El_Duderino

Senior AE

Advice for Outside Sales?

What's up savages - starting a territory sales role next week in a familiar industry. Been primarily full-cycle inside sales over last 8+ years with the odd outside client/prospect meeting here and there, but now get to add the outside component and am stoked to get out in the field more.

This role will be more client-facing and networking intensive. For the grizzled outside sales vets, what kind of advice can you give to hit the ground running?

🧠 Advice

🎯 Career Development

🤝 Networking

19 comments

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oldcloser

Arsonist

💀

Assuming this is SMB-ish after reading replies. Retail maybe? Talk to everyone and do not ever assume a no based on appearance of the business. You never know where the dollars are buried.

If I read this wrong, feel free to ignore.

El_Duderino

Executive

Senior AE

SMB to mid size yep. Businesses with anywhere from 10-200 employees

oldcloser

Arsonist

💀

Yeah - just don't say no for them. Knock every door. Call every number. Maybe you find a community leader. That's a grinder's paradise. Maybe I'm sick, but I miss face to face cold calling. Ain't no way they hang up on me when I'm in their grill. You get on a roll and feel like you can sell everyone you talk to. Fun.

Filth

Politicker

Live Filthy or Die Clean

As I've been writing all these tips and tricks I am really getting nostalgic about my old territory and the fun of the physical grind.

oldcloser

Arsonist

💀

☝️ I might have cried a little.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Is this like calling on new customers (new logos only)? Or mostly current customers like a medical accessories type job (like Medline or Cintas)?

I can tell you one thing - people like food. Bring some donuts and tape your card to the box. Or go to Panera and get some cookies - those are more expensive but they are definitely appreciated for those afternoon sales calls. Or figure out your own thing and “be that guy”. It’s cheesy and salesy, but if your target clientele are >40 years old and have worked at the same desk for 5-20 years, it works.

El_Duderino

Executive

Senior AE

Primarily new biz

Kosta_Konfucius

Politicker

Sales Rep

Biggest advice I have got when travelling more for work is prioritizing friends and family when you get back. It can be a grind when on the road so you need to utilize you support group

El_Duderino

Executive

Senior AE

True. Thankfully it won’t be travel outside of the area I live - Tampa/St. Pete. Definitely will need to strike the balance

Kosta_Konfucius

Politicker

Sales Rep

Guess I jumped to a conclusion

Maximas

Tycoon

Senior Sales Executive

Definitely Kosta, I second this!

Filth

Politicker

Live Filthy or Die Clean

Have lot of "disguises" in the car. From polo to blazer to warehouse. You are now entering a fun world of, "Don't come in we don't want to talk to you". To get around this you can slip into places as long as you look like their average worker and get a lot better feel of the situation as well as match the vibe of the company. Other advice is take note of the office, do they care about looking nice or the newest thing or is price important over everything (they haven't updated the carpet in 30 years). The food comment from @Pachacutiis spot on and if you don't have food on you, let them know you'd be happy to order lunch. I got a bunch more but have to run to another boring internal meeting.

Sunbunny31

Politicker

Sr Sales Executive 🐰

This is great advice to go with Pachacuti's. Dress for the customer and their comfort, so be prepared to be flexible.

I like the comment about observing, too. Understanding what your customer values by being a detective is a key tool.

Filth

Politicker

Live Filthy or Die Clean

@El_DuderinoSome other tips are to really leverage the names of the players on the street. If you have success with someone, even if just a good conversation, use that when you go next door and say Jim and I were just talking and we have some great ideas, wanted to see if you were in a similar boat.

Along with that one is to leverage any conversation into references. If they take the time to talk with you, regardless of outcome, always end with, "Hey prospect, thanks so much for the help and talk, is there anyone down the road I should be talking to?"

Still riding that one, don't ask to talk to people (this works great on the phone too) ask people to help you out or do you a favor. People hate talking to new people in the office - people LOVE helping people out and showing they have value.

When you are in front of whoever is closest to the door (and is probably the gatekeeper) get fucking charming. I don't care what they look like or what situation you are in but pretend you are the best looking conman/woman around. Flirt, look for sports teams to talk about, just make people like you (if someone is being real snotty or mean say something absurd - I once stopped a person from soft kicking me out by saying I only stopped in to ask what they were doing tonight :D ). They may not be decision makers but they can either A. help you get to someone on the spot or B. give you information you can use when you call later. What email do you answer: "I stopped by earlier and missed you" or "Jennifer was telling me about her new puppy and she mentioned you guys are building a new office in Smallville". Always take a crap ton of either mental notes or have a small notebook (mine was the size of a cell phone). If you don't have one, write directly on the cards. No item is too small, office dogs name, cool cars in the parking lot, empty office..

To add to the food thing: Everyone is going to tell you they are too busy (on phone or in person). I always said I totally understandable but you have to eat lunch right? Let them know you'd be happy to provide lunch at the cost of hearing you out, no commitment needed. Don't break the bank: sandwiches, tacos, pizza, and Chinese are cheap and easy to get fast and chances are they really appreciate the offer even if they don't take you up on it.

It's good to have a plan of where you're going each day but you should set aside a block of time at least once a week to get completely lost. I don't care how you do it, though blindfold and automobiles are not recommended. But the point is, not everything is on google or your CRM. Get in the field and really get to know everything everywhere. You're now Batman, these are your streets.

Find bars for lunch that have a free beer with a sandwich and sit at the bar. Talk to the people who show up. Mix up where you go but stay away from chains, real decision makers like places with personality.

Ok off to another meeting and I'll think of some more B2B door knocking tricks and tips.

El_Duderino

Executive

Senior AE

Love it. Thanks Filth

El_Duderino

Executive

Senior AE

If you got more, I’m sending you a DM

Filth

Politicker

Live Filthy or Die Clean

appreciate it but Android for life. I'll ping some more here with you tagged when I get another chance to think.

CuriousFox

WR Officer

🦊

FO LIFE

Sunbunny31

Politicker

Sr Sales Executive 🐰

I miss my HTC.

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El_Duderino

Advice for Outside Sales?

19 comments

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