Life as the "New Kid" in a New Market

Breaking into a new market as a sales rep is like being the new kid at school, except instead of trying to find someone to sit with at lunch, you're trying to convince enterprises to trust you with their money. And trust us - it's not as straightforward as anyone thinks.

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The Blank Slate of Selling in a New Market

First off, forget everything you know from your previous success. That impressive track record you built in your old market? It carries about as much weight as your high school football trophies (which doesn't say much since I was a baseball kid). You're starting from scratch, and the rules of the game are completely different.

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What makes it particularly challenging is that companies expect you to hit the ground running. You've got quotas to meet and a ramp-up period that often doesn't align with market realities. Meanwhile, you're facing responses like "We can build this in-house" or "What's your track record in our industry?" (The irony of that last one isn't lost on anyone.)

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The truth is, those first 20 or so sales conversations aren't really about selling - they're about learning. You're trying to understand:

- What the market actually needs

- How buying decisions are made

- Which integrations and features matter

- What compliance requirements you need to meet

- How to prove ROI in this specific context

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Instead of rushing to meet quotas, the real question should be: "How can we understand what this new market needs as quickly as possible?" Because while you can learn things the hard way through months of trial and error and missed opportunities, there's usually a smarter path forward.

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Remember, you're not just selling - you're creating and capturing demand in uncharted territory. It's challenging, but understanding this reality is the first step to conquering it. Empiric helps you understand your new market before you get lost in it. Get in touch to set your sales reps up for success.