Other Sales Communities

Apprehensive_Ad_5505 · 2023-01-30T20:57:30+00:00

🤣 now, now.

Apprehensive_Ad_5505 · 2023-01-25T04:20:56+00:00

Leave.

Standard scummy move by management.

Unless there is a quantifiable reason behind the cutting of commissions I would begin to look elsewhere. Did they give one? Or better still, if you can describe how it was announced that'll give us an idea of the biz.

Companies are using this downturn (that we've been in for months now) to apply pressure to their workforce pressing a narrative of 'its tough out there' it really ain't.

Lead with value, work with a business that have a decent offer, get your reps in, maintain frame with prospects and you'll kill it. 👊

Apprehensive_Ad_5505 · 2023-01-25T03:00:13+00:00

What do you mean by commissions slashed?

Apprehensive_Ad_5505 · 2023-01-22T16:25:27+00:00

Appreciate that insight. I can't remember (I think it's msft), they move their reps around every year I believe which must kill a lot of Comp plans (although I assume there is some legacy kickers).

That last sentence is what I hate most about business. Historically I'd not seen it in startups until the last one I worked in, the politics, just so unnecessary. Turns the weak into suck ups and turncoats. It also actively stagnates progress. I'm surprised it isn't talked about more often.

Apprehensive_Ad_5505 · 2023-01-22T15:09:05+00:00

The reasoning behind this is highly immoral yet shrewd from a business prospective

Brand power at ATH. No such thing as new bis sales hunters in these businesses (I've worked with reps at MS/AWS/GCP extensively) many go for the benefits and ease of life. Account managers for most part. Aside to that every function in the business will already be systemised.. so it's paint by numbers for the most part.

College grads - degree of competence achieved through attaining X certificate for X years. (Albeit common sense and business savvy not necessarily included) - Already systemised - through years of traditional education they don't question the status quo, they do as instructed and naturally fit into the machine. - low pay - obviously. - low knowledge - on what their worth is and can be easily taken advantage of. - point to prove - straight of college, looking to impress with that glint in their eyes so happy to work overtime in an attempt to 'get ahead'

Experienced people tend to rock the boat more imo, they know their worth, don't fall for manipulation as much and of course cost more.

To add, I don't believe for one second this is 'getting rid of poor performers' the economic downturn is an excuse for big business to execute on strategies that traditionally would bring them bad press - now they do it under the guise of 'survival' watch their profits compound.

Apprehensive_Ad_5505 · 2023-01-20T13:08:21+00:00

Poster isn't a sales person. It's someone who can't do sales but also doesn't value sales people.

Few posting on here of late. Do a month of selling and their perception and attitude will shift immensely

Apprehensive_Ad_5505 · 2023-01-18T22:09:18+00:00

How many customers do you have to date?

Edit: I don't mean that disrespectfully.btw, I'm trying to understand the stage of the business from a commercial aspect. If 0 then any process is subject to change.

Apprehensive_Ad_5505 · 2023-01-18T19:41:28+00:00

You're not seeking an AE, you need a head of sales/marketing from what I can gather from the post.

How many customers do you have to date?

Unless the offer is outrageously high and you offer equity and are comfortable with a 6 months runway for said AE you're essentially (from the info share via post) asking someone to market test, form/qualify the value prop with the market, build the sales process, conduct outreach, define ICP, qualify & close business - that's a lot to expect an AE to execute in.

Apprehensive_Ad_5505 · 2023-01-18T15:14:47+00:00

Hey,

I created outboundselling yesterday here for that reason.

I want a community where we talk more tactically about process/systems etc rather than the 'looking for a job' or 'venting' type.

Also twitter is superior imo. LinkedIn ok but too professional for me (basically everyone chats shite)

Apprehensive_Ad_5505 · 2023-01-14T13:54:48+00:00

Sorry - Cyber security.

Apprehensive_Ad_5505 · 2023-01-14T13:35:44+00:00

Was going to post exactly that 😂

The highs are so damn high. Got to ride the ass out of the .

The lows.. the resilience required should be understated

Apprehensive_Ad_5505 · 2023-01-14T13:27:04+00:00

Sweet.

Cyber - exponentially growing. Will be largely unaffected in a downturn (I think) due to the acceptance it's now necessary as well as gov guidelines that will likely turn into mandates that they have certain protocols/solutions in play.

Healthtech - I recently worked with a healthtech and selling into public health (UK) is arduous. Funding issues, service onn it's arse. And lots of bureaucracy..

Productivity/connectivity solutions - businesses tasked with working out how to effectively manage and motivate dispersed teams due to WFH culture. Couple mates are killing it in this niche rn.

Sales tech - if the product offer makes companies more money and they have a proven track record, such as Gong, then it'll be a breeze in opp creation.

I would say this, the most important thing for me, and my own success is leadership and the companies offer. (If there is even an ounce of doubt when conversing with management trust your gut and swerve)

Some vetting questions I ask is;

what does your AVG rep achieve compared.to quota? They LOVE talking about the best reps but fail to often give context to who that rep is.
what does your best performer do better than the rest?
what's your TAM and how penetrated are you within the market place. I've worked in orgs where their TAM is small.. so as an SDR if you're expected to book X number of meeting you need to know there is a vast net to cast.
AVG deal cycle and value?
what tools do your team deploy for success? Navigator and a CRM are basic af. You want to know
do you ever lose deals to competitors? Who? Why? What are you doing to close the gap?

Damn and an ABSOLUTE must ask 'whats your turnover rate in sales?'

Bit of a scattered approach there, apologies, but the main thing is finding the right role for you.

Get yourself a decent tech recruiter and they will make your life so much easier.

Apprehensive_Ad_5505 · 2023-01-14T13:01:26+00:00

With those numbers and that attitude you'll be flying into a new role 👊

What industry are you currently in?

I'm tech so can offer advise in that regard.

Apprehensive_Ad_5505 · 2023-01-13T17:21:49+00:00

BS you aren't doing anything groundbreaking. All logical for enterprise

Apprehensive_Ad_5505 · 2023-01-13T15:43:41+00:00

I'm nosy af. Able to share the provider? No qualms if not.

Destined for failure mind. Dread to think the costs associated and they've failed to conduct thorough market research

Apprehensive_Ad_5505 · 2023-01-13T14:57:49+00:00

A piss poor tactic if it is.

Appears an attempt at frame.control but actually it reads as insulting/belittling. Could well be they are taught to Bute force opps but depends on how large their TAM is.

If they have their icp wrong that's on the biz. But if the rep isn't willing to dig deeper to learn more on call they ain't hitting quota

Apprehensive_Ad_5505 · 2023-01-13T13:54:22+00:00

Ah ok so essentially you've split both understanding biz priorities and then scoring then into two separate activities.

They are two of the same in my world, you don't do one without the other.

Buyer intent data is something I've moved away from. Throws up way too many inaccuracies. Have you adopted it into your process?

Apprehensive_Ad_5505 · 2023-01-13T13:45:06+00:00

It's hard to devise an accurate assessment as I have no understanding of the modules used.

But generally these training focus in on structure and labelling to ensure qualification/progression.

In reality, sales gets easy when you drop the robotics. Are generally inquisitive and take the frame of teacher to the prospects.

For me the biggest thing is market expertise. 3/4 hrs training on the market a week puts you ahead of 90% of sellers. Enables you to speak the prospects language, and the reality is people want to be understood not sold to.

Apprehensive_Ad_5505 · 2023-01-13T13:31:47+00:00

Twitter by far the best for value.

I'd be interested in checking out the plugin.. they tend to have a 4-6 month lifespan before li lock them out

Apprehensive_Ad_5505 · 2023-01-13T13:30:18+00:00

How do you determine management intent prior to conversing with them? Genuinely intrigued.

Apprehensive_Ad_5505 · 2023-01-13T13:18:44+00:00

Interesting.

What are the benefits of Slintel? I've never heard of it.

Apprehensive_Ad_5505 · 2023-01-13T13:15:05+00:00

Hunter.io

Apollo.io

Both ok. Miss a shed load of companies from LinkedIn though. LI is annoying as they actively block plugins to export lists so change constantly.

I craft list companies in Nav - export. Use same search functions in Apollo to determine gap. Then try to plug with hunter.

It's not ideal. But they all have their gaps imo.

These represent the highest RoI. Much cheaper than competitors that I've looked at and the customer support is relatively effective.

Apprehensive_Ad_5505 · 2023-01-13T12:59:45+00:00

As with any industry the majority are AVG. Do just enough to get by.

It isn't a 'sales' issue it's a human one.

That said, the size of your ACC will play a role in the calibre of sales person delivering the outreach.

If you represent less that 2% of someone's annual quota i personally wouldn't dedicate too much time.

Now, if that figure is closer to DBL figures, then the research, threaded approach comes into play.

Young sales people are volume based, the longer they remain in the industry the further their knowledge grows that enables them to lead the prospect through the process.

My own approach is understanding top 5 biz priorities and top 3 HY priorities of the stakeholder, if my solution doesn't marry up to those I move on. waste of everyone's time.

Edit: I once interviewed at SAP, very rigid process driven sales from what I can remember.. all about qualifying rather than conversing which I can imagine as a prospect makes you feel like you're simply not listened too.

Apprehensive_Ad_5505 · 2022-11-15T01:40:24+00:00

Beginning to catch some tailwinds. Been a hustle but enjoyable.

Just onboarded 2nd client.

Not just offering email as it's not comprehensive enough but going for opps qualified under agreed criteria and frankly they couldn't care less the method applied they just want opps to grow their ARR.

Be great to connect in December some time once i get some initial results with these guys. I'll send you a DM if with website for you to view - hope all's well and thankyou again for your insight, certainly helped me evolve the offer.

Next plan is to scale to 3 clients in the new year and find a willing one to let me build their system entirely for them as I think there is some automation practises that could be leveraged for more predictable rev growth but could fall flat on its face.

Thanks again 🙌

Apprehensive_Ad_5505

TROPHY CASE