hey everyone. looking for some advice from sellers who have sold on the systems integrator side (partner companies in the SaaS ecosystem that implement technology like Salesforce or oracle). I work for a consultancy that specializes in doing work for clients who use Salesforce, ncino, snowflake and core systems in banking, insurance and wealth. I have traditionally sold on the vendor side as a software sales rep, so far for the most part I do like how our sale is less aggressive and more consultative I also think trust comes more easily being legitimate subject matter experts. i like the sales motion a lot more and I also get to help software AEs like Salesforce AEs on their deal cycles and break into accounts.
things I need help on:
1.) cold outreach. I'm booking meets with clients but not as much when I was a SaaS rep because selling consulting work is a very different talk track than selling licenses. any advice on how I can effectively cold call clients and sell services would be great.
2.) working with AEs at other companies in a channel function. I feel like I have a really good flow down but also there's a million SIs out there emailing them and getting their attention but what are some things you all have done to provide sellers real tangible value and make their lives easier.
3.) any general selling tweaks you had to make when switching from being a software seller to selling services.
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