#Death2Fluff

Elevate the thinking and understanding of how sales should be done. It's time to move away from sales-bro tactics of dialing for dollars, 24/7 hustling, and thinking of sales as just a daily grind. Call and email metrics don't outweigh pipeline and wins. Working from home doesn't mean a lack of work ethic. Working smart and not hard should be the norm, not the exception.
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Created by Belal Batrawy
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chat_bubble_outlineRichard Hines commented on
Pinned by Belal Batrawy
Welcome to Death2Fluff, let's get introduced! 

My name is Belal and I'm striving for a purpose beyond material things or self-interests, for excellence in actions, and in giving back to others. I want to see these things exemplified in the world of business and this community is here to bring other like-minded people together.


Many of us are strangers, so use this thread to introduce yourself. Please comment with:


  • Where you work
  • How long you've been sales
  • What you'd like to learn about
  • Your favorite/dream vacation spot


This our space to bring about the change in sales we wish to see. Looking forward to hearing from everyone and being on this journey together! 

Posted about 1 month ago by
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Aaron MoralesSales Executive at Signpost
Hello everyone,
I started my journey in sales 5 years ago.
I began in the Automotive Industry and stayed there for 3 years.
I then moved into Telecommunications Sales and stayed 1.5 years.
Now I'm a Sales Executive at Signpost selling software!
I'd like to learn how to sell over the phones utilizing the most effective system to reach my goals.

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3 days ago

Gwen Coleman, MSMarketing & Sales Specialist at Genesis Vascular
Hey everyone! 

Ive followed a track from clinical career as dietitian/diabetes educator into a pharmaceutical sales/educator hybrid role for past 10yrs into a marketing/business development career this past year and LOVE it. I’ve learned how my personal connection skills from education translate nicely into a “serve first, then sell” approach with p...
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3 days ago

Richard HinesAccount Executive at Paro.io
Hey fellow fluff killers,

Richard here. I'm currently an Account Executive at Paro.io I've been in sales full-time for the last 5 or 6 years after leaving a career managing restaurants and digital marketing.

I'm currently heading the efforts build and spin up some robust training and enablement within my growing org and am always excited to collabora...
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1 minute ago

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chat_bubble_outlineDebbie Barnes commented on
Don'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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I know sellers that make fake dials to look busy...
I know plenty of sellers that do fake dials to phone numbers that never answer to boost their activity.

I know sellers who get points for activities like calls. Even if their pipeline is sufficient and they're ahead of quota, they'll get in trouble and shamed for missing activity points.

I know sellers who show up to work at +8am daily, not because they're eager to work, but because it's important to look busy at your desk. They then spend the morning reading news, on Facebook, or playing games.

Are activity metrics total crap? How do we solve for the prevalent problem in sales?

My take is we need to track the right metrics:

Email Sentiment
Pipeline Generated by ICP vs TAM
Pipeline Velocity
Pipeline Disqualification by Vertical 
Posted 6 days ago by
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chat_bubble_outlineBrenda Liz Saldana answered on
Be Hemmingway. 

As a seller, you must be a wordsmith:


  • It's not a quote, it's a proposal.
  • It's not list/sticker pricing, it's base pricing.
  • It's not cheaper, it's lower cost.
  • It's not looking for a time to chat, it's asking when works to speak briefly.
  • It's not more expensive, it's premium pricing.°*
  • It's not discounting, it's savings.
  • It's not we can help you, it's our customers achieved.
  • It's not circling back up with you, it's are we still on track.
  • Unless it's a competitor, then flip it.


Be mindful of your words. There's actually a lot of #psychology behind the words you choose to say. For example, cheap has a negative connotation, while lower cost is associated with affordable.


The basic guidance is:


  • Less is more
  • Direct is better than indirect
  • Simple words are better than complex language


What other examples are there in #sales ?

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29 days ago

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chat_bubble_outlineOlivia Gulsvig commented on
Olivia GulsvigHead of Communities at bravado.co
Love the playlist. The strong armed story was very relatable. 
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about 1 month ago

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chat_bubble_outlineRyan Rudin answered on
A better follow-up technique

Salespeople-- You need to add some friction to your follow up!!


The next time a prospect asks for an email with more details, before sending try this instead:


Send an email that only says "Hey (name), let me know you got this email with a quick response to confirm I didn't end up in spam and I'll send you the details you requested from our call."


Why add that extra step of friction???


1) Foot-in-door technique: by getting someone to agree to something small (like responding "Got it") you increase the chance of them doing something bigger (like your email's CTA).


2) Consistency: We as humans like to be consistent. It's a core part of our psychology. So by having your prospect respond, they are less likely to go silent.


3) (dis)Qualifying: If they won't respond to a simple one line email, then high odds they weren't going to view your links and r...

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Dialing ≠ Dollars 

In one of my sales jobs we had to report our calls and meetings from the previous day every single morning in the team huddle.


I always thought it was more for shaming those that didn't hit their numbers, plus the vanity for some to show off what they did.🙄


We had to make +75 calls a day, even if you hit your meeting number. I'd normally hit my meeting number by early afternoon, so I had this list of companies I knew never answered their phones and I'd call them to fluff and pad my call count...


See if I tried to get more meetings, because I took my time to research accounts, I'd only get about 50 calls for the day. And that simply wasn't acceptable, because I clearly wasn't putting in the right effort...😅


So there I was, the #1 rep, doing fake dials all afternoon to hit my +75 calls instead of actually trying to get another meeting.


It was am...

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Getting Strong-Armed on your Quota? 

I got called into the office by my Director as soon as I walked in.


I had been refusing to sign my new comp plan. My Director (falsely) told me I was the only seller of +150 in the company who hadn't signed the comp plan and now the EVP was aware.


They wanted me to have the same quota as people with 10-20 years more experience than me AND take a base pay cut of $30,000 because of my lack of experience.


I responded "You're well aware why I haven't signed. On the one hand you tell me that I don't have experience so I get a significantly lower base. I get it, and it makes sense that I shouldn't be paid the same as people with +15 years experience.


But on the other hand, you tell me my quota is the same as theirs. If I don't have the experience, how exactly am I supposed to sell as much as them?


Raise my base to theirs or cut my quota by the same ...

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Presenteeism... a telltale sign of "bro-culture"

It was about 5:40pm and I was ready to leave. My colleague was about done too, so I waited for him so we could walk out together.


We sat right near the elevator doors, so as we get up I start walking left towards them and he starts walking right away from them and we bump shoulders.


I give him this look like, 'What are you doing man?' He says he wants to use the other doors way on the other side of the office.


I'm like, 'Why go all the way over there?' He tells me that way we can pass in front of the CRO's office and he can see we're leaving past 5:30pm.


I couldn't help but smile and sort of laugh. He was right!!


See, we were in a very "#sales bro" environment and that fake presentation of working hard was just as important as actually working hard. I couldn't help admire how clever he was while also thinking how dumb the job was.


It's called, 

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