noobie

Sales Associate

Insurance -> Tech

I'm actively looking to break into some sort of SDR role in tech and currently in traditional business insurance sales. Can anyone draw similarities between industries and what are some things to look into prior to taking on any potential interviews with tech companies? With three years of sales experience, I'm looking to try to jump ship for a bigger base salary but also reasonable OTE expectations.

🛡 Insurance

🧠 Advice

😄 Job Hiring

17 comments

Sort by:

Justatitle

Big Shot

Account Executive

I work in insuretech and my company is looking to hire a new SDR.

CuriousFox

WR Officer

🦊

DM to the rescue!

noobie

Contributor

Sales Associate

Would love to hear more if possible!

Justatitle

Big Shot

Account Executive

Dm me

firechief

Big Shot

Head of Sales

The main difference that I have seen with salespeople from the traditional side of business that get wrong when jumping into tech, is that tech sales are (for enterprise customers and large deals, which is what I know of hahaha so this may not work for every type of selling). Is that in tech sales there is a deep focus on discovery and consultative sales. So don't expect to close a deal in a couple of meetings, try not to mention your service or product from meeting one, or even the first couple of meetings. Focus on understanding deeply the customer's problem, the more you do, the more they feel you get them, the more prone they will be to work with you to find a solution and in turn assign budget to your solution.

If you interview and just show the product/service, I wouldn't hire you not even touch you with a 10 foot pole hahah we all hate the salesly salesman. If you are asking deep questions that show your are genuinely interested in my issue (as a customer) and then connect that with what you are offering, that's golden.

Keep this structure in mind for your discoveries:

1) Greet everyone at the meeting, understand what their roles are on the prospect companies (so you can start to figure out all their angles to the problem).

2) DISCOVERY, ASK QUESTIONS. No VP, Manager or executive is going to give you time on their agendas unless they have a expectation in mind when someone mentioned your solution. Ask why they gave you some of their time? Understand the problem they want to solve.

3) Recap the problem, tell them how you understood their problem so that you are sure they know that you understand what they need and ask if there is anything you left off.

4) Connect! Ok so now you know their problem, be creative and connect your product/services unique features or capabilities with their problem. If you don't find a connection, don't push it... It's better to let them know you cannot help with that specific problem and you can jump to another use-case discovery.

5) Follow up meeting scheduled (date and objetvice on the calendar schedule it right then and there). Set clear follow up activities, responsibles and follow up dates.

That should cover a good discovery call, which is again what I've seen "traditional" people don't get right... Later there are others, but this one is key and I think will help you on roleplays when you are interviewing.

Happy selling :D
And read a book called "The challenger sale"

Gasty

Notable Contributor

War Room Community Manager

excellent advice @firechief! Welcome to the War room

firechief

Big Shot

Head of Sales

Thank you, hahaha hope I can help in whatever way I can and learn from the community as well :D

Gasty

Notable Contributor

War Room Community Manager

I’m certain you will, savage

noobie

Contributor

Sales Associate

That's great advice @firechief
I really appreciate it. There are definitely plenty of salesy salesman in my arena

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Check out the article in the Academy about getting into tech

noobie

Contributor

Sales Associate

Will do thanks for letting me know!

ThatNewAE

Big Shot

Account Executive - Mid enterprise

Found this : https://sendbird.com/blog/sdr-the-first-step-to-a-successful-career-in-tech

Let me know if this helps.

Kosta_Konfucius

Politicker

Sales Rep

What’s your prospecting look like? Do you cold call? How many a day

noobie

Contributor

Sales Associate

Yes cold calling is a big priority to begin. I would say around 75/week but also utilize commercial lenders and other referrals.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Focus on the soft skills and how you met/exceeding the metrics given you.

For an SDR role they want someone hungry and willing to grind it out. You need to convey that in your resume.

noobie

Contributor

Sales Associate

okay great, I will touch up the resume!

kelvin26

Fire Starter

administrative manager

Invest and earn weekly by staking bitcoin assets with timebrook investment. Take your time to verify their credibility before investing
https://timebrookinvestment.com/u/sign_up?r=kryptotitan

https://t.me/+L_3GDbXlz904MDg0

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

noobie

Insurance -> Tech

17 comments

Related posts

Construction Insurance Question

Commercial Insurance vs Software Sales

Is commercial insurance safe from automation? (Brokers)