Epad profile picture
Epad profile picture

Epad

Snr Business Development Executive

Executive
Opinionated
Valued Contributor
+5

Struggling in US market!

Advice needed! I moved markets for our SaaS product a few months ago from UK/EU core market to set up the new US market for our company. I am the only person selling into the market for us, no marketing, I look after all business development, prospecting, cold calling, demos, trials, closing, account management etc.


Had some success, closed some smaller deals, some good potential pipeline also, but also still much to learn as a sales culture change. Especially with final close and getting actual budget decision makers across the line.


Any advice?


Some useful info if at all helpful:

- product is in recruitment software space

- ideal prospects are recruitment managers and HR Managers

- Average cost of software per annum = $3500


Much appreciated!

👑 Sales Strategy
✌️ Growing Pains
🗺 Territory
8

19 comments

Sort by:
Diablo
Politicker
2
Sr. AE
Why don't you ask for a BDR ?
Epad
Executive
0
Snr Business Development Executive
Want to see some solid market potential first I think. We're a small company but this will happen once I develop some foothold hopefully
braintank
Politicker
0
Enterprise Account Executive
A bit of a catch 22. It'll be hard to build momentum if it's just you. Even if you have some success, you'll then have to focus on account management & support  vs selling
sketchysales
Politicker
2
Sales Manager
Moving from UK to NA, i can confirm its hard to learn a new sales culture...  Im still trying to figure the US out.  Generally find it more cut and shut compared to selling in UK and EU.  Cut the crap, say it as it is, prove the value and get out.  

Also I find US and NA in general much more cautious and scared of change compared to UK and EU markets.  EU especially seems to embrace change, new concepts and new contacts whereas I find the US are more hesitant to try something new, if it aint broke why fix it seems to be a preferred method.  

Also bear in mind the demographic of which areas you are trying to hit.  While New York, Chicago and large parts of the east coast are the most tempting to start with due to wealth and population density, they can also be the most challenging if you are not familiar with the business culture.  If anything maybe consider starting with some Canadian cities like Toronto/Vancouver which will give you a bit of a taste as to the north america market and apply your learnings into the US.

Lastly, if you are from the UK, use your British accent to your advantage.  People instantly know who you are when they answer the phone and for some reason people here seem to think its cute.  At least in my space they do.

These observations could be largely due to the industry I am in  so take them for what they are worth to you.
Epad
Executive
2
Snr Business Development Executive
Thanks for your thoughts sketchysales! Yeah using my Irish accent to my full advantage where possible. 

Definitely seeing the more resistance to change, no matter how minimal it is. 

Might be worth pushing Canada a bit more with the bosses also, thanks for the note. 
jefe
Arsonist
2
🍁
Be aware that Canadians are much more reticent to change than US companies.

Can't really speak to EU, but US companies compared to Canadian ones tend to be willing to take more risks and will cut and run quicker if things don't work.


(I'm a Canadian doing global sales, with a lot of experience (and success) in previous roles with both Canadian and US territories).
sketchysales
Politicker
1
Sales Manager
You could be right there, the one reason I recommended Canadians is often they are more approachable, especially compared to the East Coast in US but yes could be harder to close.
jefe
Arsonist
1
🍁
Canadians are DEFINITELY more approachable, especially when compared to to the NE US.

Midwestern folks are pretty amiable though, I did really well in that region. Not as much money as NY, but there's enough.
braintank
Politicker
1
Enterprise Account Executive
I'm sure things would be a bit easier it if wasn't just you... that's a lot of hats to wear.
poweredbycaffeine
WR Lieutenant
1
☕️
What are you actually struggling with?

Lead generation
Converting demos into opportunities
Closing
Epad
Executive
0
Snr Business Development Executive
More on the closing recently when it comes to prospect bringing to management for sign off
braintank
Politicker
1
Enterprise Account Executive
Why aren't the deals closing? Are they going with competition, saying you're too expensive, ghosting?
poweredbycaffeine
WR Lieutenant
1
☕️
Why do you think that is?
Epad
Executive
0
Snr Business Development Executive
Mix between ghosting, occasionally competition, and timing for upper management
poweredbycaffeine
WR Lieutenant
0
☕️
And this is not the case in your EU/APAC market?

It sounds like you are experiencing what any outbound org is going to experience, regardless of industry or market.
Epad
Executive
0
Snr Business Development Executive
Biggest difference between regions I have found so far is the prospects who I'm targeting (end-users) don't have the sign off authority in US vs EU. More levels and hoops to jump through.
braintank
Politicker
1
Enterprise Account Executive
I'd shift to focus on decision makers vs end users and see if that helps
CuriousFox
WR Officer
1
🦊
Are you talking to the people that "actually" make the decision or the people that lie and say they have the power?
Epad
Executive
0
Snr Business Development Executive
The latter of late. They are the end user and definitely part of the decision, but even after qualifying earlier in the cycle, at the 11th hour they say they need X to sign off for budget or operations etc

Related posts

10

Are sales reps the hottest commodity on the job market?

Discussion
🐱
👥
25
3

Key differentiator while selling to APAC, US & EMEA market?

Advice
👑
☁️
📬
4
Key differentiator while selling to varied geographic markets?
42% Prospecting
3% Demo
33% Closing
21% Networking
33 people voted
58
Members only

It's a candidate's market-- what attracts you to other companies?

Question
☁️
👥
🤠
93
Bravado is a community of trusted sales professionals endorsed by their customers.
Apple Store logo
Products
The War Room Jobs Salary Guide Tech Sales U
Company
About Us How It Works Blog Bug Bounty
Contact
Press Careers
© 2024 Bravado Inc. All rights reserved.
Privacy Policy Legal and Privacy Center Sales Jobs
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.