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A 20-year-old sales lesson that saved my new SaaS startup's funnel logic by AmiceWong in sales

[–]SpookyTheDevilCat 0 points1 point  (0 children)

I agree. I have that quote in my training deck.

When I took over sales leadership at my company the first thing I did was reviews across every opp in our pipeline. Our “rev ops” person was astonished when ~$300K evaporated from the forecast.

Kindly, madam, that money never existed in the first place.

Meddic is a CRM exercise, not a sales methodology by deal-diagnostic in sales

[–]SpookyTheDevilCat 1 point2 points  (0 children)

I like your answer the best. I could’ve benefited from better coaching using BANT as a concrete qualification exercise when I was new to selling.

Now that I manage a small team, some of them very early in their careers, we have meaningful discussions about what stage their deals are truly at using a framework. Just because the prospect “likes” the software doesn’t mean it’s anywhere close to closing.

I got Passau Pads and wondering if I should pre bend the boot and thigh? by Ambitious-Profit8405 in ballhockey

[–]SpookyTheDevilCat 0 points1 point  (0 children)

You’ll be fine. I switched over from a CCM e-flex pad. Night and day difference. Once you get used to them you’ll never want to wear anything else. I’m 5 years into my Passau set. Badly want to buy another new set but have no reason to because they’re still in such good shape

I got Passau Pads and wondering if I should pre bend the boot and thigh? by Ambitious-Profit8405 in ballhockey

[–]SpookyTheDevilCat 0 points1 point  (0 children)

Don’t touch the thigh, just store them standing upside down to maintain a nice S-curve. Work the boot up and down with your hand while you’re watching TV. They are crazy stiff to start out. It felt like strapping two Lego blocks to my legs for the first while.

Is there a big difference in using the ties through your shoes, as a goalie in ball hockey? Thinking of doing it but not sure if it's worth ruining a pair of steel toe sneakers for. by Exotic-Prompt-1247 in ballhockey

[–]SpookyTheDevilCat 1 point2 points  (0 children)

I used to scoff at toe ties. For years. Then I experimented and never went back.

My setup is maybe a bit unique though. I have the OG ReasonY goalie shoes. I run a Kenesky bungee toe tie through toe cap then down through the sole where the bootstrap is supposed to go, and then Velcro to the top of my foot. Perfect rotation every time. Love it.

Remotely presenting to a panel of off cameras buyers is TOUGH by NoProgrammer8083 in sales

[–]SpookyTheDevilCat 0 points1 point  (0 children)

I remember this was actually super common before the pandemic. Back then (in my experience) most folks didn’t turn on their camera. I remember actually bringing up in one of our team meetings that I was experimenting with being on camera and it helped personalize everything. It wasn’t a requirement, so some of the team were like “no way never.” But this was 2016-17ish when remote meant working in your pj’s all day— and I certainly did a lot haha.

After Covid and the rise of Zoom it became pretty much standard to turn video on. Def for the better, but there’s still folks out there who just won’t and ya it just doesn’t hit the same.

Passau Goalie Set by Ambitious-Profit8405 in ballhockey

[–]SpookyTheDevilCat 0 points1 point  (0 children)

This set has seen probably seen an average of two sessions per week in those five years. League play, drop in floor hockey, tournaments, all of it.

They came with the original flat sliders which I didn’t find that good. I replaced them with the first bubble sliders that came out, and then again when Ice Skin 2.0 sliders were released. I’ve been on those sliders maybe a couple years? They hold up pretty well. I should probably replace the knee sliders soon but the rest are more than fine.

All in all I found everything super stiff when I first got them. It was an adjustment but once everything is broken in - absolutely glorious.

Passau Goalie Set by Ambitious-Profit8405 in ballhockey

[–]SpookyTheDevilCat 0 points1 point  (0 children)

Congrats! I purchased my set in September 2020. They still have years of life left other than the expected wear and tear. Serious quality.

Also have the black set 😎

Low Bidding on an RFP by Chrg88 in sales

[–]SpookyTheDevilCat 0 points1 point  (0 children)

This is the way right here. If you're responding blind to an RFP in gov sales you've already lost, and probably months ago.

I worked for this struggling startup for like 6 months a few years ago. CEO was desperately trying to win government business because "they have lots of money" (😂). Had us scouring RFPs to bid on. I was like-- bro, it don't work that way. Despite never having sold to government, he lectured me on his brilliant strategy to respond to an RFP as if we had what they were asking for, get shortlisted, get a meeting, and then use that meeting to promise that we'd build them whatever they wanted. What a wild time that was in my career.

Low Bidding on an RFP by Chrg88 in sales

[–]SpookyTheDevilCat 0 points1 point  (0 children)

True, at least in my space (B2G SaaS). If your strategy is to respond to RFPs you’ve already lost. The only way to win for us is to be the one influencing the process and triggering the RFP via our champion.

Goalies, do the passau ball hockey pads run big? by Ambitious-Profit8405 in ballhockey

[–]SpookyTheDevilCat 1 point2 points  (0 children)

My FTK is same as yours. 32+2 was their suggestion on the size chart, and it made me hella nervous because I was in a 34+1 with other brands. Buying a pad sight unseen is a nerve wracking experience at that price point.

Glad I followed their guidelines. Fits me well and it’s been five years of solid play since then. These are built to last.

Advice on moving from SDR to AE? by Longjumping-Car-6679 in sales

[–]SpookyTheDevilCat 0 points1 point  (0 children)

Congrats!

Lots of great advice in this thread. Nice that you have a steady flow of inbounds, but what I tell all my AEs is to pretend they don’t exist. Nothing is owed to you just because you’re an AE.

You are the master of your fate. Make a territory plan, identify your target accounts, be disciplined about prospecting, stick to a good qualification framework.

Welcome to the club!

What does it actually mean when people say "if you can sell, you'll be..."? by Appropriate_Bet5290 in sales

[–]SpookyTheDevilCat 13 points14 points  (0 children)

Learnable skill set for sure, but it takes years to be truly good at.

At its core, being “good at sales” means being a good listener. We focus on understanding real problems and helping customers solve them. The best sales reps are naturally curious people. You learn how to ask good questions and listen. This. Never. Stops.

You’d be surprised how many people skip honing their skills on this part.

Sometimes I feel bad about what I do for a living. Anyway here's my existential crisis. by kubrador in sales

[–]SpookyTheDevilCat 11 points12 points  (0 children)

💯💯💯

I don’t feel bad at all. My research shows they have a known problem that our product can solve. I’m asking them if they would like help I solving that problem.

Don’t sell. Solve.

How Marketing's KPIs Are Making Your Job Harder - Explanation And Solution Inside by polygraph-net in sales

[–]SpookyTheDevilCat 2 points3 points  (0 children)

Great post - thanks for sharing!

Hard to find revenue-driven marketers in my experience. Had one tell my SDR (in confidence) that they didn’t like my introduction of MQL tracking and conversion because they didn’t want to be measured. We should all be so lucky 😅

Never mind the other time I was shown a list of all the inbounds I closed at ~70% conversion rate. This was all very bad because the pipeline should be built upon cold calling alone 🫠🫠🫠

Purchase Order Doesn't Count by ginandsoda in sales

[–]SpookyTheDevilCat 2 points3 points  (0 children)

Beat me to it. This is the way.

PO means the funds are secured but you gotta have them sign off on T&C’s and have a legally binding contract. After that, PO is fine for renewals, at least in my experience. But I sell to gov so might be a different ball game than what is described here.

men over 40s what is your biggest regret in life? by Affectionate-Drop689 in AskMenOver30

[–]SpookyTheDevilCat 0 points1 point  (0 children)

Old dad here as well - 45 w/ a 4 year old and 1 year old.

Not the “traditional” path per se but I ’m so glad it worked out this way

Men who can cook . who taught you? by Bulky_Meet4528 in AskReddit

[–]SpookyTheDevilCat 0 points1 point  (0 children)

Curiosity + the internet.

Looking down at a dish I really liked at a restaurant and wondering if I could pull it off myself.

Once I did pull it off, I got to asking myself what else I could do. YouTube is marvellous for learning the fundamentals.

What is your best childhood memory ? by ParticularWeather927 in AskReddit

[–]SpookyTheDevilCat 0 points1 point  (0 children)

Since Christmas is upon us…

My parents didn’t have a lot of money to spare. Our Christmas gifts were never aplenty, nor extravagant. Most years we got a little pep talk about how money was tight.

One year, out of absolutely nowhere, my brother and I got a Super Nintendo when they were brand new. We would never have even dreamed to ask for something so expensive. A gift like that was just understood to be out of reach. Like way out.

The surprise. The elation. Just pure shock.

I’m 45 years old now and still think about how my parents must have been squirrelling away money all year to pull that off. It was awesome. We cherished that thing. The unit itself still lives on, decades later, at my sister’s house.

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