madamcommission

SDR Manager

In the Abyss of No Response -- US Market Advice

Greetings Sales Community,

I am a new SaaS BD Manager/AE responsible for the US Market for a German data provider similar to Nielsen or GfK but it is specifically designed for manufacturers who sell to Amazon.

I have been on the job for about a month-- I am also fairly new to sales. Target audience would be Amazon ecommerce directors or managers within fairly large enterprise companies.

We have had success in Germany/EU but we are unknown in the US. Our marketing team is one person who doesn't work full-time..seems we are unknown. Our content and resources seem to be quite limited. We don't use any tools or software except PipeDrive...

They are working on updating the website--which I know is really important. It really needs a lot of work. We work with big clients already like Mars, Panasonic, Nestle. I just need to build our partnerships in the US. The software is very unique and seems to vary from our competition.

I guess, I am curious how to go about the US market. It seems so saturated with SaaS tools...emails going unanswered, ghosting, cold calls to voicemails and company directories.

I am curious what would be your sales strategy? I am pretty much on my own with creative freedom with a lot of leads and lots of potential to close deals overseas. Email campaigns? Hit them with a Loom Video at some point? I made one to introduce the tool. Does this work? When do you use it? And Linkedin...where do I start. I don't have premium yet but I can get it. Right now, I just need to land Demos to show the tool or even a quick phone conversation to see what tools they are already using, to ask questions and build knowledge. Right now, its a void. I'm getting no feedback positive or negative from calls or emails:(

Right now I'm working on building my ICP from our Customer Success colleague and researching etc. As well as fine tuning my emails, trying to build a linkedin network, making calls when I can.

To be honest, Its a bit overwhelming. Any tips or advice for a new sales person as well as new to SaaS would be great. The Do's and Don'ts so to speak. I live in Germany, so when I call it will be morning in the US.

👑 Sales Strategy

🤓 Sales Tech

6

14 comments

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sketchysales

Politicker

8

Sales Manager

Targeting the US from outside can be very overwhelming without a strategy just due to the size of the market there is. Im not familiar with your space at all but I would reccomend something along the lines:

1. Set a goal of what you want to achieve in the US, needs to be realistic based on where you are right now and probably would involve management. i.e. take sales from $0 to $500k in 2024

2. Work backwards from this goal and identify what needs to be done to achieve it. I.e. average deal size is $10k, that means 50 deals and identify from that what size pipeline is required and from that what activities are needed to make it happen.

3. Review the activities required and see what additional resource you need to help get it done if any, including marketing.

4. If possible, network with a company in a similar space but different market that is already operating in that field. This should help you clarify how you approach the market.

5. Put it into a plan/roadmap format and share with your seniors, show them you are owning it and get them on board to support you with it.

6. Get started.

saaskicker

Celebrated Contributor

4

Enterprise AE

great summary here. #5 is key. do something, see if it works. if it does, double down. if it doesn't, try something new.

Kosta_Konfucius

Politicker

4

Sales Rep

Love the advice sketchy

madamcommission

3

SDR Manager

Yes excellent advice, thank you @sketchysales. I think at this point, there isn't a revenue goal for the US. I will swing back with them and see what they have in mind. I definitely need to make a roadmap. There isn't much guidance from management in terms of expectations. I think they just want new clients, however many I can manage. But I need to get organized. I would like to use Linkedin Sales Navigator and was also recommended Apollo by a friend. Are these helpful?

sketchysales

Politicker

4

Sales Manager

It doesnt even have to be revenue at this stage, if you are that early in the cycle, maybe the goal needs to be a number of leads, or number of clients, regardless of value so you can start building traction in the area.

One last thing i would recommend, and it does depend on the saturation and size of the clients, but if it tends to be a larger number of smaller companies then pick out a state and focus your energy there so you build some recognition there. If its fewer larger companies then taking a wider approach is probably more sensible.

madamcommission

1

SDR Manager

Yes, there are a lot of leads. We have a lot of untouched companies but I need to figure out who the decision makers are or make multiple touch points to a few people because some of them are larger corps. After I land 15 accounts, I can start earning commission. But some companies have multiple accounts because they are located in several countries. So I guess, 15 is the goal minimum. The US is exciting because there is so much potential. I really like your state idea, or at least I need to buckle down into a region. I'll research companies similar but different market-- love that idea. Thank you.

Revenue_Rambo

Politicker

2

Director, Revenue Enablement

Messaging is key. US is largely a dumping ground for mass emails and AI generated garbage.

Perhaps you share an example of outbound email and we can provide you some feedback there to help you better breakthrough.

madamcommission

1

SDR Manager

Yes, I will share a few of emails to the community and let people tear it to shreds... Thank you @Revenue_Rambo for the idea

DataCorrupter

Politicker

1

Account Executive

I do not envy your position.

madamcommission

2

SDR Manager

@DataCorrupter no, its really not so bad. It is a low pressure work environment but I do want to be successful:)

oldcloser

Arsonist

1

💀

Grind on, @MadamRose - you’re doing the right things and asking the right people. You have the right attitude

madamcommission

0

SDR Manager

@oldcloser Thanks! Yes, I know I have a lot to learn. I'm trying to be patient because I sort of wanted instant results. I will be active here, seems like a great community! Very helpful tips

pirate

Big Shot

1

🦜☠️ Account Executive

Amazon should have people looking after global alliances or something similar? Selling via AWS marketplace?

madamcommission

0

SDR Manager

Example Cold Email (tried to keep short), will delete this after you make some recs:
Dear
I spoke with your colleague a week ago regarding (company) and mentioned you would be interested in learning more via email. I'm (name), I work for a data solution specifically designed for Amazon. We are new to the US and Canadian market because we are based in Europe.
With (company), you will see a 70% increase in your sales from last year by ensuring your items are visible and within the Buybox. At (company), our dashboard provides 250 daily data points from vendor central, Amazon's ad analytics, price and seller competition, and Amazon's frontend detail pages (quite unique). We serve companies such as (competition) and they have found it makes things their business more convenient.
Is this something you'd be interested in?

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