studmuffin profile picture
studmuffin profile picture

studmuffin

Business Development

Contributor
Good Citizen
Fire Starter

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
7

17 comments

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CuriousFox
WR Officer
6
🦊
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
5
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
0
Business Development
You’re spot on. Should be a win win
Incognito
WR Officer
4
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
0
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
1
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
0
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
1
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
2
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
1
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
0
spittin' sunshine
Def have your company get you sales nav if nothing else
studmuffin
Contributor
1
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
1
🦊
Happy to help 🦊
justatopproducer
Politicker
1
VP OF SALES -US
Try apollo.io or outreach also. I personally like apollo and its free
studmuffin
Contributor
0
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
1
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
0
Business Development
Interesting. I’ve never heard of interstellar either, it seems as though in the UK these softwares aren’t as known about

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