It’s Tuesday - you have questions, and Kyle has your answers for industrial sales and marketing!

Question 1: 
If you are a recent grad, you have two paths to sales. The first is a support role, whether it be a sales associate, engineer, technician. Not only do you gain experience and understanding of the product and the industry, but when it comes time for you to want to make the switch to sales, it is far easier for you to adapt to your coveted sales role. The second way is entering into an internship on sales but this may be harder to acquire. Passion helps in motivating you to learn how the sales game works - and should you ever need to learn and build the right foundation for your sales career, then enroll with us on Technical Sales University: https://training.technicalsalesu.com/

Question 2: 
Getting past gatekeepers to the decision makers is not only frustrating, but quite common in larger companies. When you do encounter gatekeepers, try to relate to them on a personal level, and understand they have their own frustrations as well, liven up the conversation and make it quick and painless for them to get the one piece of information you need. Don’t overwhelm them and ask for too much at once! Even with just a decision makers’ first and last name, you can be able to find out their contact information through LinkedIn or a database service like ZoomInfo. One trick if you are really trying to slide into the emails of the elusive department head is to see the email format of the other employees and adapt it to who you are contacting. For example if Joshua Smith is the head of procurement, and the company emails seem to be [email protected], then there’s a good chance [email protected] will work! At the initial point, just connect, don’t try to sell.

Question 3:
The best way is not to just send text, but send a video message. Regular videos work fine, but personalized ones are even better. Services like Vidyard can actually send personalized videos to multiple prospects following your same format. And don’t just send it through email; add them on LinkedIn and send it there as well.

Question 4: 
Industrial manufacturing companies tend to linger behind the curve when it comes to new marketing tactics. With that said, convincing them is going to take a bit of effort and convincing. The old guard of the industrial manufacturing space wants to see results that can translate to

dollars. And results you can indeed give them by going by yourself and doing LinkedIn Lives from your own personal profile to see how they perform. Use this time to trial and error to see what works best until you finally get into a groove of success. Once you reach a good point of success, show them the results and see if they will respond more positively to now trying it on the company profile.

#salesengineercareeradvice  #industrialleadgeneration  #technicalsalesapproach 

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