Alex Berman is the founder and CEO of the marketing and lead generation firm, Experiment 27.

In today’s episode of the Salesman Podcast, we speak with Alex about how we can book sales meetings with billion-dollar brands. We also discuss the definition of golden geese buyers and how salespeople can find, contact, and close these golden opportunities.

Resources:

Alex on Youtube

Alex on Linkedin

X27marketing.com

UpLead – a B2B database and business contact data provider

Transcript 

Will Barron:

Coming up on today’s episode of The Salesman Podcast.

 

Alex Berman:

When most people start an agency, they will go for the local business, basically whatever business they can think of, restaurants, whatever’s around their street. What I found is local businesses have low budgets, and they’re hard to work with, but they are very easy to sell to.

 

Alex Berman:

Nope, that’s it, it’s just budget and personal. Because what I found is if you could find that overlap, like I’m not looking for dying industries, I’m not looking for anything like that, because I’ve found if you can find that overlap, you’re basically good to go. It’s the easiest sale and they make you the most money. Because what happens once you start pushing past 200, 300 million in revenue is you start getting bureaucracy and you start losing a lot of that competence.

 

Will Barron:

Hello sales nation, my name is Will Barron and I’m the host of The Salesman Podcast, world’s most downloaded B2B sale show. On today’s episode we have Alex Berman. He is the founder over at Experiment 27. On today’s episode, we’re getting into how you can find, contact and close your golden geese buyers. Everything that we talk about is available in the show notes for this episode over at salesman.org. With that said, let’s jump right into it. Alex, welcome to The Salesman Podcast.

 

Alex Berman:

Thanks for having me Will.

 

What it Means to Have Golden Geese Buyers And Why You Should Go After Them · [01:20] 

 

Will Barron:

Right. Before we jump into this, I’ve got to explain. Because you corrected me even before the podcast episode started. I wanted to talk about how we can find our golden goose buyers, and you corrected me saying that, “Will, there’s not just one golden goose buyer. There’s golden geese to go at.” So with that, give the audience here a bit of clarity, Alex. What does it mean to have a golden geese buyer, and what do they mean in the marketplace, and why do we want to go after them?

 

“When most people start an agency, they will go for the local businesses, basically whatever business they can think of, restaurants, whatever’s around their street. What I found is local businesses have low budgets and they’re hard to work with, but they are very easy to sell to.” – Alex Berman · [01:48] 

 

Alex Berman:

Sure. So a little about my background, I mainly specialise in growing services businesses, so B2B agencies. This is where I’m mainly coming from here. What I’ve found is when most people start an agency, they will go for the local businesses, basically whatever business they can think of, restaurants, whatever’s around their street. What I found is local businesses have low budgets and they’re hard to work with, but they are very easy to sell to.

 

Alex Berman:

Now, a lot of other people, especially when I was at this Inc 5,000,