derneutrale

Business Development

Do you even care what you sell?

Savages, how much do you actually care about the product you're selling? Did you specifically choose it or are the other topics around the job more important to you?

Context: I'm curious to think about where to move in the next 10 years (still early in my career). Until now, it's quite easy for me to get passionate about things I didn't know before.

Connected question: how much do you think should you put a certain focus in your career, e.g. on the industry (within B2B SaaS)? I would assume that you can build a better books of business if you stay within an industry and get specialist knowledge - HOWEVER, you're quite dependent on the industry itself and less broad skills.

So basically the question is: Should I find a product/industry to be an expert in or should I go broad and care more about opportunities that come up?

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23 comments

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Pachacuti

Politicker

7

They call me Daddy, Sales Daddy

You *should* care about what you sell, but most people don't. You ought to try to find a reason to believe in what you sell, even if its just superficial.

oldcloser

Arsonist

6

💀

I think many of us fall into a specialization by virtue of tenure from first gig. The key to tenure is getting some. Then, knowledge expands along your way to mastery. The key to mastery is time.

To answer the last question: The more specific your skillset is, especially today, the more likely you are of finding good opportunities in the same space, whether it be solution, target market segment, vertical, or ICP. If you know absolutely everything about how an Airlines uses Machine Learning, the problems the industry faces, and know how to solve them, you're much more likely to get a job selling enterprise ML. You'll also make more than those with less knowledge.

The specialist always gets paid more than an apprentice. Tricky part is to know which industry will support your lifestyle in 20 years. So, yes, do choose a specialty. Choose very wisely.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

I'll agree with this with a caveat. 10 years from now is a long time to make a projection about what you should hone in on just yet. Things change pretty rapidly, and technology improvements can be pretty amazing.
I'll use some of my own experience as an illustration of focus, however. First sales job was tech, selling both onpremise and ASP (which became SaaS) options. Got my third sales job as a direct result of having ASP/SaaS experience, although the software was completely different. I've been in that industry ever since, but also gaining expertise as I went into MM, then Ent, then Strategic sales. In my case, what I specialized in at the time is no longer unique, but it opened a door. So pay attention, be alert, be the best you can be at what you are selling. If you don't particularly care for the product, maybe you really like the vertical - so learn all you can about that, and be prepared to move to a product that serves that vertical but is more in tune with what you value. And so on.
Other decisions you'll make along the way will help you figure out if you're more IC or manager, or hunter/farmer, etc.
Final piece of advice: enjoy the journey! Best of luck to you.

derneutrale

Opinionated

3

Business Development

Thanks for the kind words! Surprisingly, after getting my first mmgt experience, I think I could enjoy it for quite a long time as an IC. Also, I’m way more the hunter than the farmer. So here, I have some hypothesis.

Also the question to you: as there are a limitless number of verticals/ ICPs etc, which ones do you think are long term interesting?

derneutrale

Opinionated

1

Business Development

Very interesting, thanks for the context! In your personal opinion, what are industries/ solutions/ ICP etc. where you think it’s worth to focus on?
If you could give multiple examples, I would highly appreciate that

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Industries to focus on will be more personal. FSI, CPG, etc, will all depend on your preference- where you’re comfortable, where you can navigate the structure. Same with ICP.

I’d just avoid the new bright shiny thing that’s either a market focus or a product focus. I’ve always sold to the more established businesses. They may be more risk-averse, but they’re likely to be around to pay the bills for years to come.

lowhangersalesbanger

Executive

5

Account Executive

I have never cared about a product. I care that it works. That is it. I don't sell shit that doesn't work.

oldcloser

Arsonist

0

💀

!! on this. So much malfunction out there.

jefe

Arsonist

5

🍁

I care more about the company, its ICP and whether it provides value to the clients, quite honestly.

It's nice be passionate, but in the end I want to work somewhere that values me and actually help/make a difference for those I'm selling to. Also make sure it's an industry I have SOME kind of interest in and people that are half decent to talk to.

Everything else was covered by @oldcloser & @Sunbunny31

oldcloser

Arsonist

1

💀

Comment endorsed. Sooner or later you'll get to a point where your purpose is bigger than just making any sale. When you're able to help a business and the people who run it grow, you get the benefit of operating ethically.
They're likely not going to build statues or carve faces in a mountain in honor of the best sellers. But sales is a noble profession. We help people if they let us. Don't ever burn your good name.

medhardwaredr

Politicker

2

Director of Sales NA

I sell only what I truly believe in and know has a place in the world.
I have been at the same company my entire career through so there’s that

Justatitle

Big Shot

2

Account Executive

early on I cared, now I'd sell coke if it wasn't illegal. pay me.

jefe

Arsonist

2

🍁

Love the smell

Kosta_Konfucius

Politicker

1

ERP Sales

You should care, or you will probably burn out if you dont care

prospectsleeprepeat

Executive

1

Senior BDE

I think it's important to care to some extent. Caring about/enjoying a role or industry helps when times feel stretched. It's just as important as connecting with the people you work with for me.

SgtAE

WR Officer

1

AE

Honestly, I was looking at a B2C closing role last week, health space, Y combinator, all things checked out. Did my DD and found out they're just slinging ozempic for 1-2k per month to their clients.

Ngl putting in an application this week.

HappyGilmore

Politicker

0

Account Executive - SMB

I care about what I sell, but at the same time, I'm starting to figure out what products are truly a necessity vs nice to have.

TennisandSales

Politicker

0

Head Of Sales

the first part is a case by cases basis. For me, its not really about the product but the mission of the company and what the broader goal is. I DO need to feel connected to that. it helps me stay focused when shit starts to suck in sales.

but the actual product i do not need to be passionate about.

I have gone the route of being very focused and specialized in the industry I sell too and it has paid off big time already.

I do think the industry that you pick does matter though. But if i had to pick i would suggest becoming specialized in a niche market that has good long term upside.

We all know that sales is sales and there are a ton of transferable skills but SOOOO many companies still dont believe that and will pay more if you have that industry knowledge.

BigShrimpin

Politicker

0

Account executive

Some industries like construction or really anywhere that still has onsite visits be a big part of their strategy staying in the vertical can pay dividends by leveraging those existing relationships at new roles but if you're selling tech where its faceless department heads who shuffle evrey 2-3 years the relationship isn't worth much.

Expertise can be learned in any industry pretty quickly if you put your mind to it don't let the experience gap keep you from a new role.

countingmyinterest

Politicker

0

Account Executive

Yes and no. Has to be a good product in a good industry. I've sold too much nonsense in my career.

tonysoprano

Tycoon

0

Sr. AE

for me I kind of care about what I sell, but I care about what the thing i'm selling does way more. and if it works. i've been forced to sell something that wasn't proven out yet and lost a customer + burned the bridge with that person. shit situation

Beans

Big Shot

0

Enterprise Account Executive

Yes - had a few offers when i switched into SaaS and chose the org that fit my wants; culture, growth, comp, and product that I'd care to push.

SaasSlingin

Politicker

0

Sr AE

You could easily be passionate and the sales org sucks. You’d likely be happier selling a product you’re less interested in personally, with targets that are more realistic, or a culture where employees are treated well.

Tough to project 10 years out, but you’re more immediate decisions will defenitely help you determine what/where you like vs don’t.

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