Jameel Rehman’s Post

Stop Chasing KANGAROOS in Tech Sales: Here’s How I am sure, like me, you must have come across this stinging feeling... A deal that seemed guaranteed, only to watch it dissolve into thin air at the last minute? I’m talking about that prospect who seemed to have "buyer" written all over them. They engaged with every demo, nodded along in meetings, and maybe even outlined the next steps. But when it came time to sign on the dotted line... poof! They vanished. It’s like they were never serious about buying in the first place. These prospects can drain your energy in tech sales, especially when cycles are long and stakes are high. Ryan Stewman calls them 'kangaroos' - "A kangaroo’s arms are too short to reach in their back pocket, but just the right length to fill their pouch up with any free stuff they can get those giant rodent claws on." They look friendly and harmless but ready to hop away without warning. Free presentations, Discovery Sessions, POCs, keep discussing for months.. dropping every possible positive sign of 'decisions'. You might think you’re alone in this, but it’s a common enough headache. So, how do you differentiate a true buyer from a liar—a kangaroo? First, hit them with a trial commit.(and do it as early as possible.. maybe in 3rd or 4th meeting). For eg.. Ask, "When do you think you want to go-live with this project?" or "Who else is getting impacted if you do not move ahead with this decision?" These questions aren’t just idle chatter; they’re a litmus test for commitment. Second, qualify them hard. When a prospect resists giving necessary information like a contact number for a reference, or details on the buying process and next steps, it’s a red flag. True stakeholders aren’t shy about sharing details if they’re genuinely interested. Third, request a commitment, like an 'NDA' or 'paid POC' or 'LOI'. This might sound harsh, but it’s effective. Say, "To get approval for the expensive resources, we need to submit few documents internally." This separates the serious from the serial browsers. You might wonder, why bother with all this? Because every minute you spend on a kangaroo is a minute lost on genuine opportunities. If you find yourself meeting more kangaroos than buyers, take a hard look at your prospecting. Are you targeting the right audience? In sales, especially in complex tech markets, the right approach can mean the difference between a breakthrough and a breakdown. Don’t let kangaroos drag your energy and morale down. Identify them early, and keep your pipeline clean and focused on real, profitable engagements. Stay sharp, stay smart, and keep selling. Because at the end of the day, real success in sales comes from recognizing who’s really ready to buy, and who’s just taking you for a ride. For me 'SIAM+MANTC' process has worked wonders, which you might want to check https://lnkd.in/exK-pfvv

The old way of prospecting in tech field sales was frustrating. But unfortunately many are still banking solely on the strategies used to work 5-10 years ago. Daily cold calling, hoping to get face time with someone in the target accounts. Endless follow-up calls with 'interested' prospects, wasting your time. Generic email blasts that got lost in crowded inboxes or SPAM. Posting on LinkedIn, without a plan, strategy and proven blueprint. Spend hours writing long blog posts that no one seemed to read. Loooonnnngggg sales cycles, with no certainty on closure date. Countless hours spent qualifying leads, most going nowhere. Struggle to get a few minutes from the decision-makers. and the list is endless.. Isn't it possible that these traditional ways are becoming obsolete now..? But there's a better way. Imagine a 24/7 lead generation machine working for you. Cut cold calls by 70%. No more chasing unqualified prospects. Leveraging online strategies to attract your ideal customers. Building authority and trust before you even meet. Cut sales cycles by 50% and boosted conversions. This isn't theory, it's possible with the 3-stage, 9-step system in this proven method. Transform your tech sales process. Integrate online routes to the market. Meet the decision makers where they are actively present and get their attention. Want to learn how? Here are the steps.. Subscribe to the B2B Tech SalesOS newsletter. https://lnkd.in/gNREuPUq Click the link https://lnkd.in/g6bP2Wsi to claim the implementation guide "247 Hyper-Qualified Leads on Autopilot" and also join our LinkedIn Private Community (Tech Entrepreneurs and Sales Leaders). Unlock the cutting-edge modern ways to reach out to your Dream Clients. PS: 100% Results Guaranteed when you implement it.

I talk about this a lot with my clients who are looking to make a pivot or who haven't gotten a lot of traction with traditional job searches. For a trained sales person, this process should be second nature. But, for those who don't have sales expertise it can be a little daunting to take on. Read this whole post -- it is a complete outline of the exact process to land your dream job or get the feedback needed to know what else you need to accomplish before qualifying. If you're not familiar with this process or get stuck in one phase of it, reach out for help from those that are trained in sales or that hire for the exact role you're trying to land.

Most in tech sales believe that it's all about superior tech.. I keep getting such messages from the tech sales professionals/ techpreneurs: "How do I keep my confidence up?" "My opportunities are not progressing.." "My sales pipeline starts drying up" "Prospects seem indifferent to my solutions" "The market feels unresponsive.." "I doubt now if whatever I do, are they really going to give any results?" "I just lost a major account and a large opportunity.." "I worked on this solution for years, but unable to get the attention of the industry, they do not even acknowledge our presence?” and the list is endless... No superficial theory, pep talks, or motivational speeches work here. The real pains of tech business... These are the harsh realities many of us face in the competitive arena of B2B tech sales. The underlying question is profound yet simple: "How do you keep going?" The answer is two-fold. Part 1 of "Keep Going" is about fostering resilience. Decision - No matter the circumstances, that giving up is not an option. It requires activating that relentless, determined, almost primal force within us that refuses to back down. I remember making innumerable cold calls, presenting, proposals, and sending out emails by the hundreds, with little to no response. It felt like talking to air. But was I stubborn or foolish? Perhaps a bit of both. Yet, I persisted. Part 2 of "Keep Going" revolves around continuous improvement. As Tony Robbins puts it, the essence of human satisfaction is PROGRESS. So, the critical question is: Are we merely spinning our wheels? Are we blindly following outdated sales tactics? Are we expecting different results without changing our approach? Or are we truly advancing? Many in B2B tech sales find themselves stuck in a cycle of ineffective strategies, leading to stagnation and inconsistency. It's time to stop investing efforts in strategies that don’t yield results. Now, I haven’t tracked every single outcome for all my clients. There's no exhaustive analysis. However, what I know from my experience and experience of working with 100s of tech companies is that .. those lacking such a 'stubborn to progress' mindset will somehow survive. Of course, you need the required knowledge, skills, and tools and B2B Tech SalesOS, but other things are useless if you are not 'foolish' and 'stubborn' enough. You will find more 'foolishness' here - https://lnkd.in/gMSVuCz6

"Day 12 of IT Support Training with Digital Witch Support Community A Deep Dive into Tech Sales: Today’s training with the Digital Witch Support Community shifted focus from technical support into an area that truly excites me-Tech Sales. With Over 2years of experience in real estate sales, I found today's session illuminating as it connected many dots between my expertise and this exciting new field. Real estate and tech may seem like distant industries, but the core skills I have developed are highly transferable. What is Tech Sales? Tech sales is a specialized area within sales focused on selling technology products or services, such as software, hardware, IT solutions, or consulting services. Tech Sales Process: 1. Prospecting and lead generation 2. Needs assessment and discovery 3. Demo/presentation 4. Trial/POC (Proof of Concept) 5. Negotiation and closing 6. Implementation and support Real Estate vs. Tech Sales: The Overlap in Skill Sets! While real estate and tech sales may seem worlds apart, there are core skills and techniques that apply to both sectors. My background in real estate sales has equipped me with the skills needed to succeed in tech sales, and here’s how I plan to leverage those skills: 1. Relationship Building and Trust: In real estate, I’ve developed a deep understanding of customer motivations and decision-making processes. I can take that same customer-first mentality and apply it to selling tech products, ensuring that I address pain points and build trust over time. 2. Consultative Selling: In real estate, I am responsible for making sure buyers felt confident in their purchase by addressing any concerns they had about a property’s value or long-term potential. In tech sales, I would do the same by showing how a product can deliver value and contribute to business growth. 3. Handling Objections and Closing Deals: Closing deals in real estate often comes down to timing, persistence, and addressing final concerns before signing contracts. In tech sales, the closing process may involve negotiating contract terms, service-level agreements (SLAs), or product customization, but the same principles apply: build trust, offer value, and remove barriers to signing. 4. Managing Long Sales Cycles: Both real estate and tech sales often involve long sales cycles, where deals can take weeks or even months to close. Patience, consistency in follow-ups, and managing multiple stakeholders are key in both fields. My experience in maintaining momentum through long negotiations and multiple touchpoints in real estate will translate well into managing complex tech sales deals. My Path Forward in Tech sales: I am confident that I can leverage my sales background to thrive in tech sales. The intersection of real estate and tech might seem unlikely, but the underlying principles of relationship-building, consultative selling, and customer-focused solutions are the same. #TechSales #SalesSkills #SalesProfessional #RealEstateSales

"Day 12 of IT Support Training with Digital Witch Support Community” A Deep Dive into Tech Sales: Today’s training with the Digital Witch Support Community shifted focus from technical support into an area that truly excites me-Tech Sales. With Over 3years of experience in real estate sales, I found today's session illuminating as it connected many dots between my expertise and this exciting new field. Real estate and tech may seem like distant industries, but the core skills I have developed are highly transferable. What is Tech Sales? Tech sales is a specialized area within sales focused on selling technology products or services, such as software, hardware, IT solutions, or consulting services. Tech Sales Process: 1. Prospecting and lead generation 2. Needs assessment and discovery 3. Demo/presentation 4. Trial/POC (Proof of Concept) 5. Negotiation and closing 6. Implementation and support Real Estate vs. Tech Sales: The Overlap in Skill Sets! While real estate and tech sales may seem worlds apart, there are core skills and techniques that apply to both sectors. My background in real estate sales has equipped me with the skills needed to succeed in tech sales, and here’s how I plan to leverage those skills: 1. Relationship Building and Trust: In real estate, I’ve developed a deep understanding of customer motivations and decision-making processes. I can take that same customer-first mentality and apply it to selling tech products, ensuring that I address pain points and build trust over time. 2. Consultative Selling: In real estate, I am responsible for making sure buyers felt confident in their purchase by addressing any concerns they had about a property’s value or long-term potential. In tech sales, I would do the same by showing how a product can deliver value and contribute to business growth. 3. Handling Objections and Closing Deals: Closing deals in real estate often comes down to timing, persistence, and addressing final concerns before signing contracts. In tech sales, the closing process may involve negotiating contract terms, service-level agreements (SLAs), or product customization, but the same principles apply: build trust, offer value, and remove barriers to signing. 4. Managing Long Sales Cycles: Both real estate and tech sales often involve long sales cycles, where deals can take weeks or even months to close. Patience, consistency in follow-ups, and managing multiple stakeholders are key in both fields. My experience in maintaining momentum through long negotiations and multiple touchpoints in real estate will translate well into managing complex tech sales deals. My Path Forward in Tech sales: I am confident that I can leverage my sales background to thrive in tech sales. The intersection of real estate and tech might seem unlikely, but the underlying principles of relationship-building, consultative selling, and customer-focused solutions are the same. #TechSales #SalesSkills #SalesProfessional #RealEstateSales

I didn't realize this when I started buyr but b2b software sales in 2024 is a polarizing topic. On one end of the spectrum are well-intentioned sales leaders hammering process and standardization as the keys to success. I read a post this morning where one popular influencer wrote about how you've lost a deal if someone identifies themselves as a final decision maker or indicating they need to get budget approval. If you're pricing isn't published, how do you expect someone to get budget approval prior to speaking with your company? What if the CEO explicitly asked to not be a part of this process? Is the deal lost? On the opposite side, educated software buyers have a business need and want to purchase commoditized software. They're getting frustrated that they have to go through long qualifying processes to purchase something they used at their last company. Most buyers know the salesperson isn't at fault, the salesperson just needs this information to appease sales leadership so this deal can move through the CRM (because all sales are the same, amirite). I personally believe we're at a breaking point on the topic. I don't think there will be any dramatic changes in the next year but maybe someone can build a software buyer CAPTCHA, "Demonstrate you understand our product and you can avoid filling out a lead scoring form, scheduling a demo with a SDR that will ask you the same questions on the the form, and you can buy it now." It will be interesting to see the sales techniques that major software companies use when their product category has been understood by their ICP for 5-10 years already.

Navigating the Evolution of Sales in the SaaS Landscape: What Skills Are Essential In 2024? Does anyone have anything to add?! What are your thoughts? The landscape of sales within the Software as a Service (SaaS) industry has been in a constant state of evolution. As technology advances and customer expectations shift, sales professionals must adapt and cultivate new skills to stay ahead of the curve. In today's fast-paced and competitive SaaS environment, certain skills have emerged as essential for success. Let's explore what these skills are and how they are shaping the future of SaaS sales. 1. Tech-Savviness: Gone are the days when sales professionals could rely solely on charm and persuasion. Sales reps need to be proficient in navigating complex software platforms, understanding the intricacies of cloud computing, and staying abreast of the latest technological trends. The ability to articulate how a SaaS solution addresses specific pain points and adds value to the customer's business is crucial in today's tech-driven sales environment. 2. Consultative Selling: In a crowded marketplace where customers have myriad options to choose from, sales professionals must adopt a consultative approach to selling. Instead of focusing solely on pushing products or features, successful SaaS sales reps act as trusted advisors to their clients. They take the time to understand the unique challenges and goals of each prospect and tailor their solutions accordingly. By providing personalized recommendations and demonstrating a genuine interest in the customer's success, sales professionals can differentiate themselves from the competition and build long-lasting relationships. 3. Data Literacy: Data is the lifeblood of the SaaS industry. Sales professionals who can effectively leverage data analytics to identify trends, forecast future sales opportunities, and measure the impact of their efforts are at a distinct advantage. Whether it's analyzing customer engagement metrics, tracking conversion rates, or optimizing pricing strategies, a strong foundation in data literacy is essential for driving informed decision-making and maximizing sales effectiveness. 4. Emotional Intelligence: While technical skills are undoubtedly important, successful sales professionals in the SaaS industry also excel in the realm of emotional intelligence. Sales reps who can connect with customers on a human level and understand their underlying motivations are better positioned to close deals and drive long-term customer loyalty. In conclusion, the SaaS sales landscape is constantly evolving, and sales professionals must adapt and cultivate new skills to succeed. By embracing technology, adopting a consultative approach, honing their data literacy, fostering adaptability, and developing emotional intelligence, sales reps can thrive in today's fast-paced and competitive SaaS environment. 😀 #saassales #softwaresales #salesrecruitment #salesjobs #recruitmentadvice

Two Months flowing into SaaS Sales 🌊 – 🏀Keep Shooting Your Shot: Missing a few shots in games never stopped me from taking the next one haha. I truly believed every shot I took was going in. Same goes for sales. Some days, calls & emails fall flat, but persistence pays off. 1% better everyday. 🧠Always Be Learning: Tech sales is a fast-moving game. The training & coaching at Cacheflow has been a game-changer. There’s always something new to learn, and staying curious is key. 🙌🏼Culture is Everything: The word "Culture" gets thrown around too often, but at Cacheflow, it's real & it means something. Being led by relentless leaders like Adam Wainwright, Taylor Griffith & everyone at Cacheflow, I've seen how a supportive, driven & gritty culture makes all the difference.  🤝Togetherness: From the basketball court to the sales floor–having a solid team around you is crucial. Being surrounded by driven, supportive colleagues at Cacheflow makes tackling challenges a lot easier. Makes it even sweeter when everyone is celebrating each other's wins. 💡Transfer Your Skills: Skills like strategic thinking, discipline, and handling pressure are just as important in sales as in basketball. These have helped me hit the ground running & find ways to impact. To anyone starting out in tech sales–stay resilient, keep learning, keep going, and remember…Shooters shoot 😉 “Water can flow, or it can crash. Be water, my friend” - Bruce Lee ⭐️Cacheflow is on a mission to unlock and accelerate the closing process for SaaS businesses, adapting fluidly to your business needs, ensuring a smooth powerful flow 🌊

37 traits I’ve seen in top performing tech sales pros. 3 years ago, you could be great by doing only a few of these.  Now?  You’ll need to embrace a lot more of them. They know the product inside and out. They can demo the product without help. But… sales engineers LOVE demo-ing with/for them. The discovery is very efficient and flows (not an interrogation). Features that don’t benefit the prospect’s pain are avoided. They stay up to date with new feature release notes. The product feedback they provide is always relevant. They keep relationships with their customers (even if no upsell opp exists). They know how to work gatekeepers and/or assistants. They can quickly determine who’s a decision maker. When not talking in meetings, they’re reading the faces in the room. They do this expertly on video calls. The meeting always has an agenda. The next steps are clear at the end of the meeting. They help their teammates without an expectation of anything in return. They exceed activity metrics regularly They prospect during a month when they’ve already hit their target They send follow ups VERY quickly after meetings. When they commit to doing something, it gets done. When they commit to doing something by X time, it’s ahead of schedule. They are always logistically prepared for sales travel. They NEVER interrupt when their prospect is speaking. They question leadership decisions that impact their comp. They question leadership decisions that impact their territory. Those questions are always framed in a respectful manner. They keep a tight pipeline in their CRM. They use the CRM as intended, not just checking a box for their manager. They thank their SDRs for their support (and many times reward them). They don’t get hammered at events. When a deal's in legal, they understand key terms and implications of redlines. They know how much a deal will be worth to them, down to the dollar. Because of this, they’re less likely to offer as many concessions. If there’s something they don’t understand about the comp plan, they ask. They deeply vet new career opportunities, internal and external. 30 Having other income sources is not unusual. Internally, they are comfortable conversing with the C-suite. They don’t have issues adopting new tech stack products, if it will help them. Remember... the choir needs the sermon too... PS we've added 2,000 company profiles in the last 30 days to check out: https://bit.ly/4dx11tg ✌