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kitxkatxx

AE/Full cycle sales betch

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Tips for building territory based referral network?

Hi all. Interviewing for a remote job that will be territory based, previously I haven't worked in a territory although I would use the momentum of deals I want to reach out to nearby prospects. Just wanted to know how you connect with industry partners and live customers in your current role in order to build a referral network, for those of you who do work in a territory! Ty ☺️
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bonez
Politicker
5
Account Executive
Do you have an expense account or corporate card? If so then you need to start taking people out to lunch. <br><br>Before that though, get your list and find your top prospects. Make sure you know who they are and why they should work with you. Then you need to contact the dealers, brokers, consultants, etc in your niche. See who can even get you in front of your prospects and reach out. Spend your time prospecting the influencers and COIs because a warm lead closes about 50x more than a cold one. <br><br>You need to be personal and RECIPROCATE. No one wants to work a one sided relationship but make sure they know what they get out of it besides free food. Be careful of the industry partners who do just want the free meals, they are out there and will waste your time while dancing a carrot in front of you. <br><br>Ultimately, know who the right players, firms, or groups are to reach out to and sell yourself and the value of a partnership. It takes take but when you do you’ll have a solid and healthy pipeline. Keep building your relationships because the stronger they are the more $$$ it means for you.
jefe
Arsonist
4
🍁
Great approach.

And the mooches are definitely out there...
bonez
Politicker
4
Account Executive
They’re the worst. But with time you learn to spot them fast.
CuriousFox
WR Officer
2
🦊
🎶 the wooorrrrssstttt 🎶
kitxkatxx
Contributor
2
AE/Full cycle sales betch
Thanks for this! I just edited to add it's a remote position so I have no clue where my territory will be🫠🫠
bonez
Politicker
2
Account Executive
Usually those are local to you or national. What’s the niche you’re in?

Also does your org have a client referral policy?
kitxkatxx
Contributor
2
AE/Full cycle sales betch
Restaurant tech! And yes, referral program for current customers.
bonez
Politicker
3
Account Executive
Ah ok. Usually that’s pretty localized in my experience but no reason you can’t sell all over.

Do you have any internal mentors that have a referral network built?
kitxkatxx
Contributor
2
AE/Full cycle sales betch
It's a job I'm interviewing for, I haven't actually gotten it yet but I would imagine there would be mentorship internally- I'm just trying to beef up my knowledge prior to my final interview!
bonez
Politicker
2
Account Executive
Ah got it. Yeah you'll have to see but I assume you will. I wouldn't stress about it too much unless they are asking about it in the interview!
HVACexpert
Politicker
1
sales engineer
I am sure in the restaurant space that this industry will be small. Restaurant owners and dealers, etc. will all know each other so if you can get in with a couple and find success, continuing to do so locally with a referral plan will be a good idea.
like @bonez said, you need a personal touch. Lunch, coffee, donuts to their office, live and in person presentations, golf, etc. Anyway to get in front of them and chat face-to-face.
medhardwaredr
Opinionated
2
Director of Sales NA
Bring something to the table preferably some revenue. If your not in a channel get in one
BigShrimpin
Catalyst
1
Account executive
understand who your customers work with that (important its the same persona e.g if you sell to ops then a partner in financial software wouldnt help much) figure out who the players are get in touch with them and if possible try and provide value via introductions or bonus programs first before asking for something in return

our best partners are ones who fill gaps in our offering that competitors have or services ancillary to what we do so it makes sense to intro them instead of feeling forced and vice versa
kitxkatxx
Contributor
1
AE/Full cycle sales betch
@HVACexpert thanks for your input as well. Since it is a remote role and I could live far from the territory I will be working, I will definitely have to think of creative ways to get in front of them, but I feel like building rapport is one of my strengths. As an aside, I currently work with distributors in HVAC, plumbing, and electrical… Looks like we run in similar circles☺️
HVACexpert
Politicker
0
sales engineer
noooo! why are you leaving?! JK, good luck in the new role. I've been in HVAC since during college so I'll be here for a while haha.
kitxkatxx
Contributor
0
AE/Full cycle sales betch
@hvacexpert I sell software, I love my colleagues and it's a cool product but I don't see the potential for internal growth at my current organization and I am steeply underpaid. 🥲

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