EP13 John Khoo: Confessions Of A Software Sales Manager

John is an experienced tech sales professional, currently the APAC regional manager for a global software company. In this conversation, leveraging his knowledge and experience, we cover a variety of subjects relating to this challenging but rewarding career. What is the typical sales process from intro meeting to closing the deal? What is a typical career path from sales development representative to manager? How much can you make at every level? What are the “3 Ts” to consider when it comes to choosing an employer? We also touch on the psychology of sales, when playing “hard to get” might give you an edge, and the nuances of selling software in Asia Pacific regions.

Timestamps
(00:00:00) Introduction
(00:03:56) Breaking Into SaaS
(00:05:15) Selling Property vs Selling Software
(00:11:24) Understanding The SaaS Industry
(00:21:22) Typical B2B Software Sales Process
(00:30:38) The Art of Selling and Playing Hard To Get
(00:35:16) Typical Career Path in Tech Sales
(00:38:14) Compensation Structures
(00:44:25) The 3 Ts: Choosing the Right Employer
(00:47:51) Hot Software Verticals
(00:52:03) Fragmented APAC Market
(00:55:54) Closing Remarks

Disclaimer: This podcast is an independent personal project and is not affiliated with or endorsed by any employer or organization. All views expressed are solely those of the host and guests. The content is for information and entertainment purposes only and does not constitute financial, investment, legal, tax, or professional advice. The host, guests, and associated parties assume no liability for any actions taken based on this content.