What’s the worst “spin” your leadership has told you about how a change in process will “benefit you”? Sales and Selling |
- What’s the worst “spin” your leadership has told you about how a change in process will “benefit you”?
- Top 5 prospecting strategies I've seen reps at top companies using over the past years (with a step by step guide to each one of them)
- SaaS Senior Sales Engineer Base Salary
- Sales manager: How much can you change your "natural" speaking cadence ?
- Sales email but not trying to sound as such... (ideas welcome)
- Director interview?
- I hit my quota for the month 9 days in and now my motivation is low (commission structure problems)
- Email resources
- Reaching to several people at the same company, is it ok to have all of them give my resume to the hiring manager?
- No meetings set after 3 weeks. Help? First B2B SaaS BDR role
- How do i prepare for my first sales job as area manager?
- Am I in a bad situation? Is this normal?
- Paying out of pocket?
- Anyone getting pressure from management to get back into the office?
- Looking for a customer offer feedback tool
- What worked for you in Sales?
- Has anyone done Enterprise Sales at Shopify?
- Inbound Insurance Sales too good to be true?
- Email tools/services
- After how many months were you expected to hit your quota? Or to have sold something in your first sales job out of college?
- What is most important skill in Sales?
- 2021 Buying cycles - better or worse?
| Posted: 09 Mar 2021 06:47 AM PST |
| Posted: 09 Mar 2021 07:50 AM PST Over the past year, I have exhaustively analyzed B2B prospecting strategies from hundreds of leading SaaS companies. While most of them focused on volume strategies to spam anyone that fit the broad criteria they set, there were some outstanding examples (those probably have managers that regularly look for great insights on this sub ;) ). The top performing sales teams I've found focused on strategies to find fewer leads, but much higher buying intent. In short, Quality > Quantity. I noted down the 5 best strategies and decided to share them with you here: 1. People interacting with LinkedIn contentEvery day, many professionals open their thoughts for discussion on LinkedIn. Every time this happens, lots of interactions are generated. (I know, everyone is bragging about their success on LinkedIn, but you can use this for your own good, even if you're not a LinkedIn fan) People that are liking or commenting on those thoughts are publicly showing alignment with a topic that is relevant to them. This opens the possibility to find an entire audience out there that might be ready to start a conversation with you. Collect the profiles that are interacting with content that is related to the problem your product solves and create a targeted cold outreach approach to the ones that match your ICP. 2. Managers with decision-making power that recently joined a new job on a growing teamLet me say it straight, this information is easily available to any salesperson, and yet not a lot of people realize how powerful this is. When someone with decision-making power changes jobs, he/she is likely looking to shake things up internally. New processes and new ways of doing things will be on his/her mind, so this is the perfect timing to let them know that a solution like yours is available. More, if the team is growing, you'll find an even higher urgency to find tools and processes to accommodate that growth! Fortunately, a simple tool like Sales Navigator has this readily available. On account search filter for growing teams (tailor for departments to which you sell your product), then on the lead search, you can filter for the ones who have recently changed jobs in the last 90 days. This is the strongest buying intent signal I've found so far. 3. Conference AttendeesPeople attending conferences are more likely to have decision-making power over the topic they are curious about. If they are investing time and money in it, they're signaling this is also a relevant topic to them right now. Your time and money are limited, so you won't be able to attend all the events you want. Not being able to attend an event doesn't mean you can't connect with every potential prospect who is. With conferences going remote there hasn't been a better time to leverage this opportunity. It's like speed networking on steroids, but with your most relevant audience. Use a lead gen tool or a free resource out there to find the lists with the attendees. 4. Negative reviews on websites like G2 or CapterraWebsites like G2, Capterra, and FeaturedCustomers are great knowledge sources about your competitors. Not only you can use the reviews to learn more about issues that people usually feel, but you can also identify potential new customers from unhappy reviews. If you sell a product that competes with a large incumbent with lots of listed reviews, plus you have a better offering for the points mentioned in the review, then this is a relevant potential customer to you. Most of the time, you'll have the name, the title, and a profile picture. Use this information to find them on LinkedIn, 80% of the time you'll be able to find them. 5. Be an active member on relevant slack, FB, or LI groupsSlack, LinkedIn and Facebook groups are a great and unexplored way of generating leads. While people ask questions about how to solve their issues, you can find unexplored opportunities by helping them out with your solution. This strategy may not be the top source of leads in terms of volume, but with the right process to get notified when something relevant is posted, you can easily approach prospects that are just looking to solve the issue you solve for. ----- I'm sure you got at least one good idea from this list. If you're looking for more in-depth step by step guides, you can follow these notes. Hope you found this helpful! Have any questions? Happy to help! :) [link] [comments]  |
| SaaS Senior Sales Engineer Base Salary Posted: 09 Mar 2021 07:46 AM PST I'm doing some research on the base salary of a Senior Sales Engineer. I'll be working out of Toronto, Canada and have about 3-4 years of exp in Sales Engineering. What would be something a SaaS company like Docusign, Microsoft, Salesforce or Google pay for something like that? [link] [comments]  |
| Sales manager: How much can you change your "natural" speaking cadence ? Posted: 08 Mar 2021 02:38 PM PST So my sales manager has routinely harped on me about the way I speak in terms of cadence. Basically think Obama's speech without the weird stutters. I don't "Ahhh", "Umm" or use placeholders in general. I excised that a while ago. But in its place, I do have brief pauses where I have to mentally organize what I say next (Where those tics would be). Note: I'm not talking about tone of voice, confidence, strategy or word usage. I'm talking purely of brief, periodic pauses to collect my words. On script, I can be fluid, without any pauses, cause I'm simply rattling off something familiar and practiced. But inevitably I have to resort to an unscripted, more natural cadence as I dig deeper into a convo or cold call. I personally think this is a very difficult to near impossible thing to change because I'm of the belief it demands I fundamentally rewire how my own brain handles verbal communication. Maybe I'm wrong. Maybe there are courses, books, tips etc out there to speak 100% smooth for paragraphs on end. If so I'd welcome suggestions. So is the director right to focus on this detail? Or are there better areas to focus my efforts on? [link] [comments]  |
| Sales email but not trying to sound as such... (ideas welcome) Posted: 09 Mar 2021 06:00 AM PST I am planning to get in touch with a whole database of ex clients/ people who asked for a quote/ contacts for my business. We will personalise each email using our email CRM programme. Have you had a nice message recently...just want to say?
[link] [comments]  |
| Posted: 09 Mar 2021 10:50 AM PST So I've been working at my job for approximately less than a year and they wanted to get me to interview for a senior manager/director role that came up. I'm not the best salesperson but I've got previous leadership experience and I've been following all their scripts and 'rules' so I'm guessing they wanted me to fill this position because no one else is applying. The question I had is, what does a director of sales interview consist of? I'm completely lost and I'm actually quite nervous as I know I'll have to interview in front of executives... I have no idea what type of questions they're going to ask me and I'm worried I'll fail and embarrass myself to be honest... but I really wanted to take a risk and see how things go especially if my coworkers are encouraging me. [link] [comments]  |
| I hit my quota for the month 9 days in and now my motivation is low (commission structure problems) Posted: 09 Mar 2021 09:24 AM PST I've been having a great year. 3 months in a row and I've exceeded my quota (so far #2 in my region). I just refreshed my numbers, and I've hit my quota again, only 9 days into the month. That should motivate me to keep going, right?? Wrong. I feel like now I can put minimal effort in and save future sales for next month. And that's because, the commission structure at this company sucks. We only get paid out commission up to a capped amount, and then whatever is over is reserved to be paid our next year. This is so people don't have stellar months and then awful months and get overpaid in commission (based on YOY growth on a month by month basis). So essentially I've capped how much commission I can make this month on my paycheck. Obviously I can make more money to be paid out next year, but I'm very much an immediate gratification person. I don't want to earn money I can't even get for another 9 months. [link] [comments]  |
| Posted: 09 Mar 2021 05:37 AM PST Where do you look for feedback and inspiration on your email communications? I'm thinking any stage of the sales process, particularly for longer sales cycle verticals. [link] [comments]  |
| Posted: 09 Mar 2021 08:40 AM PST I am searching for a SDR or BDR sales role by reaching out via cold DMs to SDR/BDR employees and AE who started as SDR/BDR at the companies I am interested in. I send DM to get a call with them, the goal of the call is to pitch myself and ask if they can pass my resume to the hiring manager. So far I've spoken to two people at the one company and they both agreed to send my resume to the hiring manager. I have another two calls scheduled for today and tomorrow and I am not sure if this is the right thing to do, if they both agree to send my resume to the hiring manager. Will having them all send my resume to the hiring manager hurt my chances of getting an interview? Should I let them all send in my resume? Thank you all for your help. [link] [comments]  |
| No meetings set after 3 weeks. Help? First B2B SaaS BDR role Posted: 08 Mar 2021 02:29 PM PST Hey guys, I worked in B2C sales for 3-4 years. It took me some time to learn, but once I had my processes down and got some experience I was always a top performer. I wasn't necessarily the best, but I always finished in the top 3 in a team of 15 sales people. The money was great. The hours and work/life balance and toxic workplace was not, hence the job change. I got tired of dealing with jackasses in b2c, and landed a role as an SaaS BDR/SDR. I went through my training and have been "free" working from home for 3 weeks now. I have only had maybe 7-8 total conversations out of 1700+ phone calls and 3000 emails. They all said the same thing. Definitely interested, but are either new hires so don't have any say yet. Or they are interested, just have too much on their plate right now and to call back next month. I don't know if that's BS or not but I get my AE to call/email and introduce themselves and send followup email with my info, etc. Not like I'm just taking that as an objection and not trying to overcome it. I'm using their script, tweaking it to my vernacular but following the structure and using word tracks. I'm using their templates for emails, unless it's an extremely qualified prospect I am 100% certain is the right person to talk to and then I personalize the emails. Anyways, I have been grinding. Really hard. Now, I have the 2nd most touches out of a team of 14. But still, no meetings set. I'm starting to get frustrated and questioning my ability, and it's hurting my confidence and work ethic now. The connect rate is soooo low, I don't even have the chance to offer a value proposition or get to my pitch. I'm assuming people are working from home and don't have VMs setup? So they're not getting calls? Idk... My manager says I'm doing great, just getting super unlucky. The sales cycles are longer here and rarely do you ever get a prospect set a meeting right away first touch. I understand that. Give me any tips to increase connection rate, email responses, just increase overall engagement. This is a mid sized company, with a great solution to common issues. Growing company. I just can't even seem to get responses right now. Average meetings/rep were 8.5 last month, and I had 0. I just feel lost. I know I can do this. It's hard continuing to hammer away when the returns are like 0.0000001% right now. Maybe I am just unlucky? My manager goes back and listens to my few calls and vms I leave and said I do well on the phone. Is the market just slow right now? Any other SaaS BDRs having issues with connection rates? Since the sales cycles are longer, do I just need time to build up pipeline before I begin getting better responses? [link] [comments]  |
| How do i prepare for my first sales job as area manager? Posted: 09 Mar 2021 07:12 AM PST Hello everyone Sorry if this is asked a lot Im gonna be an outside sales area manager and this is my first sales job. Im starting in a few months and id like to prepare myself somehow. I started reading books but i feel like i need something like a step by step to do list. Ive been lurking this forum and figured i need:
Are there other things i can start preparing now? You dont have to write it all out, just give me some key words ill google all myself. Thank everyone [link] [comments]  |
| Am I in a bad situation? Is this normal? Posted: 08 Mar 2021 06:40 PM PST I recently started my first sales position at a Tech VAR. I thought the hardest part would be the cold calling. I was wrong. Job title is AE but I do the job of an SDR and AE. Here's the issue- when I finally get a client in the door to purchase from me- my back end processes slow me down so much that the customer gets frustrated. I'm frustrated! I wouldn't be happy with how long it takes to get product out the door. (And our product is like everything technology btw we have a ton of brands we sell.) Is that kind of stuff normal? I know with bigger purchases it can take time but I wish it was as simple as being able to do a quote in our system and get them pricing that day. Well our prices aren't that competitive so we have all these other hoops we have to jump through so the client doesn't run away. What I'm wondering is...is this normal? This is my first sales position and I've never been in the B2B sales world. [link] [comments]  |
| Posted: 09 Mar 2021 06:06 AM PST I've been seeing a few posts with some resources for email templates, sequencing, auto follow ups, etc. Are you paying for these yourselves, does your organization pay for a subscription, or do you use a free one? Assuming there is a mix of both. I'd be willing to pay for one if it's worth it. [link] [comments]  |
| Anyone getting pressure from management to get back into the office? Posted: 08 Mar 2021 05:42 PM PST I'm a senior account exec in a non-tech industry. 100% comission. When Covid hit our office went mostly virtual and the majority of the execs were working from home. I decided to go to the beach for the winter -- my numbers were good and my manager was supportive. It's always been a firm where "numbers don't lie" -- if you hit your goals they had a very hands off approach. I've been aware that this may rub certain people the wrong way so have been incredibly diligent about not treating it like a vacation. I've been maintaining motivation and getting my work done the same as I always have. My inside assistant has been very supportive and has no issues with me being remote. I finished 2020 at over 150% of 2019 and was #2 in the company. No issues. However, sales for the company YTD in 2021 are now down more than 50%. The industry has been hit pretty hard and management is starting to panic. I'm still #2 but my sales have hit a wall and new business has completely shut-down. I haven't stopped grinding but it's the toughest I've ever seen in the 15 years I've been in this game. And now, of course, my manager has sent out an email that all reps are expected to be in-office for 40hrs/week. I suspect I was a big target of that new policy. I've got a lease on a house on the other side of the country. With much of my stuff, dog, girl, etc. I don't feel like I'll be any more productive sitting on my thumbs drinking bad coffee but I also don't want to sign my own death warrant by pissing off the boss. I'm not easily replaced and my clients do represent real value to the company -- and at 100% commission I only eat what I kill. Do I tuck tail and head back to the office? Or dig my heels in and keep doing my own thing? What would you do? [link] [comments]  |
| Looking for a customer offer feedback tool Posted: 09 Mar 2021 02:47 AM PST Hi, our sales team is looking for a tool to gather customer feedback on sales offers they make. The ideal process would be:
The key points here are:
I've tested surveymonkey:
Does anyone have suggestions for tools/services which might fit this profile? [link] [comments]  |
| Posted: 08 Mar 2021 01:49 PM PST Hey there. I'm just wondering what worked for you in sales guys. What was that "aha moment" that your sales started to increase and how did you do that. Any sales tips would be amazing to know. Thanks in advance! [link] [comments]  |
| Has anyone done Enterprise Sales at Shopify? Posted: 08 Mar 2021 05:26 PM PST I've recently started looking into a career in sales and have seen a few roles come up at Shopify. I work a lot with the product in my current role and think I could do a pretty good job at selling the platform. I'd be lying if I didn't say money is a motivator for me, so I was wondering if anyone has or currently works there in sales. What's it like? Are you able to give an idea of the compensation structure? How is the culture? Any insight is much appreciated! (I'm in Canada, looking at sales roles in Toronto) [link] [comments]  |
| Inbound Insurance Sales too good to be true? Posted: 08 Mar 2021 02:32 PM PST Been here at a student loan company now over 9 years. I was the top collector of inbound payments for years then moved to an outbound environment but where the calls are still fed to you where I have still maintained my top status there. Recently for the 2nd time I went through our company's associate development program and I applied for a supervisor position when we greatly expanded. I didn't get any of them, the only negative feedback I got was that I have not moved to different collections team that focuses more with skip tracing and further past due accounts. I mentioned this to an acquaintance that I was pretty frustrated and he and many of his family happen to work for a large insurance company doing inbound insurance sales. He's setting me up with a referral for an inbound sales position to apply for. He's been doing it for about as long as I've been at my current company and he says he can help coach me to tell the interviewers what they want to hear. I'm pretty excited. One thing, really the biggest thing that seems different from what he's said and from what the position sounds like versus what I experience at my current role, is this potential sales position WANTS you to be successful and pay you commission whereas at my current job we have to fight tooth and nail to get every dollar and my maximum payout is still less than the minimum payout at the sales position which doesn't have a maximum. Maybe simply this is the difference between Sales and Collections when the position is wage plus commission. Any one have any broad input into whether or not I'm being mislead by anything? Thanks [link] [comments]  |
| Posted: 08 Mar 2021 04:19 PM PST What are some of the best Email tools for templates, sequencing and auto follow ups. Preferably ones that aren't very expensive and integrate with Gmail and/or SF. Like GMASS and Mixmax as examples. Cheers! [link] [comments]  |
| Posted: 08 Mar 2021 02:44 PM PST |
| What is most important skill in Sales? Posted: 08 Mar 2021 01:37 PM PST We heard it all! Enthusiastic, proactive, hunter, doer, listener, empathetic, commited. For me the greatest sales guys are the best communicators, putting what they're selling aside. And for you? What's your opinion and why? [link] [comments]  |
| 2021 Buying cycles - better or worse? Posted: 08 Mar 2021 01:18 PM PST Curious how does everyone feels about 2021 and their prospects buying. I know it depends on the industry and what you sell, but for me, I've felt like prospects are "holding their cards close to their chest" and their approval process has added a step. What are your thoughts? and How are you overcoming it? [link] [comments]  |
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