October 31, 2013
This is the first in a series of blog posts about my move into Sales here at Vendavo. I recently moved from Product Management into an Account Executive position, and I thought I would share what I am learning about selling as I go through the process.
I have been asked…why did you do that? Good question. First and foremost, I moved into Sales at Vendavo because I believe in our product and the value it delivers. In fact, I believe our software delivers more value than any other software you can implement in an Enterprise. It actually delivers so much value that we often have to underestimate the value it will deliver to make the numbers more believable to customers as they are not used to this type of return on a software investment. It sounds crazy, but I am not making this up. Good problem to have, I figure.
So, what is it like? While the nature of the job is different, I have some major advantages in that I know our product very well, I know pricing, and I know our key industries. I have been in many pre-sales engagements as well, and also sat on the other side of the table during vendor selection and negotiations at Cisco. I was also in Sales Operations there, and have a lot of experience in Lead to Order in general. So, the learning curve is not nearly as steep for me as it would be for a new AE from a different company,
What is completely new though is carrying a bag, and a quota. Your goal is clear, and it’s up to you on how to spend your time in order to achieve and exceed that goal. You are not attached to the “mother ship” of the company except by that number, your progress towards it, and a few other tools and processes.
I love that clarity of purpose and the freedom on how to achieve the goal. It brings a level of accountability and stress with it as well, as your success or failure is very clear. Exceed the number and you rock, miss it and you are on the way out. I hope to be in the former category of course!
As I go through this process, I will share with you my learning on sales effectiveness and efficiency, tools and processes, and of course, pricing and quoting. I hope you enjoy them.