CRAG112

Account Executive

Field Sales Best Practices

anyone else working field sales, wether it's SaaS, other tech, non tech, construction, you name it.

wondering what your method is when you are just popping in unexpectedly to businesses, how you try to guide conversations, and if you're more successful doing drop ins or cold calling and scheduling appointments that way.

😝 cold callingss

📢 Communication

🌐 Fintech

13 comments

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Kosta_Konfucius

Politicker

Sales Rep

It’s a little gimmicky but the “I am in the area might as well connect to continue to conversation” works pretty well for scheduling meetings and using an the reason to drop in

HVACexpert

Politicker

sales engineer

Can confirm this works

Kosta_Konfucius

Politicker

Sales Rep

This 100% works but does get over used

medhardwaredr

Opinionated

Director of Sales NA

This does work decently, I always try to plan ahead and pretend to be in the area, hey I’m in town the week of march 15th you around?

oldcloser

Arsonist

💀

Cold calling in person is not the same as cold calling on the telephone. Hard data says it’s like 5 billion times as effective. At least.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

In a previous position we were encouraged to "drop in" with a small box of Panera (or similar) cookies and trade some time with the targeted person - assuming its a cold call. Its cheesy and awkward, but it worked more often than not. AND if I didn't use up all my cookies - I kept them at my company's expense.

HVACexpert

Politicker

sales engineer

The “drop in” is very customer dependent and if they are an existing customer or new. Some customers still have receptionists /gatekeepers, others may require a meeting to be set beforehand.

If it’s an existing customer I try to come in to get updates on existing projects and proposals, talk about training opportunities, drop a flyer off on a new product, etc. even a quick drop in can remind them of your offerings and maybe something comes to mind in office as well.

medhardwaredr

Opinionated

Director of Sales NA

Ok this is my area of expertise. 10 yrs on the road over 170M in rev. Multiple product types/segments/industries/costs blah blah.
Drop ins at any reputable company over 50 end users is pointless and you will be stopped at the gate so just don’t unless you’re washing windows.
Cold calling is a part of any sales org so do it but research and target who your actual buyers are. (Healthcare capital equipment tends to be IT directors).
The single best way to massively grow sales is to utilize your respective channel. In this scenario healthcare capital equipment we sell through the IT channel (Cdw, dell, insight, Shi & and any number of local & regional IT resellers). If you’re like-able, your product is decent with some margin to play with you will ramp up quick and big time.
Think about it… you really expect crag112 to know every IT director in Colorado? No, phuc no, Cdw on the other hand? They have 200 reps calling on every single IT director in the state, period, and they are successful and already hold the relationship. Buddy up to them, show your value and they will walk you in any door!
At any given time I could easily book 15 onsite visits in any state with the vast majority of companies.
Hope this helps!

CRAG112

Valued Contributor

Account Executive

So you’re saying you cold called companies to establish meetings first before just dropping in?

Also, are you saying you connected with companies that sold to the people who would buy from you in order to get more contacts, meetings, and networking?

medhardwaredr

Opinionated

Director of Sales NA

Correct. Call first (or email) get ahold of your targets, gauge interest, get onsite. In person is key and if your product is good or necessary it’s an easier win then calling. I’ve rarely ever if not never just dropped in unless they were already a client.
Second part yes, they are called resellers. Search how Cdw works in the channel and it will explain how the channel works. It’s incredible. Say my Msrp per unit is $579 and my companies cost is $179 with overhead included. I sell to Cdw for example at $425 and they sell to the target person/end user for $490. Everyone wins.

emerge.life

Valued Contributor

Field Sales Development Executive

Logistics here. You can play the whole "I am a bit lost maybe you can help" card with the gatekeeper and you get a name and details more often than not.Depending on the company size, the DM might just appreciate the break from the screen and want to have a chat with you.Body language is evident, so when objection handling you need to be more aware of how you're perceived. Equally, you can pull out a few power moves by getting in the meeting room and unpacking laptops, paperwork and brochures to make yourself seem more organised.
Enjoy being out and don't let rejection phase you!

CRAG112

Valued Contributor

Account Executive

Yeah definitely nothing but new customers. No existing relationships.

I keep finding better success cold calling and either having the meeting then and there, or setting it up. But it is very business dependent.

Could be every 50 tell you to F off.
Could be the opposite.

CuriousFox

WR Officer

🦊

I'm more successful with scheduled meetings, but never underestimate the brilliance of a strategic drop in with a meaningful leave behind.

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CRAG112

Field Sales Best Practices

13 comments

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