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I have qs about corporate sales.

I remember one place I worked at they used to have a girl cold call to simply find out who was who and to survey for information. The leads would then be passed on to the salesmen who then didn't look like a stranger asking "are you in charge of....".

She also qualified to make sure he was really the correct person to speak with so the caller didn't need to. then he scheduled a second call for the next week and only then the sale was closed.

This whole masquerade was just to pretend the manager was some big bad global executive.

This was my first sales job and my only exposure to corporate sales. Is it a generally accepted way to go or can you simply wing it on the first call to find out who is in charge?
#corporate #sales
  • Profile picture of the author shane_k
    Originally Posted by socialentry View Post


    I have qs about corporate sales.

    I remember one place I worked at they used to have a girl cold call to simply find out who was who and to survey for information. The leads would then be passed on to the salesmen who then didn't look like a stranger asking "are you in charge of....".

    She also qualified to make sure he was really the correct person to speak with so the caller didn't need to. then he scheduled a second call for the next week and only then the sale was closed.
    A lot of companies have this same setup, at least some of the companies that I have worked for.


    The reasoning behind this was that the managers and owners felt that the best use of their sales person's time was to talk to qualified candidates, and not lead generation.

    So they separated those tasks and had people who's job was lead generation and qualification, and then once that was done the customer was transfered to the closers.



    This whole masquerade was just to pretend the manager was some big bad global executive.
    So the company you worked for done this to build up the image of your manager? weird, lol

    Never heard of that before.

    But yeah, each company is different some will setup their corporate sales in the way I mentioned because they believe the best use of a sales person's time is closing sales and not lead generation, and others won't.

    so it's your choice really in how you want to set up your corporate sales.
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    • Profile picture of the author socialentry
      Originally Posted by shane_k View Post

      So the company you worked for done this to build up the image of your manager? weird, lol

      Never heard of that before.
      Yeah, I did not explain this part very well.

      it was not to turn the manager into celebrity or get him on Oprah, the whole process (minus the qualifying) was just to give him social proof that would aid him in closing. It wasn't an end in itself lol.
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  • Check this - we covered a lot of ground on this here:

    http://www.warriorforum.com/offline-...-too-much.html

    I think it's great to have staff that can do a lot of the basic ground work for the salespeople, but I've rarely seen it work well. Most companies hire salespeople wrong, much less try to set up a staff to gather data about the target market.
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    Marketing is not a battle of products. It is a battle of perceptions.
    - Jack Trout
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