Death2Fluff

Created by Belal Batrawy
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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chat_bubble_outlineBelal Batrawy commented on
Pinned by Belal Batrawy
What this community can and will be!

My dear community members.


Let me first begin by saying I have been in deep thought regarding what this community should be. Over the last couple months I sought counsel and advice from various community builders, influencers, and leaders.


It all came back to something I should have seen from the start, namely YOU.


We are the torch bearers. We are the ones who reap the benefits of our success and we are the ones who suffer from the malpractice and downright abuse that happens today in sales. You know, things like:


  • Quotas that make no mathematical sense and are unrealistic
  • Extreme micromanagement, resorting to things like writing people up like they're in middle school
  • Dashboard managers that view sellers as just a quota number, nothing more
  • Companies obsessing over their revenue growth but without a care in the world for the professional dev...
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Belal Batrawy
Sales Advisor at Bravado
Bravo
Sahil Mansuri
CEO at Bravado
This is incredible Belal! I'm so honored that you're bringing this mission to your community here! 
Bravo
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5 days ago
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chat_bubble_outlineJason McKenzie answered on
Why we Turnover

Belal Batrawy talks about Death to Fluff. He talks about sales turnover.


In a past life I had a quota of 1 million ARR. it was a big brand with lots of recognition, but it was a new area of their business. It was a product launch.


i hit 122% of goal and was responsible for 80% of total revenue out of 5 reps. I s**** you not.


they increased my quota from 1 million to 2.2 million and decreased my territory from hundreds of accounts to 25 accounts.



when I left the VP of HR said she were mad I was leaving!






Robert Riley
Account Executive at AskNicely
Bravo
John Akbari
Principal at Akbari Advisors
Robert Riley , i hear you. 

For several startups, zero presence in the US market, I have doubled Y/Y. 

I did $7M personally, when the other 6 reps did $6M total. 

At another startup, I took them from zero to $13M in 22 months in financial services, new vertical for them. So I had to define ICP, GTM, did all the lead gen, designed the demos, coached ju...
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4 days ago
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Jason McKenzie
Strategic Account Manager at Idera
Resizing territories/quotas etc is not only a way to control cost of sales (ie keep more $$ at the top, lots of execs and managers of MBOs for it), it's also a way to keep a stick behind you - "I don't care about how you did 400% last quarter, you're only at 40% this quarter with one month to go, and I can't make any promises if you don't hit your ...See more
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3 days ago
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chat_bubble_outlineJohn Akbari 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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Belal Batrawy
Sales Advisor at Bravado
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Debbie Barnes
Enterprise 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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3 months ago
Ron Arellano
Senior Creative Director at Search Business Group
Hi Everyone! I got the great opportunity to meet Belal in person and I'm ready to share my little experience and learn from the pros. There is so much to learn yet. Business developing is a science and I have so much respect for the profession. 
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3 months ago
John Akbari
Principal at Akbari Advisors
Belal Batrawy such a great point.

How much we do can vary in enterprise sales.

Speaking with global business head who has 15k people in her division, isn't technical, and I know she can authorize the spend (from speaking with partners, my own history with her, trusted people who have history with her, etc.) and is about to fly to London tomorrow afte...
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4 days ago
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chat_bubble_outlineJohn Akbari commented on
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! 

Belal Batrawy
Sales Advisor at Bravado
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Shruti Kapoor
CEO at Wingman
Belal thanks for introducing me to this platform, it's really interesting. 
I am working on a creating a Wingman for sales people. Sales can feel like a lonely game sometimes and reps often struggle to get the guidance they need to win and I want to help with that. 
I am relatively new to sales (~3 years) - stumbled into it at a FinTech company after...
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12 days ago
Alexandra Bartolet
Commercial Account Executive at Egnyte
Belal thanks for setting this up! It's amazing.

I work at Egnyte - which is a Cloud Software vendor- helping clients have better understanding of where their data sits and who has access to it - I am based out of our Raleigh NC office

I have been in IT sales for a little over 5 years - I spent 5 years in education prior to sales - teaching High Schoo...
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5 days ago
John Akbari
Principal at Akbari Advisors
Hi everyone.

I've been in enterprise sales for almost 30 years, in financial services. Developer, then presales, then invited to take a number. I've done more startups than I can count. Some took off, I made big bucks (not FU money, but good) in commissions and stock, made TONS of money for founders.

I do like startups where every day is different, y...
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4 days ago
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chat_bubble_outlineBelal Batrawy commented on
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 
Belal Batrawy
Sales Advisor at Bravado
Bravo
+10
Jason McKenzie
Strategic Account Manager at Idera
Can you elaborate on those metrics and how you suggest we measure them?
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5 days ago
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John Akbari
Principal at Akbari Advisors
In enterprise sales.

Selling solutions with defined value, dis-qualification parameters, models that help the seller predict value are key.

Your company should know:
whether to approach top-down or bottom-up or both

the gap you address, and how that gap looks to key buying personas (global head of business, users, IT, data governance, security)

the "sto...
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4 days ago
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chat_bubble_outlineJason McKenzie commented on
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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Belal Batrawy
Sales Advisor at Bravado
Bravo
Jason McKenzie
Strategic Account Manager at Idera
I’ve never seen a sales culture that WASN’T like this, in +15 years. 
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5 days ago
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Don't judge a fish by it's ability to climb.

Once upon a time the animals had a school. The curriculum consisted of running climbing, flying and swimming, and all the animals took all the subjects.


The Duck was good in swimming— better, in fact, than his instructor — and he made passing grades in flying, but he was practically hopeless in running. Because he was low in this subject, he was made to stay after school and drop his swimming class in order to practice running. He kept this up until he was only average in swimming, but average was passing so nobody worried about that except the duck.


The Eagle was considered a problem pupil and was disciplined severely. He beat all others to the top of the tree in the climbing class, but he always used his own way of getting there.


The Rabbit started at the top of the class in running, but he had a nervous breakdown and had to drop out of sc...

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Belal Batrawy
Sales Advisor at Bravado
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Looking forward to Sharing, Learning & Growing

My name is Bob Gravely and am Managing Director | Sales Architect at ScaleX.ai. Love this community title! Death 2 Fluff!


Our Mission: Help sales professionals and orgs increase revenue by improving the only two things that matter in sales – frequency and competency.


How? ScaleX.AI has pioneered an approach to help companies supercharge their sales activity and pipeline. Using our AI-powered technology stack our clients are seeing an increase in their daily sales activities of 6 to 10x their normal activity rate. 


Why Am I Here: Because I am uber curious. The thing I like most about sales is that there is always someone to learn from, a new idea, a new tactic, etc. It's a challenge that will never really be solved or completely mastered. There is always room for growth.


Hope I can share my humble insight and experience in hopes it may help so...

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Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
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My intro - Hi all!

Molly O'Sullivan here and I work for the AA-ISP (global inside/digital sales community).


First earned a commission when I was 4, so I've always been and wanted to be in sales. Professionally selling for 13 years.


I'm endlessly curious and like to learn about everything.


Aside from wanting to take the Alaskan cruise I've already taken again, I plan to head back to Europe many more times for vacation.


Molly O'Sullivan
Member Services Executive at AA-ISP
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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 ?

Belal Batrawy
Sales Advisor at Bravado
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Brenda Liz Saldana
Territory Manager at Benchmark Products
Great reminder!
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4 months ago
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