Question 1:

I HATE Prospecting. Are there any mindset shifts or things you'd recommend to someone to start to enjoy the process or at least tolerate it?

Prospecting isn’t the most exciting part of your job, but it can be the most rewarding.

A point structure can be helpful for folks. Reward yourself. Take a look at this example

1 cold email sent = 1 point
1 cold call = 2 points
1 voicemail = 1 point
1 LinkedIn DM = 1 point
Cold email reply = 5 points
Cold call connect = 3 points
LI reply = 5 points
Meeting booked from cold email = 10 points
Meeting booked from cold call = 10 points
Meeting booked from LI DM = 10 points

Example goal per week: 200 points

If you meet or exceed your goal, treat yourself to something. Maybe it’s a cheat meal. Dessert. A night out.

Try it out. Make it fun.

Top qualities of great prospectors - be consistent, professionally persistent, and, most importantly, patient.

Don’t annoy your prospects!

Question 2:

What are some good questions to ask in an intervi...

Question 1

When you don’t have any sales related experience -  but strong in data analysis skills - how can you present yourself for an entry level tech sales role?

I speak to quite a few folks who don’t have a traditional sales background but want to get into tech sales.

It’s important to talk about the intangibles you can bring to the table.

1. Self-awareness + coachability - this is the most important quality of a salesperson, in my opinion. Speak about how your experience has enabled you to become self-aware and how you’re on an ongoing journey to learn and get better in your craft
2. Desire to break into tech sales. Have a strong “why”. For example, one of the best definitions of Sales I’ve heard is “serving by solving”. Try tying that into your “why”.
3. Conviction in what you do (and sell). Show them you’ve done the homework and due diligence on the product and competitive market. Speak to the fact that if you have conviction and belief in what you do and sell, it will allow you ...