perceive you as "extra work" that they just don't want to bother with. In order to effectively overcome this brush-off, you need to understand your own value proposition very well. If you KNOW for a fact that you bring a ton of value to the table (and know how to communicate it to them) you'll be able to hook them and get them invested to find out a bit more about what you can do for them. . 3. "I'm not interested." If a prospect tells you they're not interested early in the conversation, before they actually know you, your offer or what you do for your clients, it's definitely a brush-off. In the early stages of the call it's far too early for a prospect to be able to definitively say they are or aren't interested in your product. To remedy this situation, what works well is focusing on the most common (and painful) problems that people like your prospect are facing. Show them your professionalism and your knowledge of their industry, and hook them on your ability to help with those problems, or outright solve them. . 4. "Just send me some information." This objection could be an opportunity in disguise. What you can do is ask them some questions to see if they're qualified to be a client. Say something like, "I'd be happy to send you some materials, but I want to make sure that they're relevant to you. What are you interested in learning about?" And keep digging. Don't be satisfied with an answer like, "Just some materials about your company and your website" – this is still a brush-off. Go deep, ask questions and try to figure out their needs. And oftentimes, if you do a good job and hook them, they'll actually keep speaking with you and you'll have the sales conversation on the spot. . 5. "Call me back next quarter." Prospects will often say this to dissuade you from pursuing a conversation. This is again most likely due to their prejudice about salespeople and their belief you won't bring value to the table. But don't let them off that easily — it's a vague brush-off uttered in the hopes you'll fade away and disappear. Show them your value. Understand that it's in their best interest to help break their false beliefs and show them your worth. . 6. "How did you get my number?" Hopefully, you're not pulling numbers from lists you got off the internet — because if you are, your prospects have every reason to be annoyed. But even if you are getting cold databases and are cold calling, this isn't an objection that would pop up too often. And if it does happen, don't sweat it. You can overcome it effectively and turn it into an opportunity to qualify or disqualify the prospect. Just don't get defensive. If they're warm (signed up through a form or Ad), simply remind them about whatever value proposition got them to take action. Do a very brief reminder and transition into asking questions. If it's a cold call, just tell them something like, "Well [Name], the reason why I'm calling you is because I help [ideal client] with [problems] and __[achieve result]__. Would something like that benefit you or your business?" . 7. "I don't like you." NOTE: Your prospects will almost never actually come out and say this. But if they feel like that, many other objections will pop up, and you need to be aware that this is the cause. Obviously it's not necessary to become best friends with someone to sell to them. But they DO need to trust you and have rapport with you, so if for some reason you and your prospect just don't get along, consider handing them off to a colleague so you don't lose the deal. And if you feel like this happens often, consider what could be off-putting in your communication style, what could be pushing prospects away, and work on fixing it. I promise you, if they "don't like you", it's not because 'who you are' – it's because of something you're doing. And you can easily change what you do, and as a result – become a lot more attractive to your prospects. . Whenever a prospect objects early in a sale know that it's almost certainly a brush-off. . In the early stages prospects just don't have the necessary information to make an educated decision whether your product or service is worth it. . Do keep your eyes and ears open though. They may object because the problem you're solving through your product isn't a priority in their eyes, or because they have a real barrier that's stopping them from doing business with you, and they've been able to figure it out early. . That doesn't necessarily kill the deal, but you DO need to figure out what's happening and react accordingly so you have the best chances of successfully closing the sale. . Now that you're armed with the common brush-offs and are prepared to face them, go out there and serve your prospects to the highest level! . 𝕻.𝕾. Let's have a discussion! Leave questions, challenges or ideas below and let's make this thread more exciting. . 𝕻.𝕻.𝕾. If you have any sales-related challenges that are a pain, it would be awesome if you share them in the comments. If I can solve a problem for you in my next post, that would be great. I'll be here to answer all the questions related to this topic – 'coz that's my 'thing'. Let's go! 👇 . Stay awesome, Champions! Bobby Gadjev [link] [comments]  |
| From Sales to Business Owner - Need Advice Posted: 27 Nov 2020 01:48 PM PST Looking for some insight from business owners out there who moved from sales. I've been in real estate sales now for over 10 years, and have made excellent money working for a home builder. I've been top producer and know my industry inside and out. I've sold around $150,000,000 in real estate over the last 10 years and have generated around $3,000,000 in commissions over those years. I'm reaching a point in my career where I've hit the ceiling in income, and finding myself looking at my "what's next". Either I move into a management position and take a significant pay cut, or I go start my own real estate firm. My company is excellent, and I truly respect and enjoy my co workers and managers. I've got no reason to leave where I'm at, except that I now feel unfulfilled as I feel I've mastered my position. I don't feel management is in my path due to my entrepreneurial spirit, and ambition to build something larger than me. My fear is I get stuck in a middle management position (multiple offers from several firms) and look back one day and say I settled. I'm looking for guidance from those who have gone from a plush six figure income to self employment. Self employment will allow me to 1) scale my business 2) have an unlimited earning potential 3) manage my time / work from anywhere. I know the market. I know the branding. I know what works. My social presence in my market is there and I've got the support of my spouse. Several friends have asked me why I haven't started my own firm. My concern is walking away from something great to pursue my dreams and failing. The fear of failure is holding me back. Do I take the easy route and collect a check or go after my dreams? I'm in my mid 30 with a wife and 2 kids (wife doesn't work outside the house). Any feedback is appreciated. TLDR; sold a ton of homes for someone else over the last 10 years, looking to possibly start my own firm. [link] [comments]  |
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