Outbound Hunter Team

This is what most people envision when they hear the phrase sales team. A team of high-energy reps calls looking for action cranking out calls. Prospecting and cold calling. This most challenging project is what we do best.

You want reps to share your dreams and match your ambition and work ethic. Commission reps do this better because millions of years of evolution have taught us one thing.... if you don't hunt you don't eat.

If you have a salable product with a great pay plan we can attract top reps. They want freedom and the upside only commission pay can offer. The reps can do all the prospecting but everybody wins if we can provide warm lists and leads to speed things up. A systematic sales process will be developed and with extensive (re)training we can maximize prospecting conversions to sales and referrals to get more sales.

Done the right way this process is actually fun - lot's of positive feedback. Done the wrong way it's a death march to oblivion (emotionally and financially). We will do it the right way.

Success is built one rep at a time. When the first rep closes a sale, other reps will copy. The maybe becomes certainty. If he can do it so can I. Ego and competitive nature kicks in. Happy hunting stories around the campfire sell better than a manager's blustering. This is the tipping point and we have a process to accelerate to that point and beyond.

Teams can grow as long as the market can support them. Overgrazing means skinny cows. It's better to have 50 highly motivated reps than 100 looking for jobs half the day. You can of course open up new markets and develop more products.

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Inbound Closer Team

Companies with low-price products (under a few thousand dollars) often want to expand past the point they have reached via Internet generated leads. They have products that are not appropriate to manufacturers reps or want a team to focus just on their line. They are usually in very competitive markets.

They want "sales reps to go out and cold-call." Skimming the net and closing inbound inquiries is completely different from cold-calling. Your metrics from the former are meaningless. The key point is that the reps want to make a living too. They expect to see a clear shot at $5K to $10 a month. If not, they will pass on the job or quit soon after starting.

In noisy market situations, with prospects bombarded by telemarketers and emails, just getting an audience is extremely difficult. Regardless of your close ratio, if you don't get up to bat you don't get any home runs. With the usual cold call approach, a rep that does 2 to 3 deals a week, every week, is rare. Even with abnormally high commission rates, the rep is highly unlikely to hit the target earnings. With most paychecks you will need to include food stamps.

The solution is to create a hybrid lead-generation and closer team. Reps that do lead-generation are typically hard-working and nice, too nice to be closers. Closers have to insist on decisions thus exposing them to stress and rejection. Most closers are like spoiled children, prima donnas that want easy money. They hate cold calling since it's hard boring work. They are lazy and have no tolerance for boredom.

If we could genetically engineer the perfect rep we would splice the DNA of each to create the holy grail of sales recruiting, a closer that will dial a phone. I can deliver the next best thing, a team that cranks out presentation appointments and closed sales.

Lead generation via phone reps is not cheap. If the calls are the typical telemarketing canned script the results will be like low-grade ore. There may be a few specks of gold in the mountain but it will cost you a thousand dollars to earn one.

I create a psychologically engineered process that begins with the lead-generation rep and flows seamlessly to the closer and to your staff, and feedbacks to your marketing messaging so everything is in sync with what is required to close a sale. Any weak links and the process grinds to a halt as money goes down a rat hole.

We will keep the closer on the phone closing deals. The lead generation reps force activity as they hand off calls or schedule appointments. I can build a perpetual-motion sales machine to move your products and lift your company to the top of your industry.

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Manufacturers Rep Team

For technical, hardware, sporting goods, clothing, component, commodity, supply, or other intermediary or channel products, using manufacturers reps is an option to consider. Reps are already out there calling on the prospects you want to reach. They have established relationships and their calls go through when others are blocked.

Unless you are the big name in your industry, you will have to compete to get good reps to carry your product line. Even if you sign them up, they may never sell much. They push the easiest-to-sell products that make the most money.

Recruiting and managing manufacturers reps is a challenging task as those who have tried can tell you. There can be huge rewards or you can waste lots of precious time.

We can build your rep network. We research to identify the most likely reps to carry your line. We pay for all the online job board posts and access charges. We carefully screen and qualify the reps to be sure they have the technical and market expertise needed to be successful.

We sell them on carrying your line. We do this by communicating the enthusiasm you feel so they do too, and the opportunity that you see so they see it too. We assist you to negotiate a commission rate. We coordinate initial product training sessions.

We manage your rep team by providing sales strategy advice. Every month we offer sales meetings so you can let the team know what's new, offer more training, and so reps can learn from each other and share ideas.

With our team building expertise and sales process design you can have a motivated team of reps covering the U.S. and international markets bringing in sales.

Best of all we do everything for a low flat-rate price. The reps get all the commissions, not us. Many manufacturers have told us that they can spend up to $15,000 to get one performing rep. Our fee is also a lot less than what a recruiter would charge and a fraction of what you would pay a sales manager.

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