Attitude is everything. The #1 skill that will make you successful is having a resilient and relentlessly positive mindset. Sales jobs can be a grind. Keep everything in perspective. Control what you can and let the rest go.
You already know it’s another episode of our Break Into Tech Sales mentor interview series!
In this interview, Devin Currens tells us about his work as a BDR at Salesforce and how he got there from working for nonprofits for a few years after college and then breaking into his first tech sales role at Yelp.
Highlights of the interview include rare insight into a day-in-the-life of a rep at Salesforce, (a company that literally defines “tech sales”), pro tips on time management and organization, and a few recommendations for brilliant sales books.
Mentor profile:
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Name: Devin Currens
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Company: Salesforce
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Role: Business Development Representative
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Alma mater: Middlebury College
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LinkedIn profile
Can you describe your own journey of breaking into tech sales?
“I worked with nonprofits for a few years after college. Given the high cost of living in the SF Bay area, it wasn’t sustainable. In 2017, I started to apply for entry level sales jobs at different tech companies. Yelp ended up offering me an AE position very quickly.
Sales at Yelp is very high volume and transactional. You develop a thick skin and it helps set a good foundation in basic sales skills—how to get someone’s attention, establish expectations, handle objections, etc. But more than anything, it taught me tenacity.
After a year at Yelp I had an opportunity to join Salesforce’s business development team working with nonprofits. This meant going from an AE (closing role) to a (non-closing) BDR role, but the transition allowed me to combine my passion for nonprofits with my sales skills.”
What is your role at Salesforce?
“I’m currently a Business Development Representative on Salesforce’s nonprofit team. BDRs at Salesforce do outbound prospecting (as opposed to SDRs who handle inbound leads). I cover a large territory for a large number of AEs. At different points this year I’ve had between 5-10 AEs, and anywhere from 6,000-10,000 accounts.
Basically, the goal is to find new accounts with some interest in learning more about Salesforce—or, if they are current customers, who might be interested in expanding their Salesforce footprint. The strategy is a combination of, on one hand, casting a wide net and seeing what new fish you can catch, and on the other hand, crafting very personalized emails to target accounts you have identified.
When a prospect is interested, I set up a 15-minute call where I qualify the account. Then, if it seems like a real opportunity, I set a 30-minute discovery call for the AE who the account is assigned to.”
Can you describe a typical day in your job?
“My patch is mostly Central and Eastern time zones, so I start my day around 7 or 7:30. I try to devote 2-4 hours before noon to calling or sending emails to target accounts. Usually there will be 1-3 hours of internal meetings throughout the day (these could be team meetings, 1/1s with my AEs or leadership, or enablement and training sessions).
In the afternoon I will spend 1-2 hours researching accounts and adding contacts. I generally try to divide my time up in 30-minute blocks and devote roughly equal time to each of my AE’s territories. I also try to devote an hour a day to my own personal learning about the product and industry—we sell something like 60 different products at Salesforce and there is always a lot to learn.”
Which skills do you use on a daily basis?
“Account research. Writing BASHOs—personalized emails designed to start a conversation. Cold calling and objection handling. Leading qualification calls (building rapport, determining BANT, establishing next steps).”
What is the hardest part of your working day?
“Time management and staying organized.”
Do you have any productivity tips that help you get through the working day?
“Calendar everything. You will have more on your plate than you possibly can do. It’s up to you to determine what you spend your time on. Think about everything in terms of what is the cost (in terms of time or energy) and what is the potential benefit (in terms of hitting your number).
At the same time be super conscious of burning out. Block out your personal time on your calendar and stick to it. I have times blocked out to take breaks—generally I try to go for a walk or meditate a few times a day. This keeps me centered and focused and actually helps me be more productive when I am working. Humans aren’t meant to spend 10 hours a day staring at a screen!”
What advice would you give to someone going through the tech sales recruitment process?
“Attitude is everything—both in the recruitment process and when you’re on the job. The #1 skill that will make you successful is having a resilient and relentlessly positive mindset. Sales jobs can be a grind. Keep everything in perspective. Control what you can and let the rest go. Also, your attitude is contagious. Decide to be the person who brings good vibes.”
What do you know now that you wish you would have known at the beginning of your tech sales career?
“I wish I knew more about career progression in tech sales. I also wish I had known more about the tech industry in general.”
What’s your favorite sales book?
“I’m big on Sandler methodology. For anyone selling a product with a more complex deal cycle, I think it’s an incredible system. The two classics are: The Sandler Rules and You Can’t Teach a Kid to Ride a Bike at a Seminar.
I also really like To Sell is Human by Daniel Pink. This is not a sales strategy book per se, but more of a big picture view of sales.
Also, shameless plug here, the book Trailblazer by Marc Benioff (CEO of Salesforce) really helped me reframe how I think about business and find meaning in the work I do.”
What’s your favorite thing about working in tech sales?
“In general, I like that I control my own paycheck. I also like that my job is basically just talking to people. In this particular role, my favorite thing is that I get to help nonprofits modernize and undergo a digital transformation. This means they can accelerate the impact they have, and ultimately, that the world will be a slightly better place.”
Click here to connect with Devin on LinkedIn.