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by Simon Lafortune 12 replies
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#offline marketing #b2b #job #sales
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  • Profile picture of the author Jason Kanigan
    Have you gotten any books on selling, anything on creating a funnel? If you're going to do this you need to build a pipeline and keep it filled. A sale every 3 or 4 days is a big jump to get to consistently from zero.

    What kind of preparation have you done, and why did you take this job?
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  • Profile picture of the author Jason Kanigan
    Okay I would start with one call closing and selling local advertising by Claude Whitacre. They're on Amazon. Yes it's local advertising but you could very easily transfer what you learn there to web sales.

    I am on my phone right now but tomorrow I will see about linking you to some past training here on the Forum. There is a lot of sales training here but I guess you have to know the right keywords to search for.
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    • Profile picture of the author Simon Lafortune
      Cool, I will read this book, looks really awesome!

      Thanks for the help Jason!
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    • Profile picture of the author Sherry Anderson
      Please share those precious keywords, Jason! I'm in a similar position, but I am in a dark closet by myself with no experienced salesman to learn from. I need to find out how to make sales NOW, and my background is non-profit. YIKES.
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  • Profile picture of the author Jason Kanigan
    They are two books, but sure. If you read them you will learn a lot.
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  • Profile picture of the author Ron Lafuddy
    Originally Posted by Simon Lafortune View Post

    Hey,

    I used to sales B2C Mobile in canada for like 5 years. Been a top sellers in my domain, but it's fairly easy! Waited for clients, close them for 1-2-3 phones line.

    Now i got a new job for a Web design/marketing agency well known around here they made a lot of site for really huge compagny/cites.
    I am basically just a Sales rep. I need to do everything about the sale, that mean coldcalling, meeting people, emailing, networking, etc.. but once the client has paid he is transfered to the team so i dont do follow-up, i only sale.

    I was wondering how many website is it even possible to sale by my self if i only do that a month? If i work hard and im a good seller can i get a sale EVERYDAY? Every 3-4 day? Every week?

    i can't find any data online or in this forum about how many website a month a sale rep normally bring.


    Thanks for any help! any tips is welcome, I start monday =)
    If it were me in your position, starting on Monday, I would do the following.

    I would team up with the most successful salesperson in the office.

    I would offer to make the cold calls and set up the appointments, if he would show me how to do that.

    I would also offer to let him have any commissions from the sales that come from those appointments, if he would allow me to tag along and watch him making the sales.

    After watching him make a couple of sales, I'd be ready to give it a go myself. So, I'd line up a few appointments and invite my new sales friend, to come and "oversee" my performance. I would also offer to split any commissions upfront, as an incentive for that person to invest their time.

    This is a "Fast Start" method, which calls for a focused, high level of ACTIVITY

    A book won't get you there, although Jason's advice is worthwhile.

    When you start a sales position, you need PERFORMANCE and you need it NOW.

    Ron
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Ron Lafuddy View Post

      If it were me in your position, starting on Monday, I would do the following.

      I would team up with the most successful salesperson in the office.

      I would offer to make the cold calls and set up the appointments, if he would show me how to do that.

      I would also offer to let him have any commissions from the sales that come from those appointments, if he would allow me to tag along and watch him making the sales.

      After watching him make a couple of sales, I'd be ready to give it a go myself. So, I'd line up a few appointments and invite my new sales friend, to come and "oversee" my performance. I would also offer to split any commissions upfront, as an incentive for that person to invest their time.

      This is a "Fast Start" method, which calls for a focused, high level of ACTIVITY

      A book won't get you there, although Jason's advice is worthwhile.

      When you start a sales position, you need PERFORMANCE and you need it NOW.

      Ron
      Good plan. I really had cornered myself into believing Simon was off in a dark room by himself some place. Actually, I don't know a thing about the work situation! :-D

      This is a workable plan that has big advantages for both participants if there is someone else for Simon to work with.
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  • Profile picture of the author Alex Cohen
    Simon,

    To me, it sounds like you're putting the cart before the horse.

    The company will most likely put you through their internal training before sending you out in the wild. All your concerns can be addressed then.

    Alex
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  • Profile picture of the author Simon Lafortune
    [DELETED]
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    • Profile picture of the author Ron Lafuddy
      Originally Posted by Simon Lafortune View Post

      Thanks Ron and Alex for the answer.

      Yes, im one of the first sales man. The director is doing the sale atm with the president but they want a sales team.

      They will assist me in the first month or so i think on all appointment i can get.

      Just wanted to know some tips, idealy i want to go there and be as ready as i can.

      But you are right Alex!

      Thanks
      That's fine. Sounds like you have a good plan, too.
      I hope you make a ton of money!

      Ron
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  • Profile picture of the author bassem
    I think this is the most crowded niche ith high competition but if you are used to cold call people i suggest you buy a list of companies information or local businesses then start calling or emailing them. How much you gonna make depends on the effort you gonna put in , your skills, and so many other factors...
    Good luck
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  • Profile picture of the author bassem
    You can also build a marketing campaign on facebook using videos but i don't think prices as cheap any more
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  • Profile picture of the author JohnMcCabe
    Sherry, there are three questions your B2B prospect needs answers to before they will buy from you:

    1) How will your product service benefit my company, and do it better than your competition?

    2) How will buying/recommending your product service make me look good to my bosses?

    3) What is my risk to my job/prospects if things go south?

    On one hand, B2B sales relies much more on facts, figures and logic. On the other hand, you are still dealing with human beings with their own ambitions, worries and agendas, so trying to sell purely on logic won't work.
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