Question

Topic: Strategy

Joining Established Company

Posted by jlarson1151 on 5/1/2016 at 3:04 PM ET 250 Points
Hope that I can get my question across..... I am joining a broadcast equipment sales team in a couple of months. It is something I did about 10 years ago and it has reached its hands out and dragged me back in.
So, I seem to be quite lost as where to start. This will be new office with only myself responsible for sales. We have about 300 different manufacturers we represent with about 9000 products, yet, our clientele is quite small...only the radio and TV stations in the U.S. And, with 15 other offices doing the same thing, I am trying to figure a way to get my name back out there. I am well liked in the broadcast industry, but, for some reason I am just stumped, stumped, stumped as to how to correctly market myself and my office. I need a good, knowledgeable person that can kickstart my thought process.
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RESPONSES

  • Posted by Jay Hamilton-Roth on 5/1/2016 at 5:18 PM Accepted
    Since you've been away for awhile, can you reach out to radio/TV station managers/owners for informational interviews to learn from them what's new, their problems, their perceptions of products/companies, their budgets, etc.? Don't sell them anything - just ask some questions and listen well to what they need. That'll both educate you about the current landscape, position you as someone who listens, and then help you to identify opportunities that others aren't seeing (because they're talking, and not listening).
  • Posted by jlarson1151 on 5/1/2016 at 6:09 PM Author
    Thanks for the note, Jay. The general managers are usually the ones that I want to stay away from. The engineers are the ones I need to get in touch with. The biggest problem there is that radio engineers absolutely hate phone interruptions. Many prefer email or other communication because as an engineer, they are handling 4 or 5 radio stations, all with some sort of fire going on at any particular moment. It's a bit of a tough audience! LOL!
  • Posted by cookmarketing@gmail. on 5/2/2016 at 10:16 PM Accepted
    Well, if the engineers are the 'touch' stones, you'd better find a way. Have you tried the gate-keepers for their email addresses?...their names? Then website them and see how others have their emails listed...exampled if engineer is James Larson and the website give addresses such as
    GM Harry Download ~ hdownload@wwx.com more than likely your engineer is jlarson@wwx.com
    #3 info@ normally will get the ball rolling

    If you're the expert from outside and you have to find them inside - get'er done - sir
  • Posted by Shelley Ryan on 7/8/2016 at 5:48 PM Moderator
    Hi Everyone,

    I am closing this question since there hasn't been much recent activity.

    Thanks for participating!

    Shelley
    MarketingProfs
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