Getting into tech sales - any advice for an SDR selling a technical product in a saturated market?
7
ARW
3
VP of Sales
Hey @MarkyMarkOnTheWeb - firstly congratulations on making the decision to get into tech sales. It’s a great industry. Secondly, to answer your question…do some research on your biggest competitors in the saturated market and understand what people DONT like about them. Go to G2 or Gartner Peer Reviews and read the reviews and see if there are some consistent comments from customers about the things they don’t like or feel are missing. Once you know what people don’t like about them then go call their customers and offer them a better future with your product. You’ll need to show them how switching to your product will be cost neutral or cost beneficial on top of solving for some the perceived gaps they see in their current solution. Good luck!
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
This is really great advice.
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Whaddup MarkyMark?
Great question, and there are probably a number of threads on here you could sift through.
I think being new and finding success in tech sales get down to a few core things:
-Know your process. You company, if they aren't tiny, should probably know what success looks like. Take this as your map and plan of action and execute it as well as possible.
- Know your ICP. Know WHY people buy from your team and how you help your customers.- Know your stories. If you know why people buy, story tell in your outreach and communication. Help them feel like you work with people all the time who are just like them!
- Know your numbers. Focus on the metrics and driving efficiency.- KNOW WHY YOU ARE DIFFERENT
I would recommend as an SDR and as someone new to tech sales, listen to 30 minutes to presidents club which is often geared toward SDR outreach. It, along with other podcasts, will help you to think about your future as a rep and what it means to sell things tactfully and with a plan.
There is a lot more I could put but I think this is a solid place to start. It's all a process and just focus on improving everyday by a little bit.
Great question, and there are probably a number of threads on here you could sift through.
I think being new and finding success in tech sales get down to a few core things:
-Know your process. You company, if they aren't tiny, should probably know what success looks like. Take this as your map and plan of action and execute it as well as possible.
- Know your ICP. Know WHY people buy from your team and how you help your customers.- Know your stories. If you know why people buy, story tell in your outreach and communication. Help them feel like you work with people all the time who are just like them!
- Know your numbers. Focus on the metrics and driving efficiency.- KNOW WHY YOU ARE DIFFERENT
I would recommend as an SDR and as someone new to tech sales, listen to 30 minutes to presidents club which is often geared toward SDR outreach. It, along with other podcasts, will help you to think about your future as a rep and what it means to sell things tactfully and with a plan.
There is a lot more I could put but I think this is a solid place to start. It's all a process and just focus on improving everyday by a little bit.
RandyLahey
Politicker
0
Account Executive
@MarkyMarkOnTheWebCongrats on the new career path! Personally, as an SDR and still to this day as an AM, I always thought Becc Holland's content stood to me. Personalization at scale, she has a few webinars on that and I found them to be a very valuable resources.
Kosta_Konfucius
Politicker
0
Sales Rep
Shadow the top reps to find out what they do differently
kelvin26
Fire Starter
-6
administrative manager
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Gasty
Notable Contributor
1
War Room Community Manager
taken care of. thanks for tagging!
DungeonsNDemos
Big Shot
1
Rolling 20's all day
I feel like the "flag an issue" option should just be an @Gasty button with Dexter's face
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
That would be a great feature request.
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