MrWindsor

VP of Business Development

Can't transition industries

I do sales for an Expert Network. Not sure if you are familiar, but essentially they are a market research type firm. Unique business.

I sell to Marketing, Corporate Development, Corporate Strategy, Market Insights, Market Research type folks. Deal size between 30 - 70k. Lots of biotech & SaaS companies use us for research purposes.

I've been interested in making a change but tech sales interviews are a complete disaster, they are really stuck on the idea I have never sold tech products and think there is absolutely no way I can make the transition.

I recently interviewed for a project consulting firm that helps companies make process improvements, but same thing, completely stuck on the idea I would be 100% incapable of ever make the transition.

Same thing with life sciences, even though I sell to that population, I don't have a BS in pre-med or bio so essentially I am never qualified. I have Econ degree.

In my interviews I really harp on my ability to learn quickly, transition, and that I am interested in their business. But to no avail.

Thoughts?

🚀 Career Goals

12

23 comments

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FoodForSales

Politicker

10

AE

You don't want to talk about "learning quickly". You need to focus on your results - "I came into my previous company with zero industry experience and had X & Y results". They want the person who can ramp up fast and you need to prove to them you can.

MrWindsor

Tycoon

3

VP of Business Development

That's helpful thank you, also very true.

Diablo

Politicker

2

Sr. AE

That’s it, this should be the attitude! Speak about how you did it.

Pachacuti

Politicker

4

They call me Daddy, Sales Daddy

You aren’t effecting communicating your transferable skills. So what if you don’t have tech experience?! You need to communicate that your sales experience transcends your limited technical background.

The way you do this is by communicating results. What are your soft sales skills? Account management background? Prospecting and closing backgrounds?

However you do not talk about how quick you can learn. Nobody wants to hold your hand today. They expect you to be able to hit the ground running.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

True. They have to believe that you can, and that the skills you already have will enable you to do that.

CuriousFox

WR Officer

2

🦊

🦡🧿

RedLightning

Politicker

3

Mid-Market AE

A few quick questions:

What percentage of your deals are inbound vs. outbound?
What problem do you solve?
Why do people work with you over a competitor?
What challenges do your prospects face?

MrWindsor

Tycoon

0

VP of Business Development

55% inbound, 45% outbound.

Usually they are seeking competitive intel.

We have a better reputation due to our service level, which is true. Could say higher touch.

Most the time they are using us for market planning, want to knowcurrent sentiment of products on the market they are planning on competing against, whether that's a new SaaS product or pharmaceutical drug.

RedLightning

Politicker

1

Mid-Market AE

Split your convos during interviews between the inbound and outbound sides. Regardless of what you're selling, your job as a seller is to understand their business, goals, challenges, gaps, etc and leverage your solution as a way for them to improve and/or avoid a negative consequence.

So explain how your understand various buyer personas and have worked with them during inbound/outbound sales processes.

Companies always want AE who can self generate opportunities and that is true even more so than ever. Lean on opportunity creation.

If i were you, I would focus on how you know the buyer persona and their challenges. Know what to look for in terms of indicators that they are having that challenge and know how to engage with them to start a conversation.

MrWindsor

Tycoon

0

VP of Business Development

Thank you, that is helpful. I mean at this point it is intuitive to me and I can identify a deal with legs or one that is going nowhere instantly. I also have to pitch to a wide variety of industries so I have to get smart on them before the call to help tailor our services to their needs.

RedLightning

Politicker

1

Mid-Market AE

SaaS is generally about problem solving. Depending on the companies you interview at, the prospects may not be problem aware.

For you, it sounds like you've sold to very problem aware products and differentiated your solution as the one best for them. Highlight that in interviews for companies that are in more mature markets.

For interviews with companies in less mature markets, focus more on the outbound side of things and highlight how you brought prospects from problem unaware to customer.

Overall, sales leadership wants a safe hire who will onboard quickly. They can teach their product and process, but sales skills are a much harder thing to develop. Work to present yourself as that safe hire similarly to how you would run a sales cycle.

MrWindsor

Tycoon

2

VP of Business Development

Good stuff thanks.

oldcloser

Arsonist

2

💀

I'm in a couple of those networks. You've likely sold to PE, a similar animal to tech. You mention teachable, you'll find someone unwilling to teach. You've got the skills if you've had success in your current. Tell them who you are, how you did it and show them how you'll do it again.

MrWindsor

Tycoon

1

VP of Business Development

Yes I have lots of PE and VC clients. I am exposed to wide variety of industries, but my product isn't TECH so they think that I have the aptitude of a single cell organism.

oldcloser

Arsonist

0

💀

There is a software component to your deals, no? The outreach from network to panel members isn't manual. You may be selling software and not even know it. Don't quit on this...

UncleHoho

Good Citizen

2

Account Executive

Might be a wild idea: But what about taking a side gig in a new field (even if it doesn't pay great), just to prove you can transition with ease?

Gasty

Notable Contributor

0

War Room Community Manager

I hope you were able to register on the flex platform as an employer?

Also, this is where DMs (anonymous) and Connections (non anonymous) come into the picture.

UncleHoho

Good Citizen

1

Account Executive

Haven’t yet! Not trying to offer a role to him. Just an idea that works for me in the past when switching industries :)

Diablo

Politicker

1

Sr. AE

If you getting to speak to a recruiter means a lot to me, so many non tech people don’t even get this first call. Try to speak about what you achieved, how you achieved, how you grew the business l, what % etc.

Gasty

Notable Contributor

1

War Room Community Manager

I’m in agreement with @UncleHoho ! Take a part time tech gig as a side-hustle, kick *ss and transition into it full time.

The market is brutal right now and companies just don’t want to risk anything. They don’t have time to hand-hold a non-tech salesperson for 30/60/90z

They want to start seeing the needle moving in some shape and manner from day 1.

Take advantage of the remote economy, get a tech side gig. Peace

TennisandSales

Politicker

1

Head Of Sales

ughh yeah dude this is such a hard thing to overcome. I would try to find companies that sell a product to the same buyer you have been selling too.

thats probably your best bet.

Maximas

Tycoon

0

Senior Sales Executive

That's my favorite response when it comes to lack of experience

concernand for selling tech products is simplyto offer them back a low payout within the probation period at a condition of meeting xyz agreed targets with em , only after tasks are met, then ask for the highest fair payout you deserve.🤞

startupminion

Executive

0

BDM

I used to sell for an expert network too, left to do biz ops at a social media startup founded by a client, and subsequently managed to land two offers in tech sales late last year. I hope this gives you hope! Some takeaways from my journey:

- startups are more receptive to non tech backgrounds
- talk about similarities of the sales process selling to enterprises, and talk about the bigger ticket deals
- going straight to the hiring manager on linkedin + speaking to recruiters were way more useful than sending cold applications
- MOST IMPORTANTLY: the grass is not always greener on the other side. I’ve found the current job to be way more stressful than selling an expert network service, with overall compensation roughly the same, and sometimes wish I’d never left that

(One of my ex colleagues from the expert network went on straight to a sales role in a big tech firm, and what worked for her was to take courses and certifications by that tech firm + a referral from a friend who works there)

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