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worktolive14

Director of Sales and Partnerships

Fire Starter
Contributor

Landed a new role at a start up - need advice!

Hey team,


I just landed a role as an enterprise ae selling a complex ERP at a start up. I am the first hire in Europe and am responsible for sourcing new leads, running the full sales cycle, and coming up with the strategy for taking this to market.


I have experience as an account manager with ~$1m quotas each year, majority coming from inside sales but a % of outside sales.


I do not have a ton of outbound experience but am very ready to take on this new challenge.


Does anyone have any recommendations on books to read, podcasts, strategies/tactics, for someone in my position?


Much appreciated!

๐Ÿ‘‘ Sales Strategy
๐Ÿ›ข Energy & Industrials
๐ŸฅŽ Training
16

21 comment

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UrAssIsSaaS
Arsonist
6
SaaS Eater
WR should pay @braintankย @poweredbycaffeineย and @CoorsKingย to write the playbook on this.ย 
CoorsKing
WR Officer
7
Retired King of the Coors Knights
If they pay me, Iโ€™m down. Otherwise just read my onboarding journal and territory plan for nowย 
UrAssIsSaaS
Arsonist
4
SaaS Eater
Yup this is why I added the paid piece. A lot of us have put out a bunch of quality stuff related to this. Would be great to see it consolidated and easily findable/shareable.ย 

Im still dumbfounded forum topics/sections and sticky posts dont exist. Blows my mind.ย 
TennisandSales
Politicker
4
Head Of Sales
so if you are trying to learn how to do out bound prospecting....that may be more than can be taught here.ย 

30 minutes to presidents club is a solid podcast.ย 

I would follow Becca Holland and Josh Braun on Linked IN.....just dont buy any of their stuff just follow their posts.ย 

Im not a big reader.....i normally think its just a bunch of fluff but if you want to make sure you are following a specific sales methodology I would read the challenger sale.ย 

My biggest recommendation is to not overwhelm your self with content.ย 

learn the basics of a cold call,ย 

learn the basics of cold emailย 

then GO DO IT and adjust along the way.ย 

good luck!ย 
bandabanda
Tycoon
1
Senior AE Mid Market
^ yup. Things may work in your market that donโ€™t work elsewhere & vice versa. Try something, see if it works, iterate.
hh456
Celebrated Contributor
3
sales
check out my article on outbounding too.
worktolive14
Fire Starter
1
Director of Sales and Partnerships
what is the article titled?
hh456
Celebrated Contributor
0
sales
diy tech deck:ย  https://bravado.co/academy/diy-tech-deck
bandabanda
Tycoon
2
Senior AE Mid Market
Why did your companies best customers choose you?
Why did they choose you OVER competitors?

Talk with anyone internally (or with current customers) to find your most tangible value prop. And to Braintankโ€™s points, this will help you see your differentiators too.

Put that content in your cold outreach, see if it sticks. Iterate on what works.
DungeonsNDemos
Big Shot
2
Rolling 20's all day
If you don't already, you should subscribe to some podcasts.
Coming in to this new org, make sure to book time with their top performers and find out how they do things.ย 
Try to think outside the box and at a high level as you start. Walk before you run.

How are the best leads being found and engaged?ย 
What are the best use cases and ways you can help your prospect - now how can you communicate that?
What type of sales process does your org ascribe to follow? Is it working?ย 
aSaaSinator69
Praised Answer
2
Business Development
Just have conversations. Once you figure you out the need your products filling and your ICP, just get on the phones. Easiest way to learn and grow.
CuriousFox
WR Officer
2
๐ŸฆŠ
Check out the academy tab and utilize the search bar.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Biggest advice - don't be afraid to pick up the phone and call a prospect.
braintank
Politicker
1
Enterprise Account Executive
Nail down your ICP and focus like hell.

Find several key competitive differentiators.

Tell really compelling customer stories.
braintank
Politicker
1
Enterprise Account Executive
How much closing experience you have?

How much ERP experience do you have?
worktolive14
Fire Starter
0
Director of Sales and Partnerships
4 years at an erp - 2 as consultant and 2 as an account manager
AnchorPoint
Politicker
1
Business Coach
New Sales Simplified by Mike Weinberg - it will answer most/all of your concerns.ย  Great book.
SADNESSLieutenant
Politicker
1
Officer of โ™ฅ๏ธ
impending doom sounds*
ClutchDeluxe
Valued Contributor
0
asking people for money
Congrats on the new job!ย 

I have a couple of strategies to share from being the first sales hire in a big region.

Being the only one (so far) with a long sales cycle, I'd consider automating as much outbound as you can using something like lemlist to create a cadence to warm up your prospects and get them coming to you.

If are any playbooks for sales, lead gen outbound, even marketing demand gen for any other regions, ask your VP for them edit to suit your audience.

Also get really familiar on the client side ERP buying process so you know when is a great time to reach out; some industries have key milestones (state or national budgets released/season impacts/elections/trade events). If they don't have something like this, then every day is the right day to reach out.ย 

Good luck, I'm looking forward to seeing your first deal post!!
Kosta_Konfucius
Politicker
0
Sales Rep
30 min to prez club
CRAG112
Valued Contributor
0
Account Executive
Build the list, call the list. Email the list. Connect with the list.

Don't forget to read as many user reviews as you can to understand why people actually give a shit about the product, how they use it, and who is using it (buyer personas and user personas).

Also don't forget to either ask for the data or review all the past sales data to further understand answers to the above questions.

And don't forget to always build a list and call that list.

Start with 50 people to call and email.

And don't forget, it's Enterprise. You don't get to magically connect with C-types. There's so many others to chat with.

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