/biz/ - Business & Finance

>>569355
How do you find b2b leads? Do you make cold calls?

>>569375
I research who the major players are in an industry im targeting, and from their build out a web of vendors and suppliers. When I have a list of companies I find decision makers using sites like LinkedIn. I rarely ever make cold calls, simply bc I try to contact Vice Presidents and c level execs and that shit wouldn't fly. I usually start off with an email.

1. I hear a lot of salespeople say that you build rapport by asking questions, is that true, and if so, how do you transition to questions - do you ask permission to ask questions, or do you just go into it - I'm asking because permission seems like a bad idea, because they would say no.

2. in your e-mails do you ask permission to call them or do you just introduce and then make the call

3. how many times do you generally contact a prospect before closing the sale

>>569392
OP here, on my laptop now.
1. You got it exactly right, you don't ever want to ask permission b/c it gives them an out. Generally you start by building rapport (shooting the shit) then transition into getting down to business. The transition is as easy as once you reach a low point in the convo saying "Well I know you're a very busy man, so I want to be respectful of your time, like I mentioned in my email I'm here to discuss..."

2. I usually state at the end of the email "Are you available x day at x time to sit down and discuss this further?"

3. The sales cycle in this industry is very long, it can range from anywhere around 3-12 months of meetings, fact finding, data gathering, and then you present your proposal. Definitely more than 4 contact points.

>>569392
Have phone interview for a sales position in a startup yesterday
>he asks me interview questions, awkward as fuck
>I ask him, almost rudely, 'so you used to be a car salesman?' (LinkdIn)
>he starts talking non stop about his career in car sales, how he turned a once successful company around
>no more anxiety, start asking random questions based on what he's saying and my research, its almost like I'm interviewing him
He's keeping in touch through email, pretty sure I'm going to get the job

>>569443
You had the balls to ask the tough questions. You controlled the conversation. All good sales skills.

PROTIP for the noobs: When you're closing, it's an all-or-nothing balance between no eye contact when asking closing questions -- look at the documents you want them to sign or making honest, trust-building eye contact when you're dealing with hard objections.

source: a good 8 months of killing it selling energy contracts door to door

>>569443

Well done, anon.

The worst part about recruiting people is that you have to sit and listen to people you don't know talk about themselves.

Connecting with the interviewer and getting him to enjoy the conversation speaks louder than any kind of previous work experience or recommendation. Once again, nice move, hope it all works out.

bumping this ish

Can salesmen be made or are they born?

>>569657
Salesmen can be made, but they have to want to be made into salesmen. Sales can be the hardest job in the world, you get out what you put in.

>>569454
You think they came in to get out of the rain? A guy don't walk on the lot lest he wants to buy. They're sitting out there waiting to give you their money. Are you gonna take it? Are you man enough to take it? What's the problem, pal?

Hey, thanks for the thread.
Two primary questions here. First, what kind of sales position involves a strong amount of research & analysis in addition to interpersonal skills and traditional sales?
Second, how do i break into an entry level sales or sales oriented role that isnt retail or a scheme? My degree is in Social Science and Business Marketing with communications, statistics, and social psychology concentrations. I did a non-sales internship and have some grunt level experience in clerical/admin work and customer service, but very low level. I feel that my work experience is pretty limiting, but my Sales & Business Marketing is ranked number one in the US, for what thats worth

Basically id like to break into a sales role that involves more of what i like (research, face to face interaction) and less of what i hate (cold calling) - any advice is appreciated

>>569461

Nice reading stuff like that after having an interview today. Instinctively I did the same thing and asked here and there questions about the boss. Was a strange feeling once the tables were turned around and I found myself suddenly doing the interview. Rapport is really magic.