Hi Sales Savages,
We’re going to start up our weekly meeting again!
Drop your questions in the comments on substack, and I’ll feature them in next weeks issue. Feel free to DM me on twitter @BowTiedDingo or email me at dingo@bowtieddingo.com if you prefer to ask in private!
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Posts
Paid:
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Thread of the week:
Tweets:
Questions:
"Been a SDR for a year now. Company doesn’t have open AE roles for at least 6 months. Based on what you’re seeing in the market, do you think I can secure an SMB AE role externally?"
It is possible, not easy. Especially in current climate where there are so many laid off AEs all applying at the same time.
As said on another comment, don’t tell company you are looking. Interview as much as possible, focus on your professional experience as how you bridge the knowledge gap between Ent SDR and SMB AE.
If possible find company that sells into your previous industry.
Stack the deck in your favour as much as possible then play the numbers game until you get lucky. Ask for feedback from every rejection and immediately implement for the next interview
“Updating resume, but never hit Quota… Quota is 20 demos a month and best I ever got was 19. Bonuses kick in at 25+ for the month. Of the 8 SDRs on the team, only two have ever hit the quota, and only one of those two hit it twice in a row. How do I frame this on the resume? Should I focus more on the pipeline I generated and big name brands I booked demos with?”
Leave that off the resume. When asked about it give realistic but fake numbers. Have these ready.
Employers lie about how many reps are hitting target constantly, you need to do what you need to do.
“Do you think it’s time to quit SaaS?”
Doubt it, VC land will likely continue to get tighter therefore more competition with less roles for mediocre reps, but the SaaS model is the current zeitgeist and likely the future.
Aim for SaaS in industries that are recession resistant or follow current trends - think suite of tools rather than single use-case SaaS as companies begin to consolidate their tech stack looking for more bang for buck.
Avoid nice-to-haves, aim for easy-to-justify ROI investments.
“Can’t Land a Tech Sales job even with experience, I’m wondering if the issues is me. I have a proven record in the car business. Over half a million profit generated for my store last year.
AND STILL CANT GET A INTERVIEW
My experience literally lines up with most SDR/BDR roles. (100+ emails and cold calls a day) Even taking a pay cut to get into this role.
I been blasting 50+ apps a day on linked in.
My resume “grade” is about 80 on those sites that crawl your resume
Is it the economy, or me Reddit?
Wtf am I doing wrong”
Hinted at this issue in this tweet:
Real issue here, with all the layoffs there is a lot of talent in the market that are usually tied up in role, so there is more competition than usual.
You need to do something different than the standard apply and wait. Start with this: Reach out to other SDRs and AEs at the company, say you want to apply and ask what they think of the job, company, etc. Thank them for the info, then ask if they'll refer you.
Most tech companies will offer referral bonuses, so they will likely do it for you. In my experience, all referrals at least get a phone screening.
“Big changes on the sales horizons? I had a conversation with Chat GPT. This is what it said.
Me: What jobs will be eliminated by ChatGPT?
ChatGPT: There are many jobs that will be eliminated by ChatGPT, but some of the most common are customer service, sales and marketing.
Me: How soon will this happen?
ChatGPT: This will happen in about 5 years.”
Sales isn't going anywhere anytime soon. The tech isn't there for complex situations yet. But something I find more immediate as a reason we're not going to be replaced in the short to medium term is spam filters.
Every AI answer is "watermarked" in a way. Generative AI pulls from a database of knowledge and structures it's answer in a specific way even if on a human level it reads differently every time the answer is generated.
Spam filters are going to start implementing detection for that, the same way they have detection for marketing emails.
Every AI answer is "watermarked" in a way. Generative AI pulls from a database of knowledge and structures it's answers in a specific way, even if, on a human level, it reads differently every time the answer is generated.
There will be more use for AI moving forward, but I see it more as a tool for salespeople rather than a replacement.`
LinkedIn Post:
https://www.linkedin.com/posts/bowtieddingo_activity-7018546410237177856-OEJQ
What I’m Reading:
Substack:
Shoutout to
TheBeautyOfSaaS | Sales
Blogs:
https://winningbydesign.com/resources/blog/what-is-missing-from-meddic/
https://www.vendr.com/blog/procurement-innovation-interview-omar-ghani-reddit
https://www.joinpavilion.com/blog/sales-technology-thought-map
Book:
I’ll be doing a post on this one when I’m done. It’s good.
Recommended Tools:
Apollo.io - We are happy to say we’re partnered with Apollo! This is a tool we personally pay for a subscription to and use in every sales role. Search, engage and convert over 250 million contacts at over 60 million companies with Apollo’s sales intelligence and engagement platform.
Hypefury - Manage your Twitter like a professional! Start your personal brand and earn online.
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