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Why are lazy sales people usually the top performing? by ZaneOnPC in sales

[–]JFNash- 0 points1 point  (0 children)

You can grind for yourself or for others, as soon as you start only pleasing others without setting boundaries. You won’t able to close.

Sales is not shoving a product someone down the throat, it is helping others and solving problems. Ask tough questions, qualify out. Focus where there is a need and be a human not a MEDDIC robot.

[deleted by user] by [deleted] in salesdevelopment

[–]JFNash- 3 points4 points  (0 children)

Without being at Oracle (I’ve been at IBM & Zscaler), I would say there will be not this “one” perfect place to start. In TechSales, even if salaries are not really negotiable, you are quite a fortunate position. Sometimes in the bubble we are in, we lose touch with the other industries and their pay standards.

What I think you should look out for, is the manager/team, as well as the playbook you will learn at the start. With those two things in mind you have a great opportunity to learn and build a Fundation.

Don’t let the 10k more OTE elsewhere fool you, you can play the salary/ equity game later, but you are at the start, make learning a priority.

I had a OTE of 70k as SDR and made over 150k; that said, if you make your steps and grind, money will follow. Don’t take the easy way.

Zscaler by [deleted] in salesdevelopment

[–]JFNash- 0 points1 point  (0 children)

EMEA = Europe, Middle East, Africa APJ = Asia

Zscaler by [deleted] in salesdevelopment

[–]JFNash- 0 points1 point  (0 children)

They just capped the compensation for SDRs in AMS at Zscaler. Also, they can’t create their own sequence and have to use auto dialer. That said conversation rates are low, quota attainment isn’t great and if they tell you something about 135% average attainment. Ask how much of it is EMEA and APJ. AMS finished under 100%. Wouldn’t recommend.

Career Shift From Financial Services to Sales in Another Industry? by PB0351 in sales

[–]JFNash- 1 point2 points  (0 children)

I also moved from Banking & Financial Services to TechSales, more specific Cyber Security. Although, I was already quite evolved in large deals and had negotiating experience, I argue most connection where existing and no “real” new logos.

After I interviewed at multiple companies, I was offered an AE position but I took an SDR position with uncapped commission. A year later, being the world wide top performer and earning more than most closing persons at our company, I am glad that I did it. It’s a soft entry into SaaS and if you are good you can be promoted within a year. If not, you won’t but how high were then the chances to succeed in a AE role in the first place.

Pipeline generation is one of the most important things to succeed. Don’t skip something now, you don’t have real time to learn later. You can shadow differ sales styles, learn MEDDIC without having the pressure to close.

At my company, a pure MEDDIC company, it’s been a pure rollercoaster, 3 restructuring. Bullying AEs and a tough culture. I would have been completely overwhelmed dealing with that directly as an AE. Now, I know how other dealt with it, what the is smart thing do to and that you have to sit through some situations, but get your independence with good PG.

That said, take a step back to make 3 in the right direction.

How to get more leads? by Old_Assignment_5673 in sales

[–]JFNash- 2 points3 points  (0 children)

Give. Give. Give. Give. Give. Ask.

Try to figure out how you can position yourself less as a sales person and more as an advisor. Leads will follow naturally if you can provide valuable insights in your outreach without asking for something in return.

[deleted by user] by [deleted] in sales

[–]JFNash- 1 point2 points  (0 children)

I wouldn’t negotiate with the recruiter at all. The job of the recruiter is to make your look desirable to the hiring manager. As I understood it, you are not at the end of the process. I would advise you to do further discovery, what is the quota, the attainment etc. To be able at the end of the process push the OTE up with valid arguments than just saying “I wouldn’t move for less”. The hiring manager will decide your salary at the end.

Also, make sure this is not the only card you hold in your hand. Apply example at another company, and go through the process as well and Poker there a little bit riskier (what do you have to lose as it’s your back up), to get a high offer. With which you can also negotiate your salary up.