Jamie Pichora

Founder/CEO at GelaSkins

Small company, enterprise clients, branded promotional products. How to scale?

Hello!

First post. We make high quality branded cases and covers for corporate phones, laptops and tablets. I've been handling our B2B sales for the past few years after taking over from my co-founder. We have some lovely enterprise clients like Google and some Canadian companies in the industrial sector. We are fast and reliable and made in Canada, which everyone seems to like.

I know we can scale up this aspect of business but I have no experience growing or managing a sales team. Where should I begin with this and what's a good compensation structure?

Cheers,

Jamie

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18 comments

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FinanceEngineer

Politicker

Sr Director, sales and partnerships

Considering the Canadian wildfires that are messing up the east coast, you can play off of that. But honestly, quality product with fast turnaround should sell itself. Also, check out resellers that offer company stores. I forgot the name of the one I used in the past, but there are a bunch.

Maximas

Tycoon

Senior Sales Executive

Strongly agree with the take.

Founder/CEO

That's a very interesting perspective. It's definitely weird these days. I just saw a photo of our smoke over NYC. Sorry about that🥴

I love the tip about resellers. I tried searching that phrase but came up empty handed. If you think of a term for that industry or an example, I'd love to hear it.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

I think the ones that do warehousing and shipping services/gifting around the holidays would be the main target.

oldcloser

Arsonist

💀

I’ve got to think a strong social presence would drive heavy inbound if the goods are that good. What’s you average deal value?

oldcloser

Arsonist

💀

Also, your website is really technically sound. You've got a setup for a great product led growth spurt. Don't know how you're going to recruit a sales team to sell items at this price though. Where have you had your biggest wins?

Founder/CEO

Thanks for the insight about pricing. I'm considering seeking reps in the promotional goods space. To answer the wins question, yes, we do plenty of consumer sales, but we also do several five figure deals with larger businesses and enterprise clients each year.

oldcloser

Arsonist

💀

Does anyone call you? Or are your bigger deals sold via outreach?

Founder/CEO

50/50

oldcloser

Arsonist

💀

It sure does seem like a small split task inbound/outbound room would handle it. Do some social, get a corporate guru to endorse the stuff by same well placed ads. Nowhere to go but up.

braintank

Politicker

Enterprise Account Executive

This is the way

braintank

Politicker

Enterprise Account Executive

Do you need salespeople? Seems like you could grow using ads and ecomm?

CuriousFox

WR Officer

🦊

👀🍿

Founder/CEO

You might be right. We are planing on amping up our social presence over the summer with events and meetups for our art-loving, pet-loving and small business (& DJ) demographics.

I'm less sure about how to grow the B2B corporate side of the business. We do hundreds or even thousands of covers each year to many clients for their corporate hardware. From online SaaS to traditional businesses like accounting firms and design agencies.

braintank

Politicker

Enterprise Account Executive

Maybe consider a hybrid account manager style role who focuses on nurturing the high value or high potential accounts you already have.

Don't know enough about the economics of the space if it makes sense to have people hunting for new clients (vs bringing them in via social/ads/etc.)

I've done a lot of business with 4imprint, never once talked to a salesperson.

Found them via Google, bought online, handled customer service via email, then they started emailing me offers so I bought more.

CPTAmerica

Opinionated

President/CRO

That's a lot of questions rolled into one :)

Founder/CEO

Very true! lol

Justatitle

Big Shot

Account Executive

The compensation structure really depends on what your volume and margins look like. Not asking you to post them here but that should be considered when you structure the deal

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Jamie Pichora

Small company, enterprise clients, branded promotional products. How to scale?

18 comments

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