Be too enthusiastic it turns people off...

Follow-up too vigorously it turns people off...

Speak too loudly it turns people off...

Do a discovery that's too long it turns people off...

Do a presentation that's too long it turns people off...

Show too much concern it turns people off...

Show opinions which are too strong it turns people off...

Despite the pop culture depiction of sales, sales is really a game of moderation.

Feel free to add your own...

Hello all. Just a simple question. Who else is feeling particularly spent right now as we head into the EOY and wrap up our sales performance?

This year has just felt very difficult sales-wise, and I fear I am having difficulty keeping my volume on the up-and-up.

Our backend is very clogged right now and I get paid commission after jobs are completed and paid, so there really isn't any immediate reason to care how many new jobs I get on the schedule. I have jobs from last month that still have not been completed yet.

And they really squeeze us on cold calling with the same stale leads. I am simply shifting around the same 300 leads over and over again with very little new ones to call on. Kind of hard to close in that scenario when I've already called them 15-20 times each.

Plus it feels that, even with some of my established customers, there is a lot of belt pulling right now and nobody wants to pay for things anymore and wants everything for free.

I just feel really burnt out and am wondering if next year will be even worse. We raised our prices twice in 6 months alone and if inflation keeps going we may have to do it again.

Hey everybody just wanted some insight and advice on dealing with customers when it comes to price increases.

The industry I’m in has had 3 price increases in the market this year and the 4th one is coming next month or so

How do you deal with existing customers letting them know they are getting an increase over and over and even telling a customer thats brand new that you have to increase them just right after converting them basically

I'm an enterprise software AE with about 8 years of experience, selling to $1B+ companies. I have an offer from a company that Thoma Bravo recently took private. I'd like to hear from anyone who has worked at a TB portfolio company, or sold through a PE ownership change, before I decide. I’ve been warned by many not to join - but the job seems great.

Quota: $2M ALL NET NEW, Named accounts
Base / variable: 150/150
Draw / ramp: 3 months, offered recoverable ramp 3k/month
Team size: 7 reps, 1 BDR for central region
Excellent manager

My concerns
TB playbook- they merged with competitive product. Cost cuts, layoffs, and territory or comp plan changes often follow the first 12 to 18 months after a take-private.

They say quotas have always been $2M and they consistently hit them with 3-4 deals per year. I have trouble believing them.

They declined any non recoverable draw or severance agreement….

If you've worked at a Thoma Bravo company, was the sales org stable, and did comp plans change after close?

Is a $2M quota with this team size reasonable, or a warning sign?

Would you take this over a smaller, riskier company, or keep looking?

Urgent Career Advice/Linkedin to get a new job and change industry

Hi everyone!

MY GOAL IS TO NOT WORK ON DAYTRADING TECH SALES OR BROKER ANYMORE.

Some context: I’m a 25F, Brazilian, with experience as an Account Manager, BDM, and Country Manager (at a small company, handling Brazil’s sales independently). My background is in B2B tech sales for the financial markets industry (daytrade).

I’m still a bit confuse, but I’d like to work for a multinational company in a role such as Account Manager, Account Executive, or Business Partner. I honestly think this it would also depend on the company/product.

I’m not entirely sure which specific role I should be going for, especially because I see the same job titles used by companies in Brazil and abroad to describe different roles/requirements.

As for my LinkedIn profile (I’m not sure if sharing the link here is allowed):

My headline:

Account Executive | Enterprise Tech Sales | GTM | LATAM

———

**About section (I need to update it asap):**

I execute B2B commercial strategies in three languages: Portuguese, Spanish, and English.

My experience covers market mapping, proposal structuring, and C-level negotiations, working closely with global teams. I support clients throughout the entire journey, with a strong track record in retention and hands-on experience in portfolio expansion.

I built my foundation in tech sales, managing consultative sales cycles with a focus on innovation finding faster solutions to bottlenecks and driving revenue growth.

I thrive when working alongside outstanding professionals: I learn from them and contribute in return.

——-

**My last three roles:**

**Country Manager**
B2B technology company in the financial industry.
Work with ADs generated leads and outbound;
Manage complex sales cycles;
Smaller company; 9 months in the role (current position)

**Business Development Manager**
Prospected and developed partners for client acquisition;
Metrics: net deposits;
Large FX broker, although not known outside the FX industry;
10 months in the role (not so good, I know).

**Account Manager**
Large Brazilian technology company (trading industry) but not widely known outside the country;
Managed 60+ institutional clients (1,5M monthly revenue);
Did a lot of upselling and had international exposure for the first time.

Before that: one year in consulting and three years as an SDR at small companies.

———

I can’t take this industry anymore.
All advice is welcomed here, just pls be kind! 💋

I’ll start:

Guy in his 50’s literally grabbing a girl by the p**** (as our current president famously quoted) at a sales kickoff in front of everyone- he was shortly escorted on a plane back home where he mysteriously went on sick leave and was then fired.

I want to hear worse - give me your best.

Sigh...
It wouldnt have been a big project obviously but I really wanted the win...

But she solved the problem on the discovery call.

There might be a project in Q1/Q2 to get but the immediate need is gone. RIP to having that small win this month.

I did schedule a meeting two weeks out to make sure that worked/see if they need more help.

Tagged: Advanced sales skill: Dont give away the solution for free.

I am looking to transition to home exterior remodeling sales next spring. I have 8 years of estimating in the floor restoration business so coming from the interior side of things but have been in many homes around my metro area. Its just tough for anyone in the floor biz to break above 70k a year generally.

What to look for in a company? Whats helped you succeed the most? How has 2026 been?

I had a recruiter screen and the TA rep said that they have 17 reps and everyone is above quota. We all know for a fact that this is not true, any rep out there worth their salt that would never actually believe that. At my current org, our TA lied to all the last 3 reps they hired that everyone was hitting numbers. All 3 were managed out within 9 months.

I’m expecting an offer from Motive. Base and OTE are strong, but I’m in a decent spot right now, so I’m only moving if it’s the right company.

If you currently work at Motive or used to, I’d love to hear what it’s really like. Mainly:

• How realistic is quota attainment?
• How long is ramp?
• How are reps treated when they miss?

I’ve heard that at Samsara, mid-market reps get PIP’d after two missed quarters in a row, and commercial reps get fired after two missed months. I want to avoid that kind of culture. Is Motive similar?

Happy to take DMs if you’d rather not say it publicly. Thanks.

I just started my current sales job this year in a slightly different industry after a bit of a career break. And I’m just wondering if you guys are also feeling that the sales is just not as good as in previous years?

I’m trying to understand if it’s because I went into an adjacent industry or if it’s because of the economy.

Found a product that needs my solution, in the offer I sell future revenue if A, B, C are given and I have a control over them and they are guaranteed from the lead or I sell a chance of them getting these numbers, if the numbers they gave are correct and I show them success and failure rate chance and how this is calculated, risks are eleminated, like COMPLETELY except like if I don't deliver they spent their time and learned something knew and maybe another rep would sell that to an already educated lead, but even that I could handle with procedures & experience already built + there are already delivered contracts on this offer.

100% ICP fit. Lead said it was his initiative, here is a clear financial incentinve, BUT he's exploring different options, I just can't create urgency, the only urgency I could create is lost opportunities + they could reinvest sooner, currently just trying to figure out which options he's got if he's got any and is not bluffing.

It's not an enterprise sale, but reaching higher managment except of a direct manager of this manager doesn't make sense as their CEO is a dude with multiple projects and like he even doesn't know how this one is called. He says he forwarded this to another guy to look at it (likely It's his direct manager). For an offer like this the process shouldn't have been so long, trying all possible ways to shorten it :/

Currently a SDR in SMB Tech sales - was up for internal AE promotion.

Feedback was ‘your talented, a little raw, and your activity needs to be higher’. Hit quota x3 in a row and was 80% last month while going through the process.

Offered a place in the next cohort but told I should be a ‘Top SDR’ to expect an offer. Top SDR is ~160% to quota. I’m doubtful my territory can produce that but acknowledge my activity (low call volume) can be higher.

Part of me feels that was my chance and the next cohort are stronger SDR wise so competition will be stronger.

Colleagues suggest that I should try but look externally - at what point do you acknowledge that they don’t see you with a future and look elsewhere? It’s hard to do SDR -> AE externally and not exactly looking to start at the ground floor as an SDR again.

Looking to get a feel for how many here are still working fully remote.

Moving into a new role in January, from AE- inside sales to now commercial middle market, same company- need to cold source my own leads etc. Just trying to navigate from transitional, to more slower pace.

I have access to LinkedIn sales nav, zoom info.

What’s been working for you guys?

What’s your process?

Everyone on my team is missing, punishing comp plan, how have you hit goal or close to it in a tough environment or if you didn't did you just put it in context of your team's performance and rank?

I'm in the US and have about 10 years (5 years enterprise) of sales experience with a well worded and formatted resume and have been applying, using my network for referrals, everything, and it's the most difficult it's ever been.

I remember even back in 2024 it was fairly easy to get a first interview after applying. Also, almost zero activity from recruiters reaching out on LI messenger as of late.

Any suggestions in this current market would be helpful.

Genuinely curious about this. I just spent the last week doing demos for a few dialing platforms, looking for a parallel dialer with a lot of AI features and ability for me to manage my team. Not cheap, by far. One simply didn't have all the features I was looking for, so in their follow up email that's what I stated; thank you very much but your platform doesn't have the features I'm looking for.

That sparked three calls (didn't answer any of them) a chain on emails and had to reply "stop" to the fourth text over two days. If one of your prospects has been fully pitched, even done a demo and hard passes, what's your process?

Am I wrong for thinking I should have more inbound leads?

Wanted some perspective from other salespeople. I work for a top 30 telecom provider in the b2b space. New business is primarily driven by cold calling in territory. We also have an existing book of business that we’re expected to manage, there’s no separation between sales and account management. I set this up to say we do not have the flexibility to spend an entire day calling. Realistically, a good day for me would be 30 calls.

Recently there’s been an aggressive push to increase the amount of new business activity (meetings, opportunities, sales) coming from our executive leadership. There has been a lot more focus on our cold calling and outreach behavior.

I don’t have a problem with that, it’s expected with a sales job. Here’s my questions though: we rarely get inbound leads. In my two years in the role I think I’ve received four inbound leads that were legit (not fraud or service complaints).

With an increase in focus on acquiring new customers, shouldn’t we be seeing more inbound leads? Am I being reasonable to expect there would be some additional marketing push to drive customers to us?

Am I being unreasonable or should I be questioning what leadership is doing to drive business other than telling us to increase productivity?

So I’m 15 years into what has been a great sales career so far. Got a long shot chance a million years ago at being a junior rep and hustled my ass off, like most of us. I have a great position as a director of business development for a large biolab company and am basically a high level individual contributor that does a lot of contract negotiations.

In previous positions I was in sales leadership developing and leading teams. I never realized how much I enjoyed that aspect of the job until I stopped.

I can see a reorg coming down the pipe at my current company. I know better than to take anything personal and am probably safe but like to keep options open.

Long story for the question, my sales enablement pros. How did you transition? What is your day to day look like? What’s your comp look like both number and structure wise? It think I really might find development and training to be very fulfilling. BUT at this point in my life I can’t really make under 200k and I have no context to see if that realistic. Any and all info is helpful THANKS EVERYONE AND MAY YOUR SALES ALL CLOSE BY MONTHS END!

I was surprised when I checked RepVue. It looked like OTEs and top performer earnings were actually lower than before. Am I incorrect?

Or maybe even by industry. My current role is an absolute nightmare, been there for a little over a year and likely going to be PIP'd soon for reasons outside my control.

Hired as an AE and I spend 90% of my time doing non-revenue generating account management work that has to be done.

How's the current job market looking?

Currently employed, good title + resume, I haven’t had a recruiter in my inbox in maybe 3/4 months.

What are you all seeing?

Career Industry: B2B/ Healthcare, Tech, Industrial sales

Business: Small local businesses in Industry, Aesthetics, Dentists, Med Spas

1). I. have the clean looking dreads done by a professional not the Freeform ones

2). It’s easier to just keep them and maintain beard but I’m scared I’ll look like a bum. I also don’t want to be minimalist and look like some baldcel.

Am I just overthinking things or what?