So, I know this doesn't go in here, but I know the Other Road won't get any views on this or very many, and its not exactly Sales and Trading.
I've been working in a sales development role at a hot startup in the SaaS sphere. We are innovating and disrupting in our field, and I wanted to explain what a typical day looks like for me.
I come in earlier than most, the real start time is 7:00AM but I'm normally in by 6:30AM. The reason is we call into different time zones and Eastern being 3 hours ahead, 6:30AM is the best time for you to really start hammering the phones there.
I start off reaching WSJ Tech, Tech Crunch and Fortune just to get a feel on the markets and big news that day, see if competitors launched something overnight, and I love business. You wouldn't think it but that pre-news news that comes out is pretty helpful and helps me plan my day.
I normally do a scan of my notes and determine the highest priority contacts first thing in the morning. Answer some emails that were sent the night before, and really plan out my day.
Then as soon as I'm settled in I start calling business from 6:45AM till about 11:00AM. The calls I make are to our middle market segment since we do best with employees less than 500 employees. Before each call I research the person I"m calling (whether it be a CFO or CEO or CTO) to get a good feel for rapport building and just get a pre-judgement. The same process goes with their company, I want to know if I can really use the information there to help.
11:00AM till 12:30PM
During this time is lunch, but being what Steli Efti would call a hustler https://www.garyvaynerchuk.com/how-to-hustle-a-hus... I try my best to keep the time productive. A stocked kitchen (thank god for startup mentalities) means I get free food and drink while I do prospecting.
Prospecting is something totally fun for me, you play mini-detective, you look at a company on Linkedin/their website/news articles and start to determine if they'd be receptive or a good fit for our product. Almost all companies are, but I like to sell to my background and to our pre-determined demographics. I'll gather as much C-Level contact information to enter into Salesforce.com so my calling will go well.
12:30PM till 3:30PM
At this point I make sure to send out some personalized cold emails and follow ups from the week before and from the morning time. This is normally a slower process and really doesn't require too much talking which is nice being a sorta kind of introvert. Today I actually had a callback to went straight into a demo. Which leads me to the next thing.
3:30PM till 5:00PM[
I'm giving a demonstration of our product via a screen share application to a company with about 120 employees with the CFO and CTO sitting in on the call. It's a really nerve racking process since if this converts I can literally land over $10,000 in commission just from this. I run through what was important to them in discovery and have to overcome several objections. It's hard when you have these data driven experts in their fields grilling you on detailed financial information, but I love it.
After the demonstration is done, they say they'll definitely love to continue the conversation and speak next Wednesday about some final details and run it by the CEO. Good sign and bad sign, but a next step is better than nothing at all.
5:00PM till 7:00PM
Everyone but the hardest workers are gone, most people left at 4:00 or 5:00 but I stay so that I can be in my little area, do some prospecting on some high level accounts (in the upper ranges of what we consider middle market). Researching everything I can, and planning on possibly flying out if the first call goes well. These guys in this type of role are worth spending $1000 of my own money to help seal the deal.
Also I start tweaking a personal calling script I use for contacting COO's since their take on our product is different than the CFO's who's is different than the CEO's who's is different from the CTO.
At this time I normally call up a couple of my sales buddies who already left, and plan to meet at the local bar to crush a few brew-skis and call it a day.
If you have any questions feel free to AMA.