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Suave Fedora posted:My only hangup is that I feel that I have to believe in the product I am selling, and while I feel that way about this company, I really won't know its products until I get my boots on the ground. To be successful in sales, you do not have to love the product/service and company to succeed. But if you want to do phenomenally well and move up into management roles, you have to love what you are selling. If you don't, you'll burn out quick which will make you start resenting work and yourself. Your end goal, should be to move out of sales into marketing or you will end up like Sheldon Levine. A broken old man that steals from the company.
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# ¿ Apr 22, 2014 16:23 |
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# ¿ Apr 28, 2024 03:50 |
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jayd42 posted:What other companies have training programs that are worth knowing about? Good training programs are really dependent on the environment you'll be selling in. The poo poo I learned from Vector Marketing selling Cutco right out of high school did not carry over to consultative b2b selling over the phone. The training I received for cold calling while working at call center selling small ticket purchases, also didn't translate to my current sales gig pitching $60k monthly digital advertising campaigns. As a manager you can train people only so much, providing all the tools they'll need to succeed. But at the end of the day the best salesman are the ones that continue to learn, grow, and constantly be pushing themselves forward. Companies like Enterprise, Xerox, Nordstroms, and Hibu are great at training for their sales environment. But what you learn at Xerox most likely will not help if you suddenly find yourself selling print ads at Hibu.
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# ¿ Apr 23, 2014 03:59 |
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Suave Fedora posted:
https://www.youtube.com/watch?v=ROYuupoGarQ Suave Fedora posted:Whether I stay at my current job or find something new, my end goal will always be to move into Marketing. Since you seem so passionate about phones and apps, I would suggest looking into mobile marketing and targeting. Learn everything there is about it from text marketing, to display ads within aps, to paid search. Lot of large companies want to do it because it is the latest thing. Even though the targeting is great, the effectiveness of mobile ads is miles behind computers and questionable. But it seems right up your ally. Snatch Duster fucked around with this message at 05:10 on Apr 24, 2014 |
# ¿ Apr 24, 2014 05:01 |
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Suave Fedora posted:I have to watch this movie now. Depends on point of the ad, but majority of in app clicks are mistakes.
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# ¿ Apr 25, 2014 16:21 |
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Forbes published an interesting article a year ago about using social media to sell. This also is an interesting and helpful ebook about cold calling, using LinkedIn to research potential prospects. I've been doing this for years and it works, might help some of you newer guys.
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# ¿ May 19, 2014 18:46 |
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Shbobdb posted:THE EMPTINESS I think all sales people have this feeling. No matter how great I am doing, there isn't a since of accomplishment I think. Landing large accounts/prestigious accounts, getting paid poo poo tons, or knowing you won over [rival company name here] feels great and all. But that void is still there it seems. The work to life balance is amazing though. For me the emptiness is lack of challenge and grass is greener, I believe. But whenever I think of making a switch over to operations, I just listen to them on break bitch about not having enough money. That keeps me motivated.
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# ¿ Jul 23, 2014 21:00 |
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lazercunt posted:I think it might be more for people in new account/cold calling kind of sales. I only do established account sales (I'm a tobacco rep) and I don't think it has the same feeling. Everyone knows who I am and remembers me when I walk in the door, for better or worse, and that's a cool feeling. Cold calling is lovely but you have to do it. To me, it never was soul crushing, I am at the point in my career where 80% of my new business is referrals. The challenge is gone and the high of closing is mild at best. Jim Camp is like every book on selling I have read. After reading SPIN Selling, I immediately compare the new books process to SPIN. Its like Kant but for sales. I been training two new people and I love seeing them grow, but when comparing them to me at that time in my career they are slacking. Are there any good reads on motivating or structuring junior sales roles?
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# ¿ Jul 24, 2014 06:10 |
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Fisticuffs posted:Thread, I highly recommend moving into referral selling as fast as possible. Every referral needs to be a solid lead, otherwise they are luke warm leads that you get from management and you'll be slamming your head into the phone everyday cold calling. Asking off hand or mentioning you work off of referrals will not generate quality leads, at best you'll get a bunch of throw away names. You need to be methodical with your approach. Make everything about you scream "I WORK OFF OF REFERRALS, YOU ARE LUCKY I EVEN FOUND YOU!" To nurture this aura that you are a referral guy, there is several things you need to do. Your voicemail tells the caller that you are engaged with client because as they know, your clients are the most important thing to you. But you will call them back at [dedicated time] in the order that you received the calls. Or they can reach you at your email. The next thing you do is open and subtly drop in that you work mainly off of referrals in your selling phase with new prospects. This will prep them later for you asking to set up a meeting to go over referrals. Offering compensation as a bonus for referrals that become clients is another great way to warm clients up to the idea. This creates a win/win/win scenario which people are always open to. You get new business, your client gets $$$ off his next bill, and your new client gets product/service she needs. Once you have satisfied your customers needs and they are happy with you, schedule a referral meeting. Before the meeting, spend 45 minutes going through your client's LinkedIn account and find connections that could use your product/service. Ask your client how well they know these people, could they use my product/service, is it ok if I name drop you. Then take notes on each possible referral. Come up with 5 - 7 possible referrals, a few will be garbage but maybe 3 will be a strong lead. At this point your client should be excited by the possibility of getting compensation, helping you, and looking like a hero to your referrals that she'll give you several more that she has thought of during the meeting. It is also key to remind your clients that you do sales, but the most important thing to you isn't money but referrals. Your clients and potential clients success is what drives you, and that you work super duper hard for them. Referrals isn't a nice bonus for a job well done, it is your compensation.
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# ¿ Aug 15, 2014 23:20 |
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A lot of people complain about cold calling, even I do at times, but it isn't that bad once you get use to rejection. The big thing for people is that your success, failure, growth, and responsibility is on you, no one else. If you work in operations, logistics, management, etc, you can blame anyone and everything on your failures. In Sales, its your fault and rightly so. Did you grind out phones this week? Have you learned what not to say? Have you grown balls and asked for the money? How persistent with follows up are you? Are you prepared for the eventually of taking calls outside of work hours? This poo poo, you have to own because it comes with the role. If you want an easy salary where you punch in and punch out, do not do sales. The best sales jobs are the ones where you make money without having to do data entry, legal crap, and point of contact for clients. Where you are just bringing money doing what you do, selling. A great salesman's blog I been following is Steli Efti, the CEO of Close.io. http://blog.close.io/
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# ¿ Aug 27, 2014 23:26 |
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this little bastard posted:For a resume in a business development role, would you take client retention into account or just leads converted into clients? I'm in a position where I might get prospects to put money forward for a trial period but then many won't commit after that, so how do I put this in a resume and have it be positive? Growth Hacking Expert. Client retention shouldn't be important to NBD because you are focused on new clients, not maintaining a relationship with an existing ones.
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# ¿ Nov 12, 2014 09:21 |
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Good luck man, but keep in mind you will want to jump to another company out here. That pay is sub par even for entry level. However, if you only care about promotions i would suggest not doing sales. If you turn out as a steller salesman, you will make more money selling as opposed to managing.
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# ¿ Jan 14, 2015 08:18 |
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ConspicuousEvil posted:Does anyone have any experience doing sales at UPS? I have a phone interview with them tomorrow and would love some insider perspective. I've never done sales before (former teacher), so I'm not entirely sure I'll like it, but with a company that large, I imagine there's upside in terms of mobility. I had a nice middle age lady work with me recently that did UPS sales for a decade. She said she liked it but it was boring at times. When she did it there was a lot traveling because she was in a rural area, also this was in the 90s. Bet things have changed and its probably decent. With that said, never go into sales with the mind set of getting promoted. You will fail at sales or you will fail at being promoted. Very few salesman want to gef promoted out of commissions.
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# ¿ Jan 16, 2015 06:55 |
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Waroduce posted:Going to a regional Law tradeshow/convention where vendors are "encouraged" to dress as their favorite superhero. Id normally bail, but one of our clients invited us and they are a top 10 law firm in the state Dress as Harvey Birdman Attorney at Law, I bet your client will love that.
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# ¿ Feb 25, 2015 19:27 |
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Jahoodie posted:I don't have sales experience, and I work in Sales Operations. I've been working with our Incentive Comp team on contests and overall strategy, any chance someone has book recommendations for that side of the business?
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# ¿ Mar 26, 2015 22:15 |
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piercedbronson posted:I just took a job as a 'sales assistant' at my local BMW dealer and I'm struggling badly with confidence. Do you also do this when you talk to your girlfriend? Pretend you are talking to a chick you just had a great date with and be yourself. From what yoi said about your role, it doesn't sound like its your job to close. Just have fun with it since it his commission check not yours.
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# ¿ Mar 30, 2015 23:36 |
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sbaldrick posted:Mostly it's because people have forgotten what assistants are for. I have yet to see a reason that most managers and executives are doing their own typing when in theory they should have better things to do with their time. Most companies would be better off with assistants around then without people having them. I can't remember my kids birthdays or find where to get my clothes dry cleaned. I NEED an assistant!
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# ¿ Apr 13, 2015 17:12 |
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Pierced Bronson posted:That's not much of an issue anymore, actually. We struck a balance where I get to send a follow-up email, and then the salesman will do the actual "call"-back. I send the emails from the salesman's account so it shows up as being written by him, which is a little sketchy to me, but unlike the alternative it doesn't make me suffer a debilitating neurosis. What you should do is make a sale yourself from one of his customers. Car Sales is like Highlander or something.
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# ¿ Apr 13, 2015 23:11 |
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mutantmanifesto posted:Question for you sales folks. Let me know if this isn't the right thread for this, I haven't really gotten through all of this sub-forum yet: He should apply to any inside sales role that also has some outside sales responsibleties. He needs to find a company that sells expensive products to make decent money. He could work at a call center selling poo poo constantly using Straight Line, but to find one that he can make decent living from will be hard. In my industry, digital marketing, he should look at Hibu and GO Digital. They are great companies for sales folks. 50k base + commission + residuals. My brother is made 145k first year in the industry, his only experience was at a call center and Enterprise Rent Center.
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# ¿ Apr 17, 2015 15:36 |
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devoir posted:It was a start of financial year internal event. An absolutely mindblowing way to start a new position, and a really good opportunity to build relationships with the remote members of the team (of which I'm one). This will be you soon.
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# ¿ Apr 22, 2015 00:55 |
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devoir posted:I'm in Sales Engineering Is that fancy way of saying sales support?
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# ¿ Apr 25, 2015 02:00 |
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Kraftwerk posted:I have a lead on a new position. This time around I'd be working for a company that sells highly customized industrial packaging. They got a lot of big name customers since you need to have special packaging designed by engineering teams to ship things like medical equipment or aircraft engines. That is hell of a lot work for a job with a 90k FYOT. Unless you want to travel that much for work and hardly ever seeing the sights, I would say take it. If you are in it just for the money you can easily find jobs where you don't travel at all for the same pay.
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# ¿ May 5, 2015 23:23 |
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Kraftwerk posted:Normally it's a 70-30 framework, I estimated they'd shortchange me on pay because I'm making 45k now and their first question will be how much I'm currently making. That doesn't matter for the most part in sales. If the company is really interested in how much you made instead of how great you would be at selling their product, they would ask for a pay stub or your W2. This way they could prove how much you are worth as a salesman, and pay you accordingly. You probably wouldn't want to work for a company that did this, unless you are a great white shark that could kill it in commissions.
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# ¿ May 5, 2015 23:37 |
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Kraftwerk posted:So anybody got an interview tips? I will be interviewed by the Executive VP for a particular industry segment this company caters to, the regional general manager (This man will be my boss) and the HR lady. Be passionate about your sales process and how you will apply it to their product/service. Basically show them how hungry you are.
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# ¿ May 13, 2015 00:24 |
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Waroduce posted:What do you guys think about copier salesmen or the copier industry I think copier sales is like that clip from The Office where Michael is presenting to a MBA class. https://www.youtube.com/watch?v=jkRWYC28-Nw EDIT: found one that works. Snatch Duster fucked around with this message at 21:30 on May 13, 2015 |
# ¿ May 13, 2015 21:27 |
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Xguard86 posted:Question for the thread: what is your preferred sales and marketing tool(s) intelligence tools? I'm helping my market director look through options and figure out our best fit. Are those 2k people all salesmen? Or is your team relatively small? You could get subs to sites like Zoominfo or whatever, but in my experience LinkedIn Sales Navigator has been by far the best for my team and our clients.
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# ¿ May 20, 2015 15:16 |
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Never heard that one before.
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# ¿ May 22, 2015 22:08 |
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Jordan7hm posted:A salesperson being a bigot? No, as an objection. Racist salesmen are more common than dimes.
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# ¿ May 22, 2015 23:53 |
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Never pitch the bitch heheheh amirite guys
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# ¿ May 23, 2015 04:44 |
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Kraftwerk posted:What's the best way to qualify leads? I use LinkedIn clipper. You can export entire list of people with the title, industry, location, and years with the company into a csv or xml file. Convert that over to an excel and presto, you're good to go.
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# ¿ Jul 27, 2015 03:14 |
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Kraftwerk posted:Wow that's amazing! I could totally pull that off. And your move to personalize the solution according to their vision is really clever, I like that. What you need to do is help just 3 people a week with their problems, that your company/product can solve obviously. Frame the call as exploritory when they reject you for "reason" ask if they have any problms you could help with or take some work off their plate. Snatch Duster fucked around with this message at 02:40 on Aug 17, 2015 |
# ¿ Aug 17, 2015 02:34 |
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https://autopilotforlinkedin.com/?try=5091 Been using this for NBD, works great. My process is crawl peoples profiles, when they view my profile I email them, and send a connection request stating I sent an email. I then use YesWare to notify me when they open the email, then I call and start the sales process. Pretty neat little app imo. Snatch Duster fucked around with this message at 04:41 on Sep 3, 2015 |
# ¿ Aug 26, 2015 21:30 |
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Digital marketing. Solid track record of growing brands and focus on revenue-centric strategy makes selling easy once I am in door.
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# ¿ Aug 29, 2015 21:39 |
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Kraftwerk posted:Just landed my first purchase order in my entire sales career! Suddenly it feels like it was all worth it. It won't mean anything next month.
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# ¿ Oct 15, 2015 21:57 |
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Waroduce posted:So Ive moved into a SLED bidding position for my company where I fill out and present RFPs and bids. When I win I turn into the project manager on it where I run everything. is anyone in a similar positions or can recommend some books on project management? The bigger question is why the company is having a sales rep be a project manager. You should be more focused on bringing in new revenue instead of insuring what you sold is done, which obviously distracted you for many hours if not days or weeks, resulting in less sales for you and the company. There should be another person at the company as a project manager. Perhaps ask older reps or your manager on how they would tackle this sort of thing. Snatch Duster fucked around with this message at 20:36 on Dec 29, 2015 |
# ¿ Dec 29, 2015 20:33 |
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DogsCantBudget posted:Anyone willing to review a resume to help me make my 3 months of SE experience look powerful and captivating to be able to score a different SE job? Do you know your numbers? Cuz they are the only thing that matters really.
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# ¿ Jan 16, 2016 22:36 |
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DogsCantBudget posted:I was in it for 3 months...in a non commission demonstration based role...There were no numbers to talk about. I did a total of ~20 demos during that time, none of which were end-stage or culminated in a sale. Uh, so what did you do in the down time between demonstrations?
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# ¿ Jan 18, 2016 01:11 |
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DogsCantBudget posted:Prep for other demos, read sales books(since I had just moved into sales), listen/sit in on other peoples demos, learn how to use Salesforce a bit(since I had never used it before), lear more about the product, read white papers, etc. Here is a small write up I would use on my resume if I had your experience - Gave 30 product demos in 60 days - Move $XXX through pipeline - Wrote custom X tool - Salesforce CRM trained - SPIN and Strong sales trained Besides that you don't have much. Being a product demo/slide deck sales guy sucks. My suggestion is finding an outside sales gig or a gig that you control the entire process from cold lead to demo to close. That way you have skills at every stage of the sale cycle, which makes you a better catch for sales directors. As it is right now, most companies are trying to turn their sales team into the model in Predictable Revenue, which worked very well for Salesforce. shut up netface posted:I'm really really excited that I had found this thread. 2.5 years as a product demonstrator is quiet long. I am surprised you couldn't move into another position, gently caress even a trainer would be better. My suggestion is finding a company like Hibu (they sell digital marketing) who love their sales folks, give large base salaries, and great commissions. From what I understand of their org they have three positions; Outside sales rep, product demo, and retention. Product demonstrator is typically reserved for outside sales rep to move into once they understand the product really well, but you don't want to fall back into product demo trap again. I guess my advice fits for both of you, find a company like Hibu, that will give you a shot at outside sales. Most of these outside sales type of companies are going to be marketing agencies since SaaS and hardware like do poo poo ton of marketing so they can bring in leads for their sales teams. Or you'll end up working for a regional company selling prosthetic limbs or drugs. These marketing qualified leads, as you experienced, are typically poo poo. While the outside sales guys get to bring in the sales they want to pursue, which typically are bigger deals.
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# ¿ Jan 18, 2016 17:09 |
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shut up netface posted:Thanks! Training wasn't a full time position or part of management path? That is very odd and worrying. Print advertising is horrible, its not the 90s anymore. So companies like Yellow Pages and Hibu aka Yellow Book, have moved over to digital. The cushy sales gigs there are outside sales one where you bring in new business and the other one is the retention, where you move over existing print clients to digital. Base is $52k + about $10k in benefits, if I recall.
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# ¿ Jan 18, 2016 21:26 |
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shut up netface posted:it's a commission only gig, you're completely independent, and you'll usually work 5-10 days straight, then have approx the same time off, and management is extremely hands off. These take place from opening to closing in retail venues (primarily costco). Admittedly, its an unorthodox line of work but in 2015 i made a rough calculation on my gross income for the year and it was pretty much the same as Hibu. At Hibu, i know this to be a fact since my brother works there, he makes 52k base and commissions is netting him 112k last year. He roughly worked 5 - 10 hours a week from home. He is by no means the top 20% in the company.
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# ¿ Jan 19, 2016 16:35 |
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# ¿ Apr 28, 2024 03:50 |
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Kraftwerk posted:Any tips on how to market myself better for a new outside sales position? My company has basically thrown me to the wolves and my sales director still hasn't given me any training programs. I'm brand new to the sales world and I thought I'd get some proper sales training. That was not the case. I'm probably secure for the rest of the year after they firm up what kind of numbers I'll need to meet. But I've been fruitlessly getting the door slammed in my face over and over and the only business I am even coming CLOSE to securing is a 200 grand deal to our competitor who is reselling our product with his own margin added in. There is always a better sales job out there. Knowing your numbers, and having good ones, isn't that big of deal but it does help prove you know your poo poo and that you are a professional. I went from inside sales call center to an outside sales position, then moved into manager within two years. The trick is finding the right company. I would recommend finding a company that has growth potential that you can directly affect with your sales. That way when it is time for promotion or increase in salary, you have really strong case since you directly affected the companies growth.
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# ¿ Jan 19, 2016 16:41 |