DON’T BURY AN OBJECTION Sales and Selling |
- DON’T BURY AN OBJECTION
- Top Rookie on East Coast for Two Months Running!
- Landing on my feet 20 days after getting fired.
- God Bless Seamless.ai SDRs making 500 calls a day
- People in SaaS, what path did you take in terms of education?
- Quit my job and boss offered me raise
- Have sales comps kept up with inflation / job market? Seeing folks celebrating 60-90k OTE roles...
- Zoominfo buddy?
- I got 2 hours to get this guy to hit accept on a stupid calendar invite
- Which tech industries to look for in the next few years?
- What are the most important metrics that display success apart from quota?
- Being an AE That Works With 2 Outsourced SDRs
- Enterprise Telecom / Tech Sales to Warehouse Packer. Is the "Great Resignation" a lie? Or is my resume just that toxic? I've had several pock marks on my sales resume. And it's starting to feel like a death sentence.
- Anyone know of a good, cheap, second number app?
- How difficult is it to land a job selling medical devices?
- How do you have the mental energy to send out loads of personalised mails?
- Any tips for Social Selling via LinkedIn
- PowerPoint
- Role plays and best practices
- Do you think forecast calls should be held in a 1:1 setting or as a full group/team?
- “We always get three quotes / We want to see what others have to offer.”
- Cold emailing for jobs works
- Job offer moving from technical role to sales
- Does this commission scheme make sense?
| Posted: 05 Nov 2021 06:23 AM PDT Don't end an objection with: "Does that solve your concern?" This might lead your buyer to giving you a false "yes. And you know what they say. Objections buried alive never die. Instead ask: "What part of your concern do you feel is still left unaddressed?" If your buyer responds with "no, we can move on." YOU DID IT. Objection handled. [link] [comments]  |
| Top Rookie on East Coast for Two Months Running! Posted: 05 Nov 2021 04:49 AM PDT Hi all! Around this time last year I posted about my desire to pivot from my high-paying Accounting career into a Sales role. I decided to make the jump back in February and became an Account Executive selling Finance and Accounting Staffing/Consulting services at a nationally known agency. Boy am I glad I decided to throw off the golden handcuffs - since September, I have been the top rookie in my service line for the entire East Coast! This month I'm seeing my biggest commission check yet and things seem to be trending upward from there. I still have a long way to go before I come close to my six-figure earnings in my prior profession, but by the end of next year I expect that I should actually be surpassing it if this momentum picks up, doing work that I actually enjoy! Thanks for everyone who encouraged me to make this move for myself. [link] [comments]  |
| Landing on my feet 20 days after getting fired. Posted: 05 Nov 2021 07:32 AM PDT When I got canned post, lengthy TLDR: Small company tried dicking me around when they kept shoveling more on my plate for no additional comp. Stood up for myself, got fired. I wanted to make this post not just for people who have gotten fired recently (or ever), but also for those who just aren't happy right now with their work. In my experience in sales, 4 things dictate happiness... The job itself, work/life balance, the compensation, and the culture at the company you work for. Throughout my relatively young career (I'm 27) I've not been able to hit all four. I was in wireless for 6 years prior to starting at the small SaaS company in June and they termed me in mid-October. I only have a High School diploma. I'm outlining all this to illustrate how hot this job market is. Yesterday, after interviewing for roughly 2 weeks with various people within the organization, a HealthCare SaaS company offered me an AE role. OTE $135,000. My last role's OTE was $90,000. I'm still kind of in shock, but I wanted to share because I know there are people who browse this forum everyday that struggle and need some hope. If a relatively uneducated and inexperienced 27 year old can do thisYOU CAN TOO. The opportunities are there for the taking. [link] [comments]  |
| God Bless Seamless.ai SDRs making 500 calls a day Posted: 04 Nov 2021 10:55 PM PDT I read the job description. 500 calls a day? God Bless "high frequency" callers. Is this actually true? [link] [comments]  |
| People in SaaS, what path did you take in terms of education? Posted: 05 Nov 2021 10:59 AM PDT Really not sure about this. With software sales is a buisness diploma from a community college enough? My dad did CC and now makes $200k-$300k a year doing technical sales for lighting companies but I'm not sure if software sales would require something different like a bachelors. Anyways, taking the dive and doing a buisness diploma at the local CC and if that doesn't take me far enough I can just transition to 3rd year of a bachelors in uni when I'm finished. Would love to hear what you all did! Thanks! [link] [comments]  |
| Quit my job and boss offered me raise Posted: 05 Nov 2021 12:17 PM PDT I accepted a new job as I was really looking to transfer into Tech. SMB AE with $130k OTE, 50/50 split. I quit my job where I make around 100k (65k base, 35k commission). Not in tech. My boss just offered me a 15k base raise (80k) to stay. I also have a company car which is a nice perk. My heart wants to move jobs but this new offer sounds enticing. I don't dislike my job, I just want more $$ and growth opportunities. Thoughts? [link] [comments]  |
| Have sales comps kept up with inflation / job market? Seeing folks celebrating 60-90k OTE roles... Posted: 05 Nov 2021 12:13 PM PDT Granted i'm biased because I see A LOT of job market data as a staffing account executive. My OTE is 120k (US). College grads are doing 50-80k in non-stem roles. Hell, a marketing coordinator is pulling 55k fresh out of school. These people are working 50 hours their first job making that much. Why are you killing yourself for such a low OTE? [link] [comments]  |
| Posted: 05 Nov 2021 12:10 PM PDT My company doesn't give me Zoominfo but occasionally Zoominfo will have info on a lead I really want to work. Does someone on here have a Zoominfo account and would be down to give me there number so I could occasionally text over a lead and you run it for me? In return I can add you to my Spokeo team plan and get you mobile numbers of prospects (I've gotten really good) [link] [comments]  |
| I got 2 hours to get this guy to hit accept on a stupid calendar invite Posted: 05 Nov 2021 11:53 AM PDT Talked to him on Wednesday, confirmed a time, been refeshing with a "friendly reminder" every day. Need it for my team to break most booked ever in a week at my company. Give me something anything that'll both get this guys attention and get him to click accept on this damn thing. Please help. [link] [comments]  |
| Which tech industries to look for in the next few years? Posted: 05 Nov 2021 08:07 AM PDT I've been reading that cloud (AWS, Azure, GCP) is getting more and more commodified, and that RPA is growing. I'm curious what industries you guys think will only continue to be hotter and take off. Cyber security is a big one but from what I can see it looks over saturated. Data as a service seems to be growing and I'm an SDR in that field already. Interesting but scary things happening there. I've even seen blockchain tools hyped up. Not cryptocurrency, the actual tech behind it. If you were considering your next move, or a different organization/industry entirely where would you all look? Are there any future changes some of you are looking to make based on different areas of growth? I'm not trying to leave my company I just want to stay on top of learning about the state of things. [link] [comments]  |
| What are the most important metrics that display success apart from quota? Posted: 05 Nov 2021 11:48 AM PDT What are the metrics that display success in an AE role apart from quota? I'm looking to break into an AE role soon, and thus would love to be able to display some success in relatable hard skills (if applicable) to showcase a history of performance. Anything helps! Thanks in advance guys [link] [comments]  |
| Being an AE That Works With 2 Outsourced SDRs Posted: 05 Nov 2021 11:37 AM PDT I'm going to be the US-based AE while the 2 SDRs are outside the US. My commission is going to be 30% and 15% recurring commission. The packages are going to be between 4k - 12k What kind of questions should I be asking in the meeting? I have no experience with working with outsourced SDRs and I don't want to fall into a scam. [link] [comments]  |
| Posted: 05 Nov 2021 07:43 AM PDT Telecom is ToxicI've been a regular on this sub for a while but this is a throwaway since it would identify me in the context of my other account. Is Telecom a Toxic Industry?I've sent out an unholy number of applications to employers in industries that are at the very least in proximity to mine and nobody wants me. Alert Logic, Fortinet, Citrix, VMware, Dell, Ring Central, Cisco, Red Hat, IBM, AWS, Microsoft, Crowdstrike, Splunk, Rapid7, Terraform, etc. etc. and basically only one has given me so much as a 'screw you' letter and certainly no one has given me a call back. Recruiters have stopped returning my calls. I've hit rock bottom both mentally and financially. It's like what am I supposed to do? Just die? I had a Director of Recruiting email me and shoot me down for a role citing my lack of 'network security' experience. I read a 1,000 page book on fucking networking protocols and I don't have experience to sell network security? It's not like I'm asking to be head of product. I mean isn't a firewall 'network security'? Don't we sell to the exact same roles and have the exact same discussions? Should any of that even matter at all? One corporate recruiter once told me that they don't hire from Telecom. I can't work at your company because I worked in telecom? Because it's toxic? Why do you think I want out, lady!? Transferrable Skills, but Non-Transferrable Job TitlesWhen I got my first job in this industry I had a huge insecurity about talking with IT managers, Network engineers, CIOs, etc.. I felt like I was in a foreign country where everyone was speaking some strange language. I almost never had a sales engineer in the early days, and to this day I have never had a product training that adequately prepared me for almost any conversation with a customer much less a technical one. So, I studied my ass off reading Networking, BGP, Linux system administration, learning programming and cloud services, and even data science / ML just so that I could understand how I fit into my customers' process rather than just take orders. I literally host my own labs on aws, and write scrapers and scripts to help me do my job. I mean, how else was I supposed to become some "Challenger" or "Thought Leader[TM]" that everyone expects us to be. I honestly feel like I could be a pre-sales engineer at any single one of those companies I applied to and at the very least I could manage those solutions in a sysadmin role. Does all of that literally count for nothing? Should A Toxic Work History Be A Death Sentence?In my last role I was fired after roughly 9 months as a Major Account Executive, and the one before that I was there roughly 6 months as a Sr. Account Executive. There was a lot of screwy stuff that was involved with my time at both of these companies (see bottom), but I truly believe that I made the most of it and in some way even excelled in spite of getting fired. I had 3 of my opportunities that were in the 50 highest value opportunities in the company at my last role and that was in spite of having like 20 - 30 accounts that were essentially DOA. Even then, they were just not ready to close. I don't care what sales system you use whether it be MEDDICC or Challenger or whatever, I can't force the United States Government to award my customer their federal contract 1 year in advance so that they can double their infrastructure and make my quota. It wouldn't be so bad if not for the fact that every opp in my account base that I inherited had been siphoned off into hidden salesforce accounts by unscrupulous reps in other divisions. In plain sight. With no recourse. If there's anything I've learned, 8 times out of 10 these are the top performers at your company. At least, well, that's been my experience. It's The Degree Isn't It...I don't have a degree. I have a few semesters under my belt, though. The expense, and a healthy dose of undiagnosed ADHD ended that career almost as soon as it began. I didn't even have a vehicle. Once, I walked 6 miles to buy a bicycle at a pawn shop so I could more easily hunt for work and couldn't even afford that. I just couldn't justify college at the time. Although everything came pretty easy to me for the most part, but why should I continue to pay $$$ for something that I'm teaching myself out of some overpriced books. I said, "Surely with the internet maturing, I'll be able to get a degree for almost nothing in a few years, and all online and at my own pace!!" Whelp... Here we are- 10 years later. Cars can drive themselves now, but I'll be damned if I can get an undergraduate Computer Science or Engineering degree over the internet for a reasonable price today. How can I be so unqualified when no one questions how relevant an MBA from 1994 is today? How relevant is a Marketing degree from 1999 today? I can barely remember my trig identities, and yet aced my calc classes in school. Even when I broaden my search from tech sales to nearly anything, it seems like the job reqs say that a college degree is required. College Degree Required, $18/hr. Finally, An Amazon Employee!The past 4 or 5 years, I've been trying to make a conscious effort to transition from Telecom into a role that will step me into working at a Cloud Provider or even moving towards a pre-sales engineering role... As it turns out- That gate is locked. Tight. Amazon seems like they're hiring anybody at the warehouse. Guess I'll get my dream job after all. TL;DR: I'm feeling dejected and I need to vent. I've been rejected by almost everybody. The few times that I get feedback from a recruiter, it's about how my industry (telecom) isn't relevant. The worst part is that I feel like having too many short stints has permanently messed up my resume. But I have almost nothing else to put on it. It's like I'm getting re-victimized by my shitty bosses / companies every time I get rejected and every day that goes by without a win. #Resume + DramaTelecom is a small industry. There aren't really that many companies to work for in each market and most people have at least one common connection with the other reps in their markets. Major Account Executive @ Fortune 100 Telco in "NFL city"
I had a pretty small account base. Less than 30 accounts, but most of them weren't even serviceable. We did, however, have a cloud and managed services division that I could sell to them through. It was sold off after 3 months. Manager quit after 4 months. New manager put me on pip on his first day at month 4. Considering that I didn't really sell much, I believe I actually did really well. First off, I actually was able to get appointments in most of my accounts. Most of them were historically dead accounts. I had 3 opportunities that were in the top 50 of the entire company in terms of potential revenue. Unfortunately, all of the opportunities that I should have inherited in my account base were siphoned off by shady reps in other market segments. I actually had to go back and resell a deal in my own account at 2x the original price because the other rep basically lied to get ink and I got 0 credit. Drama: My new manager actively sabotaged me. Unwittingly, I exposed his lies when he had a toxic-teammate[tm] of mine (who he was having an affair with) spread around that he was a sales manager at his previous company. However, my friend was his coworker there so I knew that, in fact, he was an account manager and not a sales manager. My new manager wrote me up for being late when I had appointments on my calendar that we had written discussions about. Stuff like this happened quite frequently, and when I showed HR the proof they did nothing. HR actually said that they could "accelerate" my pip plan at their discretion. I had an appointment at 8:30AM once, and he wrote me up for not coming into the office first and then driving 30 minutes to my appointment. I found out much later that toxic-teammate[tm] tried to block my hiring and actively tried to get me fired. Her ex-husband and I used to work together(didn't even like the guy). <2 months gap in employment because HR pushed back my start date by over a month...> Senior Account Executive @ Regional CLEC Telco in "NFL city"
I took this job because the comp was accelerating 200% and beyond just hitting quota. I was sure I was going to clear $200k that year. Well... then the reality check hit when the fine print said that was only for customers in select "business parks." Ok, well there were still at least some accelerators for where the major businesses were. Then the company took away all of the on-net buildings where the money was after about 2 months and gave them to one guy with 0 telco or sales experience on our team. No problem, I'll hit up that list and max my comp out. I proceeded to paint the town red. I hit every building and area on the list. Then when it came time to deliver, the company didn't even have the contract for the infrastructure. They kept lying to me, making excuses for why every deal that I had wasn't serviceable. One area had damaged fiber, and so they just left it unfixed. The other area had misplaced access points, the other area... etc. etc. Then come to find out, they couldn't pay to lease the fiber or the equipment. They blocked my sales, pip'd me and fired me. Fortunately, I already had one foot out the door. Rules For Spotting Toxic Managers / Companies
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| Anyone know of a good, cheap, second number app? Posted: 05 Nov 2021 11:15 AM PDT Let me kind of explain my situation. On Monday I started on our UK team so I now have a UK phone number. When doing this I lost the US phone number I had. In the software we use to call I can set my phone number to any CC and number I want it to be. I use my cell phone when calling the United States because if someone calls me back I'd like to be able to answer it. Also, Americans don't want to answer +44 numbers. Anyway, I tried using Google Voice. However, upon calling myself I realized that my phone number was flagged as spam. I don't really know what else to do so I'm looking for an app I can download on my Android phone that would give me a second number that's not flagged as spam. Anyone have any recommendations? Edit: Going with Text Now as I've heard countless prospects use it so it must be good lol [link] [comments]  |
| How difficult is it to land a job selling medical devices? Posted: 05 Nov 2021 10:21 AM PDT Hey guys! I'm a 19 y/o kid with no sales experience and I'm currently in school for machining. My idea is to get hired into a medical device company as a manufacturer. 2-3 years down the line try and wiggle my way into a sales position. The plan is pretty solid except for the fact that I've realized that I don't like machining… at all. Without the passion behind machining I worry that I won't be able to land a job at a device company and now I'm kinda stuck with debt and a degree I don't particularly want to use. I have a few questions.
Thanks to all who read and answer! [link] [comments]  |
| How do you have the mental energy to send out loads of personalised mails? Posted: 05 Nov 2021 10:02 AM PDT I'm asking because I cold call then follow up with a mail. I feel so burnt out trying cold emails and personalising all to take notice. [link] [comments]  |
| Any tips for Social Selling via LinkedIn Posted: 04 Nov 2021 11:20 PM PDT I've recently started approaching more people via LinkedIn, once/if connected, about having a brief chat regarding our solutions for the OTT industry. I'm just wondering if anyone has any experience/best practices for increasing meetings with Social Selling ether with LinkedIn or not? [link] [comments]  |
| Posted: 05 Nov 2021 09:51 AM PDT I know we all got some practice in MS Office or Google during the pandemic. I think the whole world is on the brink of death by PowerPoint. How do you keep your presentations engaging? Do you have any steadfast rules for length/content? Please include what you sell in your response so I have an idea. Thanks! [link] [comments]  |
| Posted: 05 Nov 2021 09:51 AM PDT I'm a SDR for a healthcare company. I've collaborated with a few other SDR/BDR from various industries to share ideas and do some role plays over zoom. I've found this to be incredibly helpful and keeps me sharp. I wanted to see if there is any interest in others wanting to do a monthly or quarterly zoom call to do the same. We could even set up groups and rotate. Would anyone have interest in exploring this? [link] [comments]  |
| Do you think forecast calls should be held in a 1:1 setting or as a full group/team? Posted: 05 Nov 2021 09:49 AM PDT Curious as to this sub's thoughts. I am currently with an org that does forecast calls as a full team (30 members) and it just feels weird. Listening to managers question reps about deals/next steps/putting them on the spot, just does not feel very efficient for everyone that does not have any deals in month/in question. Also feels strange putting each rep on the spot and grilling them in front of the group when they don't have much info on a deal. Thoughts? [link] [comments]  |
| “We always get three quotes / We want to see what others have to offer.” Posted: 05 Nov 2021 09:41 AM PDT For this of us who do direct B2C l, in-home sales…how do you handle this objection?Especially when you are the first one in the door. [link] [comments]  |
| Posted: 04 Nov 2021 03:46 PM PDT I'm helping an AE friend find a job and encouraged him to cold email VPs/managers about open roles. He got an interview scheduled in under an hour. Template below with details edited out. Hi name, I've been following companys success since your (insert news or replace with other personalization) and happened to notice the company's sales team is looking for an Account Executive. Reaching out as I'd be excited to connect with you about my interest in the role and share what my experience in software sales would bring to the team. As a top performing Account Executive at company, I've closed enterprise deals with clients like x and y and (insert good reason for leaving) am currently looking for a new opportunity to work with an industry disruptor like company has become in industry. What I find most exciting about the role is (insert what excites you that shows you know the product). It's a story I believe I could tell well in the position. Bringing my experience (insert qualities that match posting) and a passion for consultative software sales - this could be a great fit based on the job description listed. Would love to introduce more about myself and learn more about your team and the role. Do you have 15 minutes to connect this week or next? Best, TPRT [link] [comments]  |
| Job offer moving from technical role to sales Posted: 05 Nov 2021 08:50 AM PDT Hey guys, My current role is with an established company in the laboratory automation space as a technical specialist, specifically post sales support. I just received a verbal offer with a well funded, relatively new/small laboratory automation company for an inside sales role (lab device sales). My current salary is $115k, new role would be $90k base + $50k commission (uncapped) at plan. Mostly fielding sales inquiries and guiding potential customers from point of contact through the end of the sales cycle. They're offering $6.5k in equity as well (they haven't gone public yet). 100% remote. I'm currently traveling 30-50% for onsite support. Just wanted to get a general vibe check on how this offer stacks up. This would be my first sales role as well as my first sales role offer so I'm not sure what to look for/be excited about. Going to a lower base salary makes me nervous but the company is on pace to double last year's sales ($20M to $40M this year). How should I be looking at OTE? Is that generally a stretch or should I be thinking of it as what I'd expect my total comp to be? Any thoughts would be appreciated! [link] [comments]  |
| Does this commission scheme make sense? Posted: 05 Nov 2021 08:38 AM PDT I work in a relatively small company (~40 people) as a sales engineer selling software. Our company serves a pretty niche market but covers a lot of different industries. I have never really thought of our commission scheme being out of the ordinary, but since reading some posts here and talking with colleagues I'm starting to suspect it could be. The way it works is that commission is entirely based on new sales revenue, however we all have renewals goals as well that are separate. Our renewals are around $300k for sales engineers and $600k for senior sales engineers. Our new sales goals are also those amounts, $300k for sales engineers and $600k for senior sales engineers. Our commission starts to kick in after we've brought in over 4x the amount of our base pay in new sales, so for instance in my case I have a $67k base which means my commission would start to kick in around $268k. After this point I would get 5% commission on the next $67k, 10% in the following $67k, 15% on the next, and so on. So it increases by 5% after every base pay chunk you make after you've reached 4x your base. (Hopefully that makes sense!) The thing is, we don't have a ton of incoming leads and most of our work is outbound (webinars, LinkedIn outreach, conferences), and the year over year revenue for individual sales engineers can vary quite drastically. For instance, last year one of my colleagues brought in $300k and the other $700k (they're both senior), this year it flipped and the one brought in $700k and the other $300k. I personally have never even reached my goals, but I have more then doubled my new sales every year, which doesn't do much since I'm not in commission territory and I get docked on my bonus for not reaching my goals. It just feels very unsustainable at times, and kind of up to the luck of the draw. Our sales cycles can also be extremely long dragging out for multiple years in some cases. Does this sound like a normal commission scheme for a sales engineering job? I just wonder, since all of us have bachelor's and master's degrees in engineering and we're working on sales, should we be making more money? [link] [comments]  |
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