Kevin Yang, Sales/Job Hunting Professional, 6+ years of Sales and Marketing Experience, 60+ Phone/On-site Job Interviews CompletedClarity Expert
Bio

Went through 60+ Phone/In-person Job Interviews. 6+ years in Technology Sales and Business Development. Sales Experience @ Fortune 500 Tech Company, Series B Startup, and "Unicorn" Tech Company in the Silicon Valley. Focus on new-new logo acquisition and sales development outreach.



Recent Answers


Hi,

I've worked for 3 separate venture-backed firms and I've seen/experienced what you are describing time and time again.

You need to put yourself in those investor's shoes. They invest in dozens of companies and have given you their hard-earned money in hopes that one day, they will earn a multiple on their invested cash. If you were an investor, you would feel the same way about your money....UNLESS the CEO/cofounder of the company convinced you that this creativity can translate to more revenue for the company which in turn, equals more money in their pocket in the future.

Your job, in short, is to sell that innovation or creativity to your investors to make them understand the value proposition of that innovation so that they won't feel the need to turn on the heat. This is why the job of a CEO/Cofounder is so difficult- you are the face of the company and you have to guide operations, focus on innovation, sell to customers and internal/external stakeholders, among many other things.

I am happy to provide tips and show you some real-life examples on how the companies I worked for in the past were able to solve this dilemma of handling different agendas. Let me know if you want to book a call and I would be happy to explain in greater detail.

Best,
Kevin


Having worked with a variety of technology companies, most of them claim to be innovative but it is very difficult to be truly innovative.

In general, companies don't practice innovation more regularly because often times, they are bogged down with operational, revenue, or engineering issues. Technical debt built up by previous engineering practices can hamper innovation. Broken operational issues to keep business processes in place can destroy innovation by the "we have always done it this way approach." Companies often times are also focused on revenue issues and are trying to find that stability before they can truly practice innovation.

Long story short, a lot of companies need to be in a stable state of mind with an agile culture (not necessarily cash flow positive or profitable) to practice innovation. In my 7 years of experience speaking with hundreds of companies, only a handful have been truly innovative. Happy to jump on a call to talk through more detail with you.


Hi there,

I started Clarity around September and within 30 days, I had 2 paid customer phone calls. There can be a number of reasons why you are not seeing the results that you want from your clarity account.

Without seeing your profile or understanding your skillset, I cannot give you great detail as to why you are not seeing results. The first step to take is think about what kind of value you provide to individuals on Clarity. Is it valuable? Do other people ask for similar expertise? How do you quantify that value? The next thing to do is promote yourself. Do you have a professional profile picture? Do you write accurate descriptions for your skillset? Last but not least, are you going through the Answers tab on Clarity? This is the easiest way to show off your expertise and have people book calls through your answers.

Let me know if this helps. I'm happy to jump on a call and go through a strategy session to help you.

Best,
Kevin


Hi there,

I've sold marketing solutions to folks in the eCommerce space before and without knowing what type of marketing you want to do, there are several ways you can begin advertising your products.

You are absolutely correct in your statement that marketing is very important. What do you want your buyers to wear? Why should they buy your product? Who is your target audience? Which geography do you plan on kicking off your business? Having these questions answered will help you target the correct market and begin crafting your marketing strategy.

I am happy to jump on a call to go through your various channels/options in which you can begin marketing.

Best,
Kevin


Hi there,

Having worked in the technology space for over 6 years and established strategic partnerships, there are several ways you can look for firms or individuals that needs your services.

From what it sounds like, you are looking to help people outsource their app development/support for their company While there is definitely a market for this type of service, you need to start getting granular and drilling down to the ideal industry that needs your services. You will need to employ a dual approach of cold outreach and strategic marketing to generate your business partnership.

First, you need to narrow down the ideal types of businesses you want to target. What types of companies or individuals are in need of your services the most? Why? What is the value proposition for them to use your service and why should they care?

After determining this, it's time to put together some marketing campaigns to help drive the value proposition of your service. There might not be a best platform to find or advertise your service- you will need to try many different avenues. Perhaps you can start here on Clarity.

I've spoken with hundreds of companies in your shoes so I am happy to jump on a call and communicate several methods that might work for your company as well.

Best,
Kevin


Hello,

Having played both roles of public speaking and time management for many years, I can honestly say there is definitely a market for this. There are so many new entrepreneurs and business owners now and many of these folks say that time is their most valuable asset. If you can show tangible ways how an entrepreneur can save time and in the process become more productive/better at what they do, you will have a market to serve.

I think public speaking has more potential: https://brandongaille.com/14-fear-public-speaking-statistics/
According to this article, 3/4 people (75%) fear speaking in public. If you can coach people on how to get over this, you will most definitely fulfill your passion and chances are, you will find someone that has a fear of public speaking for your market fit.

I have helped people get over fear of public speaking as well. Let me know if you want to get on a call for some tips and pointers on ways to coach people to defeat their fear of public speaking.

Best,
Kevin


Hello,

I have worked in technology sales for 6+ years now and have seen firsthand how SMB, high growth mid-market, and Enterprise companies structure their sales teams.

To your point, small and medium businesses have sales reps directly reporting to the CEO because there is NO need to have a middle layer of sales management. I have seen so many smb companies run without a head of sales because they have not reached the level of scale that requires a revenue leader. You're saying the above is a bad fit; however, many smbs who don't plan to scale are perfectly happy with the status quo because it works for them.

If your opinion is different than theirs, it will be on you to demonstrate the business-tangible value of having someone run their revenue operations so they can focus on strategy, vision, etc. This requires building tailored business cases to each CEO that you speak with.

For the SMBs out there, it will be incredibly difficult to convince CEOs (all CEOs are essentially evaluated primarily on revenue generation) to hand over arguably the most important part of their business to someone else.

That being said, I would start by examining which clients you have historically had success working with and use that information to create multiple lead generation campaigns to go after similar companies. Happy to get on a call and walk through a lead generation process for your service (inbound leads, thought leadership, email marketing strategies for outbounding, etc.)

Best,
Kevin


Hello,

I like how you have identified your passion and understand who you want your target audience to be. I have sold technology solutions for 6+ years to entrepreneurs and business owners- a big part of the selling process requires value-adding, which can only be achieved by understanding the minds of your target audience.

To find a niche, you need to start by asking yourself what kind of value you can bring to your specific target audience of entrepreneurs or business owners. Everyone has limited attention span these days and unless you can figure out what these people care about and how your coaching/consulting services can benefit them, it will be difficult to connect and add value for the entrepreneurs.

In short, you should determine your niche by figuring out what these folks care about and then hone your craft around providing value for those individuals.

Happy to get on a phone call if you want to talk about specifics.

Best,
Kevin


Hi there,

I have 6+ years of experience selling enterprise software and one of the products I sold at Oracle included their SaaS LMS application as part of the whole HCM suite.

Your question about comp definitely depends on the industry, location of the individual, experience level, average deal size, etc. However, VERY GENERAL guidelines that SaaS companies follow tend to be quota = 5x to 10x their salary. For example:

- If a sales reps salary is 60k, then their quota should be 300k- 600k (very rough estimate).
- For each deal that the rep closes, they should get a minimum 10% on each deal until the rep hits quota.
- If the rep hits quota, there should be an accelerator on their comp plan (15%-25% of each deal sold) so that they will be motivated to keep on selling (capping your commission will be capping your growth).
- After the rep hits 200% or 300% of their quota, the accelerator stays at 15% or comes down to 10%
- PLEASE READ: All of the above is very dependent on average deal size, time to closure, among other factors that I would be happy to get into if we jump on a call.

The most important factor here is to make sure your quotas are REALISTIC and ATTAINABLE- having a rep come in with an unattainable quota only to have them leave in a few months will be detrimental to your growth and even be a huge cost to your business.

Happy to answer any and all questions in regards to quota structuring, LMS sales strategies, selling to the right lines of business, etc. It is a super competitive field and I understand through first-hand experience how difficult it is to displace any companies' current application suite. Maybe I can help provide some insight into this aspect of your business as well.

Best,
Kevin


Hey Lucas,

I've been selling technology solutions for 6+ years now and one of the companies I worked with, Visually, sold animations/short form videos to content creators and companies.

After taking a look at your website, I already see one marketing method that does not cost too much money for you: customer testimonials! You need to ask your current customers (paying or otherwise) to put their logo/channels/reviews on your website to show others that there are reputable people that stand by your work. After all, your best method of marketing should come from word of mouth from your current customers that are happy with the work you've been able to do for them.

After getting some testimonials, you can start utilizing Twitter, LinkedIn, email, etc. to broadcast how you've been able to help these businesses with your animations and subsequently attract others to the value proposition of your product (animations).

You've got a super good thing going right now and the fact that you are seeking help means you are extremely resourceful- a characteristic that will prove incredibly useful in whatever path you decide to pursue.

I'm happy to jump on a call to provide you with some insight as to what your messaging should be in those LinkedIn/Twitter/Customer Testimonials to attract more customers.


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