Hi there I am back in a new I.T. sales role for a medium Managed Services Company starting next week, having been away from the industry for 6 years. What would you do as a priority in the first 30 days?
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Tips on starting a new sales role
A lot can change in 6 years in sales. I’d familiarize yourself with what outbound sales tactics are working right now first.
Try following these folks on LinkedIn to get a peek at what the most recent advice is for prospecting:
* Sam Nelson
* Josh Braun
* Becc Holland
* Lauren Bailey
* Dale Dupree
* Andy Mewborn
* Mark Kosoglow
I think you should also make it a point to learn as much about the company as possible. Since you’ve been in sales before, you know how much easier it is to sell a product/service you know well and think highly of. Talk to other customers if you can, and ask about their experiences. If you’ve got access to a call-recording/coaching software like Outreach Kaia, listen to call recordings.
You should probably also research competitors in your space.
Warning: this next bit of advice is NOT everything you need to do. It can just give you a quick starting point. Do not stop after this step. Go to ChatGPT and create a free account. Enter your website and ask the AI to generate a table that shows you your biggest strengths and weaknesses compared to your top 5 competitors. Ask the AI the biggest reasons somebody would buy your service over another. Ask why they’d choose to take no action instead of buying your service.
Again, this is just to dip your toes in. ChatGPT doesn’t have the most recent data in the last two years, and it’s no substitute for your own critical thinking.
Btw, @varenyepenna just posted an article about something similar here: https://www.saleshacker.com/sdr-to-ae-90-day-guide/ There are some extremely insightful tips in there.