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#Public-Sector-Sales2 Questions to Qualify That RFP
Companies that take a qualify-first approach to RFPs avoid wasting time and money on responses that won't go anywhere. Leverage these two qualifying questions before you decide to respond to the next RFP. #TuesdaySalesTips
Posted about 2 hours ago by
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chat_bubble_outlineDebbie Barnes commented on
#Death2FluffDon't be taken for granted!

You ever take something for granted, just to realize later how much value you were belittling?


Happens all the time in #sales, especially newer reps. They treat the prospect like a customer, which is nice in theory but not correct. You'll see inexperienced reps over-committing by:


1) Doing extraneous support work

2) Discounting and bundling too heavily

3) Being overly available and not respecting their time


And so on. We call this giving the steak without the sizzle. There's this point, and it's not always very clear, where you give too much without enough reciprocity (#psychology), and that overvalue becomes the norm. Once the standard is set of taking without giving, the expectation doesn't go away.


It's rather dangerous and derails deals. The prospect will focus on what they don't have instead of what they do have and the seller can't bring ...

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Posted 12 days ago by
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Zeeshan AhmedLead - Inside Sales & Account Management at Typeset
Belal! Thanks for having me here, it's been a pleasure following you and your content. Look forward to meeting some like minded folks out here. Cheers!
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6 days ago

Benjamin AdamsEnterprise Account Executive Belgium at Intuo
I fully agree with this post. In our company, we typically would say: "Get to give". If your prospect wants something, then ask something in return. 

Allthough, how hard this may seem from a business development perspective, don't forget that most C-suite people, VP, Directors or whomever are probably well skilled in some topics, but probably not as...
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1 day ago

Debbie BarnesEnterprise Sales at Taggstar
I am definitely guilty of doing too much work for my clients!! I do things that really should be on the customer in order to try to speed up the sale, but I see that if I am doing everything for them then when it comes to the customer actually having to lift a finger and get a contract signed, it may suddenly seem like a huge leap in expectation on...See more
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about 9 hours ago

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chat_bubble_outlineDarwin Binesh commented on
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about 12 hours ago

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chat_bubble_outlineJordan Welch answered on
#Bravado-MentorshipFalling into sales?

Most people in Tech sales did not start out expecting to be in sales and did not major in 'sales' in college. I started my career in the deep tech end and have worked over to the customer interfacing side over several years. More important than anything is finding a job you like that can support the lifestyle you want and will give you multiple paths to success. As canned as it sounds, you really don't know how you will feel in a year let alone 10+.

Posted 4 days ago by
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Michael GriffinEnterprise Account Executive at Formstack
"Falling into sales" typically happens the same way: someone moves into a "customer facing role" because they like talking with people and don't even realize that means sales; inside/outside/customer service/etc. - it's all sales.
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4 days ago

David DaviesChief Development Officer at Sandler Training
I confidently strode, accidentally, into the world of sales. 

My plan was to become an International DJ. 

My Parents plan was that I was not going to sleep all day and party all night. 

I went to the local job centre, got a job in Telesales that day.  Selling fish (of all things).

I got into Tech again by accident.  


Speaking to a lady in a NightClub it...
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3 days ago

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Jordan WelchTech Sales Professional at Currently Looking
No such thing as a "sales degree" anyway!

Sales is an intersection of sales, marketing, communication, psychology, customer service, relationship management, and time management. It attracts fascinating people. 

I started in tech support too and they hand-picked me for their first B2B sales team because I was the least afraid to talk to other people ...
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about 13 hours ago

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#IntrosHi, I'm Joyman Chen!

Hi everyone,


It's great to join the Bravado community, I was initially introduced to this platform via LinkedIn, this seems like a great place where people can share ideas and elevate others to be more successful!


I am currently a Senior SDR at NanoString Technologies, Inc. Our company focuses on selling Life Science products into the academic, biotech and government accounts. My experience is pretty varied for the short time I've been out of school, only 2 years. In that time I have back-filled as an inside sales rep, account manager, and SDR manager, allowing me to gain experience from prospecting all the way to the full sales cycle of a complex sale, and even training and managing a small SDR team.


I'm very excited to join this community and connect with others. Please reach out to me if you are just starting out in sales and would like t...

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Posted about 16 hours ago by
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#IntrosRehab for my sales addiction

Hey all -


I'm a sales person and sales enthusiast who is always looking to learn and connect with other like-minded individuals. I came across Bravado after seeing Sahil Mansuri and Belal Batrawy chat on Linkedin. As a former AE at Linkedin, I immediately saw how this platform's focus on the sales profession made it an attractive companion. I'm interested in connecting with you, learning from you, teaching you, and creating a community of people who, like myself, can't get rid of this bug we call sales.


These days, I'm a Senior AE at a really cool company called Andela. We help engineering teams scale with developers in Africa. If any of your companies are actively hiring for engineers, let me know if I can be of any help!


-Alex

Posted about 18 hours ago by
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chat_bubble_outlineNancy Zhu answered on
#Bravado-MentorshipI'm having trouble connecting with my mentee

This person has agreed to meet and no-showed to our invite/hasn't responded to follow up emails/social messages.


Bravado--can you advise? I'm sure they are busy but it is frustrating when I carve out time that they agree to to meet, and then the individual no-shows.

Posted 7 days ago by
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David FlickAccount Executive at Cloud Performer
I'm having the same issue. I've reached out to my mentee twice with availability and Zoom conference info, but I've not gotten a response. 
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5 days ago

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Lee SrebnickEnterprise Account Executive, Media at Vimeo
Chiming in here, I also haven't heard back from my mentee after 3 attempts. 
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4 days ago

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Kristol JohnsonEnterprise Sales at McAfee
I haven't received any information about my mentee to reach out- Can someone please provide me details?
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2 days ago

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#IntrosHi, I'm Tyler!

I work as a SDR at Chili Piper and have been there for the past month. I've been in sales for roughly 2 years and before Chili Piper I worked in ad tech sales.


I would like to learn about compelling outreach, prospecting, and learning all the things I don't even know I want to learn yet.


Dream vacation would be a houseboat on Lake Powell.

Posted about 19 hours ago by
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#flip-the-scriptAny AEs looking to go into management?

I'm working with a CEO who is looking to make his 6th sales hire, who would be a rep who would start as an AE but then move into a Sales Manager role.


Team is 3 SDRs, 2 AEs. Thought I'd hit the FTS community first! I know most of us are in SD space, but if anyone with closing XP wants to be an early stage Sales Manager, this CEO is willing to give you the space/equity/ability to do so!

Posted about 21 hours ago by
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