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chat_bubble_outlineBrandon Russell answered on
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Kevin DorseyInside Sales Top 10 Sales Leader at PatientPop
Call low for information, call high for influence. Also, read "how to get a meeting with anyone" - GREAT tips on getting creative to break into big accounts. 
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9 days ago

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Jeff JafferjeeRegional Sales Manager at Splunk
Find their competitors and see if you have done business with any of them. Put together a compelling POV on what you've done with that customer, and offer to share insight on the strategies your company deployed. Most executives are interested in insights, whether commercial or competitive. This is one route of the many :)
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5 days ago

Paul DeanSales Enablement Program Manager at PlanGrid
Hey ROBERT ANAYA , I think this advice won't work because inevitably one of these employees will talk to the other one and then...busted (especially if you're using the same script/messaging). Believe me, it happened once before to me way back, and I was definitely embarrassed to be called out about it.

 I also think that this isn't very strategic a...
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4 days ago

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chat_bubble_outlineSamar Ghattas answered on
Debbie BarnesEnterprise Sales at Taggstar
So many to choose from :p But I think one problem that I have seen cause a lot of knock-on effects for Sales is when a startup hasn't clearly defined their 'ideal customer profile' or provided a list of target accounts.
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7 days ago

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Ruann van der MerweGrowth Consultant at MotiveMetrics
I'd be more specific with your question here as there are many mistakes and challenges in an org. It depends how big the org is and are you talking SaaS sales, B2B, B2C. Agree here with Debbie Barnes , a lot of the CEO's don't know how to sell their product and can confuse the buyer. Using the data available will help any organization grow and targ...See more
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5 days ago

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Paul DeanSales Enablement Program Manager at PlanGrid
Certainly not all, but here's a few I've seen:


Not investing in a good tech stack: 

- CRM, call review software,  workflow tool like Salesloft/Outreach, etc.

Not documenting processes and improving on them:

- it's ok if they don't work at first but always be measuring and tracking: lead gen, content marketing, sales ops processes

Not aligning with marke...
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4 days ago

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chat_bubble_outlineKevin Dorsey commented on
If you had one piece of advice...

Thanks for the invite Kevin! I am an HCM Account Executive for Paylocity in San Francisco. We are one of the fastest growing HRIS / Payroll software systems in the mid-market space (up to 1,000 employees). I am currently competing for rookie of the year; out of about 200 rookies. I am here to learn from sales veterans as I'm always looking to fine-tune my craft!

Posted 5 days ago by
Kevin DorseyInside Sales Top 10 Sales Leader at PatientPop
Out work and Out Learn - It's easy to out work people, but if you can outlearn as well, you will sky rocket your career. Become obsessed with learning all things about your prospects, about sales, and about people. Read, Study, Practice, Repeat. 
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4 days ago

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Top of funnel metrics: How to properly identify an opportunity or have the right data in your CRM.

I recently had a meeting with my team where we discussed how to best to identify opportunities so that the CEO can review them and to have a clear idea of how many companies we are "engaged" with as a top of funnel metric.


Many organizations do it differently -

1) Have a meetings first, and once there are certain data points to prove that it's a opportunity an opp is created.

2) Only create an opportunity after the meeting was held.

3) Only have a meeting which is treated as an opportunity and have it prospecting stage till it converts to being qualified.


It seems pointless to me to have accounts to have them in a opportunity stage where they never agreed to a meetings yet, but also I do understand that the CEO wants to know what is at the top of the funnel. Thoughts?

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chat_bubble_outlineKevin Dorsey answered on
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9 days ago

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chat_bubble_outlineAlicia Young answered on
Finding 2020 Sales Conferences

Hey Bravadians,


I've got an educational stipend that I would like to use to attend a sales conference in 2020. I was curious if anyone has good conferences that they have attended in the past that would be good for our BDR/AE team to attend?


I'm in SF, but it would be nice to travel somewhere else if anyone has ideas.

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Sam SchooleySDR Consultant at Vendition
Tenbound's Sales Dev conference is a must (to be fair I spoke this past year)

Also recommend Outreach / SalesLoft's annual conference.

Dreamforce CAN be good, if you do it right.  

TOPO has a good annual conference as well!
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24 days ago

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Barbara GiamancoCEO at Social Centered Selling
SalesLoft's Rainmaker conference is a must attend. This year they will be in SF versus their homebase of Atlanta. If you really want to travel, you can come to Atlanta in April for Outbound, which is in it's 4th year. Reach out to Anthonly Iannarino for details.
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23 days ago

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Kathleen ReillySr. Account Manager at Gartner
Depending on your goals for the team- Gartner now has a Sales Leader conference- https://www.gartner.com/en/conferences/na/sales-us
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23 days ago

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chat_bubble_outlinePhil Guest answered on
Compensation for Sales/Growth Advisor?

All,


I am thinking about taking a role as a growth advisor for an IT solutions firm (startup) that has quite a few Fortune 500 accounts. I would be helping them break into "mid-market" accounts with deal sizes ranging from 250K - 10 mil. Basically, I would set up their sales automation and help close deals until they find a VP of Sales and hire an actual sales team. As of now the company is composed of engineers who have leveraged their connections.


What does a typical compensation package look like for someone in this role? I am sure it varies widely.


Specifically, what is the typical commission % on gross profit?


Any feedback is welcomed and encouraged. Thanks in advance.


Will

Posted 14 days ago by
Phil GuestDirector Founder at Revcelerate Ltd.
Hi Will, it depends on what package they are willing to offer and the mix between fixed vs. variable compensation, personally I prefer 50/50.

If sales is relatively new to the business then keeping it simple as a % of deal value is a good place to start and that depends on the size of the deal (250K - $10M is a big spread).

I always encourage founder...
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11 days ago

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chat_bubble_outlineJackie Clark answered on
How do you feel about sales outsourcing? 

Whether is lead list building, SDR as a service, etc...


I did it myself for some friends to in their early stage and it went very well, wondering if this is going to be a future trend in the future. Just like dev, design and marketing outsourcing.

Posted about 2 months ago by
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Nahyan ChowdhurySales Development, Mid-Market at Lever
outsourcing lead Gen/SDR work is a good way to validate the ICP, messaging, and ROI from that style of sales. 

Depends on the company, smaller businesses or those recently funded may not have to jump into building a whole SDR-AE sales team if there isn’t already a track record of success.

I was exposed to sales through this type of company, GrowthGen...
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about 1 month ago

Nathan EasomEnterprise Account Executive at Impact Tech Inc
At my last company, we used BAO (Boston based company) to setup meetings for us.  They had a really fine tuned process and an army of sales agents making calls - which helped as we had a a super small team.  Biggest issue with it was that they couldn't be expected to learn or know our offering in a short space of time.  We got some meetings with go...See more
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19 days ago

Jackie ClarkBusiness Development Specialist at OneStream Software
I feel blended about this. A colleague of mine got his start with doing outsourced SDR work. His approach was stellar, he made the effort to get to know who he was working for, learned what was available to him about the product and put in his best efforts. On the flip side, I've also worked for companies that utilized outsourced leads in tandem wi...See more
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18 days ago

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DEC
4
Wed, Dec 4, 2019, 12:00 PM - Wed, Dec 4, 2019, 1:00 PM PT
LinkedIn Live: Sahil + Kasey Jones and Ashleigh Early - Launching The Other Side of Sales

The Other Side of Sales, a podcast/community founded by Kasey Jones and Ashleigh Early, is on a mission to make sales culture more inclusive.

They provide support to everyone that has ever felt like an "other" on their sales team - and let's be honest, a lot of us have felt that way.

Join us for a conversation with Kasey Jones and Ashleigh Early as we dive deep into how to build a more inclusive, supportive sales culture in tech.

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SoulYourSell

Multi-channel is something that every credible sales person I've ever met talks about. "Did you call?" "Are you following them on Twitter or Instagram?" Have you tried physically mailing them a hand-written note?" It goes on and on. I agree that it's important, but the MOST important part of this whole equation is putting some #soul into your #sell - treating this person like they are a human being that you, as another human being, want to connect with in earnest and for good, mutually beneficial reasons. So today I decided to build a new Twitter focused specifically on cultivating such a community. Follow my new handle @SoulYourSell. https://twitter.com/SoulYourSell

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