FedoraLover

Account Development Representative

Problems selling TAAS Marketplace Services :(

Hi there!

Recently I started as an SDR at a TAAS (Talent as a service) marketplace company and I have been tasked to break into the Enterprise market.

My problem is that I am not sure who my persona is? Should I be talking to HR? Recruitment? CEO? Operations? I been calling directors of HR, recruitment, and talent acquisition but not to not much success... I almost feel like I should try CEOs or COOs since they would understand the cost reductions better but not sure.

I am new and there isn't anyone to really ask since its just me in this Enterprise sales role... Would love some help in how I could go about convincing Enterprise (1000+ employee companies) to try using our TAAS marketplace.

Thanks for any insight you can provide.

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💌 Cold Emailing

📞 Cold Calling

25 comments

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Rallier

Politicker

SDR Manager and Consultant

Can you look in your CRM and take a look at closed/won opps? Take a look at the people involved in the decision making process and see if you can identify what department and role they are in

FedoraLover

Fire Starter

Account Development Representative

Can you look in your CRM and take a look at closed/won opps?
I wish but the only other two Enterprise level clients were inbound. The rest of the clients are SMB and I am supposed to focus on Enterprise.

I am just not sure to penetrate an enterprise organization with this product, it's my first enterprise sales job and I have no support :(

Rallier

Politicker

SDR Manager and Consultant

Yeah that’s tough to not have support. Who are the personas for the 2 enterprise accounts?

FedoraLover

Fire Starter

Account Development Representative

We only have 2 Enterprise level accounts right now, one is government and one is professional services. Both were acquired inbound.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Were the buyers procurement, or were they directors, etc? Regardless of how the leads came in, they came in at the direction of somebody in that organization who had a need. You want to target similar people when you go outbound.

FedoraLover

Fire Starter

Account Development Representative

Hmmm not sure, we don't have the best records of how we got these two Enterprise clients. Our website is free to use so they probably just started using it a bit and then reached out for support in weeding through all the freelancers.

I am going to start targeting directors and VPs of operations rather then HR, hopefully that works better.

I am just not even sure if other enterprise companies want low skill meh quality digital workers but hey ill try...

Sunbunny31

Politicker

Sr Sales Executive 🐰

So do you have the purchasers' names captured? If you do, then it's pretty simple to check them in LI to get their titles. Just a suggestion so that you can see who might have been involved.

braintank

Politicker

Enterprise Account Executive

Who are the buyers now?

Do you specialize in a particular type of talent?

How's your brand? You work for a place that has name recognition?

FedoraLover

Fire Starter

Account Development Representative

Who are the buyers now?
- We only have 2 Enterprise level accounts right now, one is government and one is professional services. Both were acquired inbound.

Do you specialize in a particular type of talent?
- I wish... That would make it much easier but we are general low skill talent, I am not even sure if Enterprise clients want these kinda of people honestly.

How's your brand? You work for a place that has name recognition?
- Our brand is decent, our competitors are much bigger and more successful.

braintank

Politicker

Enterprise Account Executive

I'd look at who buyers are across all segments. That'll give you a bigger data set to build buyer profile.

When you say "low skill talent" you mean like assembly line workers?

FedoraLover

Fire Starter

Account Development Representative

When you say "low skill talent" you mean like assembly line workers?
- I mean like 5 or 6 out of 10 skill level for software development, graphic design, translation, everything is pretty much meh. We are focused on low cost, high volume rather then high cost, low volume 9 or 10 skill levels. It's a bit weird but ya I guess that's what the CEO wanted.

poweredbycaffeine

WR Lieutenant

☕️

Director + in HR, People Ops, Corporate Strategy, Operations, etc.

FedoraLover

Fire Starter

Account Development Representative

Oh okay so there a bunch of titles I could reach out to hmmmm.... So pretty much any director in a corporation would work.

poweredbycaffeine

WR Lieutenant

☕️

No, not any director. Director+ means director is your bottom title you'd reach out to, but you'll have to go through VPs for most deals. Only focus on the HR, People Ops, and Corporate Strategy roles.

You can also look at your CRM and find all the deals that your company has sold. Analyze the titles of the buyers and go find more of them.

FedoraLover

Fire Starter

Account Development Representative

Yeah that's who I been reaching out to, mostly HR and talent but ill try titles with strategy in them too.

My main problem is the pain point honestly. We provide low skill meh quality talent and the target here is enterprise level organizations so 1k employees+. None of our talent is high quality like 5-7/10 max and I am not even sure there is a market in Enterprise that needs meh quality work from their freelancers...

I have sales experience but this is tough because everything has me thinking these giant companies don't need more meh quality they need the best of the best when needed on certain projects...

FedoraLover

Fire Starter

Account Development Representative

Any idea if this product "low skill digital TAAS" is even possible to sell to Enterprise organizations? I feel like no, it's kind of crap :(

poweredbycaffeine

WR Lieutenant

☕️

I have no clue, as I am not in that industry and have never wanted to purchase an outsourced provider/TaaS solution for any org I've been a leader in.

FedoraLover

Fire Starter

Account Development Representative

Yeah that's exactly my problem. It seems like no one wants meh freelancers... :( Damn this sucks

CuriousFox

WR Officer

🦊

I'd say HR.

FedoraLover

Fire Starter

Account Development Representative

HR just wasn't working at all :( They just don't care about cost cutting and outsourcing. I feel like ima give operations a shot since using freelancers improve efficiency and reduces costs. HR I feel like is more internal and not operational. Tough though :(

Upper_Class_SaaS

Politicker

Account Executive

Didn't know TwerkingAsAService was a thing...

Kosta_Konfucius

Politicker

Sales Rep

Look up won opps and see who they meet with/signer is

goose

Politicker

Sales Executive

This sounds like an uphill battle. Good luck.

FedoraLover

Fire Starter

Account Development Representative

Yeah its tough no doubt. Its an unproven vertical so definitely not easy. Is all enterprise sales like this? I imagine there is usually sales support teams that help conjure a strategy.

goose

Politicker

Sales Executive

This, in my opinion, is where product / market fit comes in to play. Ideally, there will have been some work done to identify target customers in your addressable market that you can build plans around. If someone asked me to "break into the Enterprise market" then I'd probably put up a billboard.

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