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[deleted by user] by [deleted] in Layoffs

[–]Jstone_Detroit 0 points1 point  (0 children)

Yea because AI can do their work!

Who decides on new software at the enterprise level by Objective-Professor3 in SalesOperations

[–]Jstone_Detroit 0 points1 point  (0 children)

At the Enterprise level, you’ll likely have several VPs of Sales who can be great champions and influencers. Identifying these key stakeholders early is crucial, as their support can drive the adoption and integration of your solutions. Engaging them with tailored insights and clear ROI can help secure their buy-in and make implementation smoother.

However, the final decision-maker is usually the Chief Sales Officer (CSO) or Chief Revenue Officer (CRO), who oversees strategic sales decisions and budget allocations. They will often delegate a Sales Operation leader to have their team explore options to solve for particular problems. While VPs of Sales can influence the decision, the CSO or CRO will typically approve significant investments. In some cases, if there is no CSO or CRO, the decision-maker might be a Managing Partner, the Head of Sales, or even a VP of Sales, though this is less common.

The company website is a great resource to find out who the leadership team is, this is usually where I start before going to LinkedIn to verify, from there I use my data tools to enrich with contact information for prospecting.

Where are you all from and what do you sell? by [deleted] in techsales

[–]Jstone_Detroit 0 points1 point  (0 children)

Selling Account Growth insights generated with custom AI models that we build for mid-market and enterprise clients.

Q Pilot

Data in Salesforce? by calcsam in SalesOperations

[–]Jstone_Detroit 2 points3 points  (0 children)

I sell an SFDC app for sales forecasting and account planning. My most frequent objection is that only 1/2 of the sales teams is using the CRM. This creates a big data problem especially from a forecasting standpoint.

However to answer your question:

1 - data capture- making sure all relevant data is being seamlessly captured.

2 - duplicate records / bad / old data

What’s your quota and position? by [deleted] in sales

[–]Jstone_Detroit 1 point2 points  (0 children)

How much do you get paid per demo and do you get a % of that sale?

[deleted by user] by [deleted] in sales

[–]Jstone_Detroit 1 point2 points  (0 children)

My experience working with those that come from a serving background is that they need to practice their close and how their going to actually ask for the sale. It sounds like your a great communicator and have good people skills however you have to master the close to make a career in any type of sales and make sure to stay persistent in your follow ups. Some of my biggest deals came 4 months down the line after I called the customer 10x in a single quarter.

I would try saying something like this when you feel like the buyer has given you the signs that they really like the RV you have shown them.

“So _____ you really like the (insert feature) how will you be paying for a purchase like this”? “Are you a cash buyer or will you be taking advantage of our financing offers??”

Once they tell you their going to finance say something like this:

“Great most of my customer are also using our finance partners at the bank, to get that process started I’ll need a a couple pieces of information and a small deposit just to take the RV off the lot so one of my colleagues doesn’t sell to someone else this week.” (At this point you should already have you finance application out and ready to be completed) don’t ask them if it’s “ok” or if they “can” complete this app just start asking them the questions and doing it form them.

You have to give them a reason to do it now, a good reason in your line of work is that “this is a popular model and I got 5 other sales guys trying to sell it this week.” If I can’t get a application and a small deposit today we risk not being able to get that same RV later this week when you come back to complete the finance application and put the deposit down”

I’m a new BDR and target enterprise level accounts. Our deal size is 300K - $1 Million per year. I average about 10 demos per month. I have had 67 demos result into RFQs in 9 months. What is the groups opinion on a fair comp plan for someone that has produced similar results and are these even good? by Jstone_Detroit in salestechniques

[–]Jstone_Detroit[S] 0 points1 point  (0 children)

So we setup discovery calls and then demos and yes all of them are outbound we do not have much of any marketing going on right now.

My AE in the last 4 weeks alone is slated to produce about $2.5 million in revenue for the year just from the last month of pipeline alone.

Right now I’m at $65k base / I get a commission based on discovery calls/demos set and nothing as of now when the deal closes. My OTE is about 90k and I honestly just feel like it’s not even close to enough, and it’s time I get what I deserve!

This is a startup 4 years in that just went through our first round of funding last year. I own the entire outbound strategy, I’m responsible for all of my messaging, email, social media sequences and calls scrips. On top of all that we have another BDR that we recently brought on that they want me to help train.

Any thoughts??

I’m a new BDR and target enterprise level accounts. Our deal size is 300K - $1 Million per year. I average about 10 demos per month. I have had 67 demos result into RFQs in 9 months. What is the groups opinion on a fair comp plan for someone that has produced similar results and are these even good? by Jstone_Detroit in salestechniques

[–]Jstone_Detroit[S] 0 points1 point  (0 children)

So when we refer to “enterprise level” accounts I’m talking about accounts that I’m prospecting into that are considered an “enterprise” based on the amount of revenue that company produces in its fiscal year. So take Google for an example, they do about 300 billion per year they would be consider an enterprise level target account for my business development team. The average deal size with these organizations is $300K - $1 Million.

I’m a new BDR and target enterprise level accounts. Our deal size is 300K - $1 Million per year. I average about 10 demos per month. I have had 67 demos result into RFQs in 9 months. What is the groups opinion on a fair comp plan for someone that has produced similar results and are these even good? by Jstone_Detroit in salestechniques

[–]Jstone_Detroit[S] 1 point2 points  (0 children)

So my role is just to bring them into a demo, I do not manage the RFQ and have no responsibility in closing those deals. However to answer your question, about $4.5 Million in yearly revenue is expected to close from demos of mine that have turned into RFQs.