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chat_bubble_outlineMichael Fiducia answered on
Michael Fiducia
Territory Sales Manager at Accordant Company LLC
I'll be followin this post
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1 day ago
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chat_bubble_outlineKovid Panthy 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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Kathleen Reilly
Sr. 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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2 months ago
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Teri Turner
Global Sales Enablement Director at Reltio
SalesLove for  SalesLoft! I wrote a post about my experience earlier this year.   https://www.linkedin.com/pulse/why-rainmaker-2019-put-me-sleep-teri-turner/
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about 1 month ago
Kovid Panthy
CEO at Techsamaj Web Pvt. Ltd.
We are hosting an international conference on Entrepreneurship and Technology. Please have a look to it: https://www.iyetc.com

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17 days ago
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chat_bubble_outlineJonathan Abramson 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!

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Kevin Dorsey
Inside 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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about 2 months ago
Jonathan Abramson
Account Executive at Namely
This may go a bit against grain in our world, but let me say Zack, as someone selling from a competitor:  "you" (Sales @ Paylocity) do a great job!

I share this perspective based on the feedback I get from prospects who are considering both Paylocity and Namely, and so bravo for providing that authentic, consultative experience.  I hope you're heari...
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about 1 month ago
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chat_bubble_outlineJoel Wright answered on
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Sean Bredin
Vice President Sales, Strategy | Consulting, Renewables & Natural Resouces at BDO Canada
Your selling IT infrastructure? Your competing against AWS, Google, Azure?
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about 1 month ago
Natasha Shifrin
Head of Sales Development & Strategy at CreatorIQ
I would say this is half right.  Identify relevant prospects within the company that would see value in your product, and then craft a personalised email to each person.  Start with something interesting that you found out about them (professional or interest/hobbies) your reaction to that something interesting. Follow with who you are, and why you...See more
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about 1 month ago
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Joel Wright
Director of Sales, Promoter.io at Medallia
I agree with the above. One of our best SDR's would look them up on Linkedin, read through the priorities, send a connection and let them know he would be reaching out. The golden rule is make sure they see value in what your talking about or just ask for help looking for the right person. 
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about 1 month ago
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chat_bubble_outlineAlphonse Hovsepian answered on
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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Alphonse Hovsepian
Field Account Executive at Oracle
Unfortunately this type of behavior encourages the opposite and promotes terrible data hygiene in your CRM. It will create a feedback loop where the less accurate your CRM data is (what's real and what's not), the more individuals will privatize their conversations in word/excel/onenote to protect their relationships. This defeats the purpose of ha...See more
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about 1 month ago
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#sellwellwithgratitude

“No one who achieves success does so without the help of others. The wise and confident acknowledge this help with gratitude.” – Alfred North Whitehead


Tis the season for gratitude!





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#SellWellWithGratitude

Last week we asked sales folks to say thanks to the unsung heroes without whom they could not do their jobs. 


The response was overwhelming! 


We love seeing all the love being shared across the entire sales org and beyond. It really does take a village, people! 


Be on the lookout because for the next week or so we're going to be sharing some of our favorites, starting with this one from Andrew Prout. 


#sellwellwithgratitude #bebravado

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chat_bubble_outlineSamar Ghattas answered on
Debbie Barnes
Enterprise 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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about 2 months ago
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Ruann van der Merwe
Growth 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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about 2 months ago
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Paul Dean
Sales 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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about 2 months ago
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chat_bubble_outlineKevin Dorsey answered on
Kevin Dorsey
Inside Sales Top 10 Sales Leader at PatientPop
Ambition. 
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about 2 months 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

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Phil Guest
Director 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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about 2 months ago
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