#flip-the-script

A collaborative community for SD leaders to grow, share insights, and solve the biggest challenges that face modern day Sales Development.
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Any 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 1 day ago by
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chat_bubble_outlineGreg Steward answered on
Weekly Poll: How much of Thanksgiving Week should a sales team take off?

Considerations:


  • It's end of year approaching fast, so every minute is precious...
  • BUT, family + work/life balance are critical to long-term retention


Here's some possibilities:


  1. Make the entire week WFH, expect that people will work 50%
  2. Make Wednesday WFH only
  3. Have team come in on Friday after Thanksgiving, because EOY!


Curious!

Posted 7 days ago by
Sam SchooleySDR Consultant at Vendition
Option 1.

Your PTO is your PTO.  If you need to work the week of Thanksgivng, do so.  But be allowed to WFH, the same way your prospects most likely will!
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7 days ago

Greg StewardBusiness Development Director at Sales Readiness Group
I think work from home is great that week, especially for those who travel for the holiday. Time not worked should be considered PTO as always.

Side kudos to my company who gives Friday as a bonus holiday! 
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7 days ago

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chat_bubble_outlineKevin Magyar answered on
What are your stats re: local dialer?

When the big tools first came out with this feature-both as a rep and a manager I LOVED it.


However, at this point (three years down the line), if I receive a call from a local number (I live outside of my area code), I know it's a salesperson.


Everyone from "back home" is already saved in my phone.... so it's a big clue to me that a sales rep is reaching out.


Understanding my bias (I live in a big relocation city/Millenial with different phone habits), does anyone have recent stats in regards to using a local dialer?


AKA -- pickup rate over the past 6 months using a local dialer vs. pickup rate using your company's number?

Posted 21 days ago by
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Sahil MansuriCEO at Bravado
I don't think this is a statistical question Sam Schooley , but a philosophical one:

1. Trust in sales is crucial. 
2. Salespeople are generally distrusted.
3. Do we really want to continue to use spammy tactics that may, in the short run, improve sales results...but will ultimately lead to distrust from buyers?

The sooner we get rid of tactics like th...
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20 days ago

Becc HollandHead of Sales Development @ Chorus.ai at Chorus.ai
Completely agree with Sahil Mansuri here - Localized dialers  initiate your relationship on a lie. I think it has an underlying tone of eroding rapport with your buyer. Full disclosure though - This is just my opinion, but no stats to back it up. 
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16 days ago

Alicia GundermanSenior Account Executive at MRCC Solutions
I too am interested in this response - coming from a different angle. My satellite office was provided with phone numbers from our HQ across the country and we are trying to make a case for them to issue us local numbers instead because we are in fact local. Thoughts/stats on that? 
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13 days ago

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chat_bubble_outlineAlicia Gunderman commented on
Women in Sales Development -- Mentorship

Hi #FTS community! Sr. Sales folks are leading a conversation on Mentorship--how to find a mentor, how to become one, and how to get the most out of it--I think this community will get a lot of it!


It's hosted by Women in Sales Development, and the panel consists of Rachel Hendra (Slack SDR Manager), Danielle Benavides (Tipalti Sales Manager), Rachel Biers (Blend Account Execjutive) and Brooke Lengsfelder (Blend SDR Manager).


It's next Tuesday @ 6pm, and everyone is welcome! Find out more at: https://www.eventbrite.com/e/women-in-sales-development-mentorship-matters-finding-a-mentor-and-becoming-one-tickets-76515835925?utm-medium=discovery&utm-campaign=social&utm-content=attendeeshare&aff=escb&utm-source=cp&utm-term=listing

Posted 15 days ago by
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13 days ago

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chat_bubble_outlineWill Gordon answered on
Phil GerbyshakVice President of Sales Training at Vector Solutions
IT is too broad. Who in IT? CIO? VP of IT Service and Support? Tech director? Narrow it down. They are NOT all the same.
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27 days ago

Will GordonPresident/Founder at Search Partners
Hey Ming, Feel free to send me an email. I know a guy I think can help. will@searchpartners.org
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15 days ago

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chat_bubble_outlineMason Lunn answered on
Saying hello

Hey,


thought I would send a post out as I am new to the site, I consider myself a seasoned sales professional in the UK.


if you ever need help when it comes to prospecting and some new ideas to help increase your sales let me know.


I feel like the way sales is viewed is different between the US and UK and maybe a mix of both ideologies would create the perfect salesperson?

Posted 27 days ago by
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Mason LunnBusiness development manager at Summit
You are right to some extent a lot of people in the UK still follow the courting and relationship building and we do get people saying they are interested and never hearing from them again.

in my opinion as sales people we have done something wrong if that happens, I believe my job is to get a prospect to say no not yes, if you get a client and ask ...
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27 days ago

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Mason LunnBusiness development manager at Summit
Hey Dan,

apologies for the delay been very busy.

its tough to lay out the full way to reduce the disappearing yes answers. It’s a factor of many things that take place during the whole sales process.

what we need to remember is buyers lie and sometimes a yes isn’t always a yes, like I said before I make it my job to get people to say no to me because ...
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16 days ago

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chat_bubble_outlineBecc Holland answered on
Should "hitting the deck" walk the plank?

Hey Bravado community,


First time posting in here, and finally had a topic I felt would cultivate a conversation.


I have been a BDR for Nylas for over a year, currently supporting a team of 4 AEs. About three months ago, our organization's design team made these 14-slide pitch decks with new branding. The reps have taken to them like flies to honey, but I'm still on the fence...


I've felt that initial meetings using these decks feel less like real conversations. There is less rapport built, but on the plus side more information is given, which seems to be the trade-off.


I'm curious...


Has anyone struck a healthy balance between their pitch deck and a natural flowing conversation?


Any tips I can bring to my team?



Posted 21 days ago by
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Casper KrakenClient Manager at makeitmedia
Great question, i have a strong opposition against pitch decks in initial meetings, rather just plain conversation as it almost always ends up being about our company with the deck, than it is about their situation (as it should)  decks are great at visualizing a solution, when you have a good understanding of the problem. 
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21 days ago

Mor AssoulineVP of Sales at PracticePanther.com | SaaS Startup Consultant at PracticePanther Law Practice Management Software
If you're going through a pitch deck with a prospect for a SaaS product then it can get boring because it lacks interaction (since you're doing most of the talking). I think pitch decks should be more complimentary.

Here's what I mean. Say you have a 30 minute demo scheduled, spend the first 5 minutes going through 1-3 slides giving some context abo...
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20 days ago

Becc HollandHead of Sales Development @ Chorus.ai at Chorus.ai
I agree with the smart gentlemen above - If you have a pitch deck, your conversation becomes less about the prospect’s pain and understanding that pain and matching it to your product, and more about you as a company (NASCAR slide of customers, locations, features etc.). 
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16 days ago

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chat_bubble_outlineLori Richardson answered on
What's the nicest way to point the finger?

I quite often have prospects say "I'll get back to you by [insert date] here" but a week or so afterwards I haven't heard from them.


What's the best way to follow up and drive them to do what they said they would do, without coming across as accusatory?

Posted 26 days ago by
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Casper KrakenClient Manager at makeitmedia
I also try to uncover any hidden insecurities or objections in that call with a quick question like, "are here any reasons, that you know of today, that could keep you too busy, to get back to me?" Sometimes I get a nice piece of info about some external og internal event, that could shift the progress of the sale, or I flat out get a NO and in tha...See more
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25 days ago

Pradeep RaghavanSales Manager at Avalon Software Services
This happens quite often. Best thing would be to proactively reach out to check if any progress been made. For this to happen, you need to set the right expectation with the prospect in advance. 
If you do not get a response or action from the prospect, you could share a couple of alternate time-options through the week. Meantime, I would recommend ...
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23 days ago

Lori RichardsonB2B Sales Growth Strategist; Help Company Leaders Build a Better Sales Pipeline at Score More Sales
When anyone tells me that they'll get back to me by a certain date, I'll say - "great! and if by any chance something comes up and you don't get back to me, how about I give you a call / a ping / a follow up?" (of some type)   This way, it is expected that I'll be following up if I don't hear from them rather than it being awkward in any way. [you ...See more
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22 days ago

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chat_bubble_outlineMourad Ben Mahmoud answered on
How do you prepare your prospect for a successful first call meeting?

We book call meetings with prospects and we feel like we could do a better job preparing our prospects before the call meeting, but how? Call checklist? Sending additional marketing materials?

Posted 29 days ago by
emily hainesSDR Manager at Handshake
I think the biggest opportunity is to set the right expectations during prospecting. SDRs are typically not setting up a call to "show you how we can help" they are setting up a qualification or discovery call so the messaging from the start should communicate that
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28 days ago

Daniel AndradeSales Consultant at Quote Kong
The meeting whether is a diagnostic call or demo is important because no shows will take other follow up instances that you want to avoid. My approach is to 1) send any material you offered during your previous touch-point. 2) A relevant case study. 3) A confirmation of the time and day of the meeting that can be added to their calendars. The third...See more
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28 days ago

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Dan RichardsClient Solutions Manager at Ideal, Inc.
Hi Mourad, I'm using and having my team use a worksheet called Power of 5. It covers the following points:

- Purpose of the Call
- Need to Know (Premeditated) 
- Questions to Ask 
- What questions do I need to prepare to answer
- Possible Objections
- What If's
- Desired Next Step
- Tools / Handouts / Case Studies to send or bring with on a call


In addition...
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27 days ago

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chat_bubble_outlineMourad Ben Mahmoud answered on
Where are you finding your next sales person?

Hello Bravado Family,


My name is Dan Richards, I’m the Sales and Marketing Manager at a B2B building recovery service company in San Francisco called Ideal. I’m currently preparing to start the search for my next sales person and I’m extremely interested in how the hiring market is out in the San Francisco Bay Area.


For those who have recently hired someone or is currently looking for someone to hire, where did you look to find your sales person and for those who are currently looking, how is your search going?


-Dan

Posted about 1 month ago by
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Ellis LeePrincipal & Founder at Elegant Search
Hi Dan! I recently launched my boutique recruitment company specializing in sales and technical talent, Elegant Search. 

In the SF market, the search for talent is generally quite competitive - happy to help! 
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27 days ago

Dan Richards 👨🏻‍⚕️🏢Sales and Marketing Manager at Ideal - Building Recovery Solutions
Hi Ellis, Would love to hear from you! My email is dan@idealsf.com, and would also love to connect on linkedin. Thanks! 
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27 days ago

Mourad Ben MahmoudOperations / Sales at Btwinz Ventures
We built an internal tool, a sales recruitment app based on gamification, It makes the reps show their ability to adapt to a certain persona and specific situations. 
We will be releasing it as a spin-off (So excited about that) 
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26 days ago

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