ADudeBeingAGuy profile picture
ADudeBeingAGuy profile picture

ADudeBeingAGuy

Account Executive

Politicker
Acclaimed Answer
Opinionated
+4

Help me not be an idiot

Recently went on the job hunt, after narrowing it down to one - I've got the official offer in my inbox awaiting my signature. Lets go!


Here's where I'm looking for some WR guidance...

So far in my SaaS career (1 1/2 - 2 years in) I've sold pretty simple solutions.


In this new role I will be in the Big Data space, selling a much more technical product than I have before. I'm feeling a bit nervous about the learning curve. I'm over the moon excited about the opportunity, the significant bump in OTE, the company, etc. At the same time, my excitement is accompanied by a bit of intimidation. The ramp up period is fair, but I want to walk in more prepared 2 weeks from now than I am today. It may be tough to answer this question without me giving the specifics of the company... but I can't be alone here. I just want to be sure I have some idea of wtf I'm talking about before I dive in. I'm going to be targeting a more technical audience and don't want to sound like a total idiot.


Anyone made a similar move?

Any good resources to learn? Podcasts? Books?


Drop some knowledge on me.

☁️ Software Tech
😎 Sales Skills
🤘 Personal Growth
21

23 comments

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buckets1
Politicker
11
AE
Don’t be too intimidated. Technical buyers don’t expect you to have all the answers on every call...they expect you to have a basic enough understanding to pull in the right resources or go search out the answers and get back to them. Most reps have a type of sale they’re naturally better at I.e. transactional vs strategic, technical vs. not as technical. However — general sales skills are transfer across any type of sale.
jefe
Arsonist
4
🍁
100% this. I sell a fairly technical product and did philosophy as an undergrad.. The key (beyond standard consultative type stuff) is to never pretend like you know the answer.

Never have I had an issue in telling a prospect that I have to consult with one of my technical team to get the right answer. It really builds credibility to do so, and tell them why. I outright state that I don't like answering a question if I'm not sure they can take that answer to the bank.

Buyers don't expect the salesperson to know it all. 
CuriousFox
WR Officer
4
🦊
Take a breath, then go to your peers or new managers for guidance. 
braintank
Politicker
3
Enterprise Account Executive
You'd be well served to ask your hiring managers for suggestions.
Sunbunny31
Politicker
4
Sr Sales Executive 🐰
This is a great suggestion. Ask them how best you can prepare over the next couple of weeks. Good luck!
payton_pritchard
Executive
2
RSM
In a similar situation myself -- what's been really beneficial for me are two main things

1 - fill up your social media (Twitter, Linkedin, etc.) with interesting people who talk about the space -- this will allow you to have a more well rounded view of the Big Data space as a whole and be able to provide relevant perspective and opinions. Being able to show that you have thoughts beyond just regurgitating marketing materials on your specific product will go a long way in gaining trust with technical buyers.

2 - pursue outside technical training/certifications. Personally  used A Cloud Guru for self-learning and have used it to get professional certifications from some of the major cloud providers -- again this allows you to build some actual credibility in a technical space and separate yourself from the sea of other reps who have no idea what's going on
Upper_Class_SaaS
Politicker
2
Account Executive
Yea I wouldn't be worried. You will be okay regardless. They should have training for your first 2-4 weeks to get up to speed. Just shadow the successful reps and lean on the technical SEs internally to help bear the load as you ramp up
saaster
Fire Starter
1
Account Executive
Watch as many YouTube demos of your solution and competitors as possible. Also can’t hurt to reach out to your future colleagues on LinkedIn. Last thing - don’t forget that sales is literally people asking other people questions and being genuinely curious… no need to be nervous!
Beans
Big Shot
1
Enterprise Account Executive
Books, podcasts, courses etc all great.

But in my opinion finding a mentor internally who cares, that is your best path to success, you can't ask Chris Voss stupid questions over slack.
Justatitle
Big Shot
1
Account Executive
Personally went from selling CPC recruitment advertising which is not complex to a complex marketing product and haven’t looked back, best decision I made to be honest with you. If not now when will you do it? how do you know you’ll get another opportunity like this? 
jefe
Arsonist
2
🍁
Sounds like you used to be with Indeed.

I killed it at a company they bought, though left before they did. I know a bunch of people who stayed in the space, and have done well, but it's not very interesting.
Justatitle
Big Shot
2
Account Executive
It was cool for ~12 months and all but there’s more money to be made elsewhere and I was sick of the look aid there. 
jefe
Arsonist
2
🍁
Kinda what I figured... THe 'ra ra Indeed' really grates me. 
ADudeBeingAGuy
Politicker
1
Account Executive
100% agree!
Just want to be sure I don’t fuck it up :)
Justatitle
Big Shot
1
Account Executive
You won’t.
Diablo
Politicker
1
Sr. AE
Don't take it too hard. I came from a non-tech space before selling software. Yes, many a times you'll have issues having to answer complex questions but you will have a whole team to back you up as far as you are able to make the prospect stick to you.
DataSlangah
Politicker
1
SAE
Don't fake it til you make it.  Be up front and learn who to pull in when needed, early and often.  
Notmyrealname
Politicker
1
AE
I run discovery meetings an product demos for enterprise software in a very technical space where I have no experience other than what I've learned over the last few months.

Sometimes it's with global vps of xyz, sometimes with regional managers, sometimes with local department heads. Every single time, no matter who I'm in the meeting with, I have the least relevant experience.

Once I explain this to them and promise to find an answer for them they're always fine with it. And it forces me to ask additional qs to just be able to understand what's happening. Gives that bonus easter egg details that experienced colleagues skip over.

You'll be absolutely fine 👌
godpull54
Praised Answer
1
PDR
Just jump into it brother. They saw enough in you to offer you a job. Absorb as much as you can and you'll look back thanking yourself. You are enough!
godpull54
Praised Answer
1
PDR
You got this man! 
Jewcan_Sam81
Politicker
1
Account Executive
Just get in there, walk in the door like you own the place, then keep your head down and your eyes and ears open to EVERYTHING and you'll pick it up in no time. Just don't be afraid when you don't know something. People prefer you to speak up before about a knowledge gap rather then after when you pretend to know, are wrong, and look foolish and cause issues. 

You got this!
pumpkin19
Opinionated
0
AE
Do they not have training at the company?
justadude
Fire Starter
0
The only sales guy
The biggest mistake I made when making a move like this a few years ago was not asking about the current team’s success. The product sounded amazing, but very technical. I met with sales engineers during the process and they had me convinced. Then.. after 6 months, the entire sales team failed to sell a single license. I had 2 PoCs going, but then don’t pay the bills.
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