studmuffin

Business Development

Where to start

Context - my background is in selling saas in the travel industry but that went downhill last year when nobody could go anywhere. Moved industry to work for an advertising agency until I realised we lost ~90% of clients after approx 3 months and my commish was not being paid out because of it.

anyhoo, I have ended up at another agency (seems as though I don't learn my lesson) but this time selling PR service.

The issue is, they have only ever worked on referrals, have no softwares to help me automate any of my outreach, they specialise in small b2b companies (approx 1-3M rev) and have no sales team/process hence me being brought it to start it.

Question - where the F do I start with getting meetings for them?!

🧠 Advice

17 comments

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CuriousFox

WR Officer

🦊

Research. Use Google and LinkedIn. Use the search bar for free sales tools. There's a great article that will help you.

Kinonez

Celebrated Contributor

War Room Enthusiast

There are a lot of tools out here that help you, which I'm sure you know of, I'd start by talking to your employer and letting them know how important those tools are and how they would help you bring more revenue to the company.

When they see the value we know the tools have your job will be much easier and you'll get a nice pat in the back for helping them innovate!

studmuffin

Contributor

Business Development

You’re spot on. Should be a win win

Incognito

WR Officer

Master of Disaster

🙋🏻‍♀️ I also have no sales tools and so sales team or process, just “bring in revenue”

Pro tip - make friends with people who aren’t selling what you do but work with your target prospects. They will give you referrals. For example, people in my industry who sell real estate make friends with realtors, accountants, lawyers and bankers. They have books of clients to refer you.

Then do what @CuriousFox suggests.

Question: what does your ideal prospect look like? Maybe some of us can help you brainstorm

studmuffin

Contributor

Business Development

If only it was as easy as “bringing in the revenue” right😅 This is a great question and something I’m trying to break down currently. This is what I’ve found: ~170 clients ~43 different industries Decision maker was different per account, highest commonality was “MD” approx 17% of the time. Any suggestions?

Incognito

WR Officer

Master of Disaster

“MD” as in Doctors? So pharmacy reps? For PR - I would target the shit out of any doctor doing elective procedures. They mainly get clients based on marketing.

I mean, I just googled “PR service” and it gave me a whole host of ideas.

studmuffin

Contributor

Business Development

My bad, by MD I meant Managing Directors. Directors of pretty much any industry works. I’ve never been a lone salesperson and been responsible for building the processes before so this is a learning curve and I’m appreciating your help here

Incognito

WR Officer

Master of Disaster

Well clearly my industry is MUCH different than yours 😂

I still think you should make specific targets, though. Like, if I WAS a doctor, I would be more interested in something that brought success to other doctors, rather than an accounting firm 🤷‍♀️

barney2021

Tycoon

Account Executive

Get yourself a crm like HubSpot for client data and use Mixmax for sequences. Use LinkedIn sales navigator to find your prospects

studmuffin

Contributor

Business Development

LI sales nav is the only thing I have access too at the moment luckily. Will look into mixmax I’ve never heard of it before

happyhunter

Politicker

spittin' sunshine

Def have your company get you sales nav if nothing else

studmuffin

Contributor

Business Development

I just found the article with all the free tools you mentioned, thanks for that! I’m reliant on keeping costs minimal right now so that will be crucial

CuriousFox

WR Officer

🦊

Happy to help 🦊

justatopproducer

Politicker

VP OF SALES -US

Try apollo.io or outreach also. I personally like apollo and its free

studmuffin

Contributor

Business Development

I saw Apollo.io on another thread here so I’ll be looking into it to see how it can help! Pretty much anything paid is off the cards until the process is “proven” to work

Kirby

Politicker

Sales Representative

Apollo and Interseller will be your best friends here. Interseller is $100 for being able to build out sequences AND collect emails off LinkedIn.

studmuffin

Contributor

Business Development

Interesting. I’ve never heard of interstellar either, it seems as though in the UK these softwares aren’t as known about