doinkey profile picture
doinkey profile picture

doinkey

Head of Sales

Contributor
Fire Starter
Good Citizen

Is it COVID or do I just suck now?

I have been working in the outdoor industry selling SaaS to speciality retailers for the past 2 years, who have been hit pretty hard by COVID's impact - inventory shortages, not enough staff in the shop, etc.


I have been struggling to reach decision makers - limited bandwidth, with a customer when I call the shop, you name it I've heard it.


I used to book at least 1 meeting a day, now I feel relieved when I get 1 a week. I go back and forth between telling myself it's out of my control and to just keep dialing, or if I've simply lost motivation from trying to sell to these people for the past year and I suck at my job now.


Would love thoughts that are not from my boss.

๐Ÿ“ž Cold Calling
โ˜๏ธ Software Tech
๐Ÿ’†โ€โ™‚ Mindset
13

31 comment

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CuriousFox
WR Officer
10
๐ŸฆŠ
Many of us go through spurts feeling pretty helpless. I understand, and I applaud you for reaching out.

Focus on what you can control. Celebrate the meetings you book rather than beating yourself up. Small changes like this will help. That, and talking to your friends. โค๐ŸฆŠ
doinkey
Contributor
2
Head of Sales
Thank you, I really appreciate the acknowledgment and advice.
InQ5WeTrust
Arsonist
4
No marketing, mayo isn't an MQL
Dude you're just up shit creek selling to those guys man.ย 

Did a 6 month stint in logistics they're all getting royally screwed at the minute. Store closures, staff being ill and shipping costing 10x what it did a year and a half ago.ย 
doinkey
Contributor
0
Head of Sales
Taking massive comfort in their pain, thank you for sharing
poweredbycaffeine
WR Lieutenant
4
โ˜•๏ธ
The outdoor industry has been smashed in the face for the past 18 months. It's not you, it's them for all of the reasons you mentioned. Keep at it, and when things slow back down you'll be back to life.
funcoupons
WR Officer
3
๐Ÿ‘‘
From my limited understanding of that industry, retailers have been yanked through hell and back for the past 1.5 years due to COVID. Like you said, inventory and staffing challenges, plus restrictions on their operations changing every few weeks. I'd reckon that most of them are just in survival mode right now.

So no, it doesn't sound like it's you going from being fine to randomly sucking. I myself would probably be looking at other opportunities in more stable industries, but depends where you're at with your goals.
doinkey
Contributor
2
Head of Sales
They definitely are - lot of uncertainty and bigger fish to fry than implementing software. I just truly believe in my company's mission and love working with outdoor shops. But I have been browsing around what else is out there if all else fails. Thanks for your input!
BmajoR
Arsonist
3
Account Executive
Hang in there, it's likely COVID related. Alternatively, it could be time to explore other opportunities for your own sake.ย 
Coffeesforclosers
Notable Contributor
2
Director Sales and Market Development
Echoing the below, that industry is just brutal right now. Its not you. I blame Bezos honestly. Not sure how you can spin Covid but if you sell nationally i would focus on the covid maps, follow the lower case counts or stick to Texas, Florida where they are pretending it is not happening and business as usual
doinkey
Contributor
1
Head of Sales
Honestly fuck that guy, and good point. Southern states here I come!
Coffeesforclosers
Notable Contributor
1
Director Sales and Market Development
When you hit your quota based on Southern states, send me the WR I love Fat Checks license plate frame. LOLย 
UrAssIsSaaS
Arsonist
2
SaaS Eater
Long post alert but I hope it helps:


My team sells SaaS into the restaurant industry and the challenges we are facing are IDENTICAL to what you are outlining. My team is at historical lows for DMs reached and meeting run but all time highs for close rates because our platform can help alleviate a lot of the issues you outlined.

A couple things we have implemented that have helped drive top of funnel metrics.

1) Dont be afraid to start lower in the org, then work your way up. We will pitch mid level managers, turn them into champions, and then leverag that for meetings with the DM

2) increase phone outreach. We got lazy and started relying really heavily on email outreach because it was working in the past. Once we started hammering the phones again, our DM rates showed signs of life.

3) Call during the busiest part of the day. I know this sounds wild and its an easy way to piss people off, but if you go in and lead with empathy and use it just to find a better time to grab their ear for 5 mins it can work.ย 

4) Go listen to some deals you closed from 2 years ago when you were feeling yourself. Pay attention to how fucking badass you sound and carry that language and confidence into your next call.

Keep your head up man, you got this!ย 
doinkey
Contributor
1
Head of Sales
Thank you thank you thank you. Surprisingly email is working better now than ever before, but I will definitely try #3
Gyro25
Notorious Answer
1
Account Executive
Just a suggestion, but the event space is booming right now with hybrid and virtual events, so if you're looking for an industry that's on the up because of covid, you should look into event tech. My company and competitors are hiring.ย 
hh456
Celebrated Contributor
5
sales
fuck virtual events. sorry for cursing.
funcoupons
WR Officer
5
๐Ÿ‘‘
What are you, Canadian? Don't fucking apologize goddamnit
hh456
Celebrated Contributor
4
sales
sorry
Gyro25
Notorious Answer
1
Account Executive
I mean, I'm not the biggest fan of them either, but you gotta sip the Kool aid sometimes if it keeps food on the table. I meant merely for the market/industry right now since in person events are all up in the air rn with cancelations due to covid etc. Do I think they're as fub/effective as real in person events? Definitely not, but it does reduce cost of overhead drastically and makes things more globally accessible.ย 
hh456
Celebrated Contributor
1
sales
No. I will not get on a GoToMeeting just because they paid $19.99 to brand their link & rename it "The VIRTUAL National TradeShow Conference - 2021!"

I'd rather cold call everyone in the industry then sit on a webinar.
Gyro25
Notorious Answer
1
Account Executive
Seeing as how I cold call everyone in the industry as well, I'm sure I could quell your apprehension. When's a good number to reach you at? ๐Ÿ˜ LOLย 
hh456
Celebrated Contributor
2
sales
212-479-7990
Gyro25
Notorious Answer
0
Account Executive
"Hey, is this GrizzleMcThornBody?" ๐Ÿ˜‚
Gyro25
Notorious Answer
1
Account Executive
You got me.. Lol
hh456
Celebrated Contributor
0
sales
:)
SalesJesus29
Tycoon
1
Regional Sales Director
I think that Covid has brought a lot of goods and bads. It has forced us to adapt, change up our approach. We also have to think about what our customers are going through and how we can better support their initiatives. Get out of the "selling" mentality and into the "serving" mentality. Meet them where they are and help them up level. Happy to help you brainstorm if you want to connect.
doinkey
Contributor
0
Head of Sales
I appreciate that so much, and would absolutely love to connect and brainstorm with you.ย 
SalesJesus29
Tycoon
0
Regional Sales Director
@doinkeyย feel free to hit me up! Happy to connect. Shoot me a text 3039121989
sellingsellssold
Politicker
1
SDR
Iโ€™m going through a rut also and just a reminder that itโ€™s summer which is one of the hardest times to sell!
goose
Politicker
1
Sales Executive
If you think things haven't changed in the last year and a half then you aren't paying attention. ย It might be covid but we don't get paid to make excuses.

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