Ask HN: How to learn sales?

#1

Post by northpoleescape » Sat, Sep 26, 2020, 7:44 PM UTC

First time entrepreneur here. I am creating a product that will solve address a large potential. The more I think about it and read about startup, I am finding that a key to early and often success is Sales.

I am been engineer by choice and engineering manager by profession. I have never done sales. I understand you learn by doing similar to driving. I am a bit talkative but sometime I have hard time not getting bogged down by emotions.

How do I get started? Can you share books, videos, tutorials, prior recorded sales call references?

Where can I learn about metrics to track? Any ideas?

Re: Ask HN: How to learn sales?

#2

Post by verdverm » Sat, Sep 26, 2020, 8:01 PM UTC

Crossing the Chasm, The Little Red Book of Sales, To Sell Is Human, and The Challenger Sale are great intros to sales, especially for those coming from a technical background.

I like HubSpot for tracking / metrics. They have an always free tier too.

Re: Ask HN: How to learn sales?

#3

Post by nooron » Sat, Sep 26, 2020, 8:25 PM UTC

It shills a little hard for Salesforce IIRC but "Predictable Revenue" was very helpful for me.

"Never Split the Difference" is good even if it leans a little hard on a single rhetorical device, and it offers really easy to practice stuff in an ontology that makes sense to engineering brain for every day life.

"Barbarians at the Gate" is borderline academic but unbeatable for understanding how all deals, no matter how big, are shaped by personalities and emotions. Huge huge time investment but worth it if you have serious entrepreneurial ambition.

Re: Ask HN: How to learn sales?

#4

Post by spullara » Sat, Sep 26, 2020, 8:47 PM UTC

First thing to do is to realize that sales is a much more metrics driven endeavor than engineering.

https://www.lucidchart.com/blog/close-more-deals-with-meddic...

Re: Ask HN: How to learn sales?

#5

Post by pryelluw » Sat, Sep 26, 2020, 8:47 PM UTC

Way of the Wolfe by Jordan Belfort. Bar none best pure sales book out there. It really did make a big improvement on my sames abilities. And yes, the guy is scummy, but damn his book works.

Re: Ask HN: How to learn sales?

#6

Post by narenkeshav » Sat, Sep 26, 2020, 8:48 PM UTC

I am exactly in your shoes. Doing marketing as I write this.

Re: Ask HN: How to learn sales?

#7

Post by ankeshk » Sat, Sep 26, 2020, 8:51 PM UTC

How I raised myself from failure to success in selling - Frank Bettger. It's a classic.

I think sales can be broken down into:

1. Foundation of being perceived as an authority

2. Lead generation

3. Persuasion and conversion

4. Re-sale

Breaking it down makes it easy to become better at the sales process.

Re: Ask HN: How to learn sales?

#8

Post by pranavpiyush » Sat, Sep 26, 2020, 8:53 PM UTC

Here's how. Hit the street and try to sell something to passers by. Hot day - maybe coupons for ice cream. Rainy day - maybe some umbrellas at a major bus stop or transit station. Keep leveling up from there. Find a problem and sell folks the solution.

All the book recommendations in the thread are solid.

Re: Ask HN: How to learn sales?

#9

Post by trailrunner46 » Sat, Sep 26, 2020, 8:54 PM UTC

The best thing I ever learned in sales is people must be comfortable to be successful. Find something relatable and that will often lead to comfort which will lead to a productive conversation/chance at a sale.

Re: Ask HN: How to learn sales?

#10

Post by hn3333 » Sat, Sep 26, 2020, 8:56 PM UTC

I think the book "Spin Selling" may be worth your time.