On Oct 28, 2016, at 1:09 PM, Mike Hammett <af...@ics-il.net
<mailto:af...@ics-il.net>> wrote:
It certainly makes sense. It isn't overly difficult to do, either.
-----
Mike Hammett
Intelligent Computing Solutions <http://www.ics-il.com/>
<https://www.facebook.com/ICSIL><https://plus.google.com/+IntelligentComputingSolutionsDeKalb><https://www.linkedin.com/company/intelligent-computing-solutions><https://twitter.com/ICSIL>
Midwest Internet Exchange <http://www.midwest-ix.com/>
<https://www.facebook.com/mdwestix><https://www.linkedin.com/company/midwest-internet-exchange><https://twitter.com/mdwestix>
The Brothers WISP <http://www.thebrotherswisp.com/>
<https://www.facebook.com/thebrotherswisp>
<https://www.youtube.com/channel/UCXSdfxQv7SpoRQYNyLwntZg>
------------------------------------------------------------------------
*From:*"Ken Hohhof" <af...@kwisp.com <mailto:af...@kwisp.com>>
*To:*af@afmug.com <mailto:af@afmug.com>
*Sent:*Friday, October 28, 2016 12:57:13 PM
*Subject:*Re: [AFMUG] Finding Sales People
Joe, would you agree that you must have a killer hosted PBX
product in your portfolio if you’re going to target businesses?
I find many small businesses want phone and Internet bundled, in
fact saving money on phone service or replacing an outdated phone
system may actually be what convinces them to switch from the LEC
which is screwing them over with business pricing for everything
and crappy service. Without a business phone solution, in many
cases I don’t think the Internet sale can be made. Unless you’re
looking to be the backup connection.
*From:*Af [mailto:af-boun...@afmug.com]*On Behalf Of*Joe Falaschi
*Sent:*Friday, October 28, 2016 12:38 PM
*To:*af@afmug.com <mailto:af@afmug.com>
*Subject:*Re: [AFMUG] Finding Sales People
Two other things:
You/someone should figure out your buyer personas. For us we
sell very little Internet Service to retail organizations -
especially directly. They all seem to have corporate policies
and decisions. The vast majority of our retail sales come in via
the CCRs of the world.
We stopped going to the Chamber of Commerce events. We left at
least three of them in the area. It just seemed like everyone
attending events was either another sales person or not fitting
into our buyer personas. We looked at who our best customers
were and who was attending the events and the positions and
companies were not matching up. Generally the CFOs and IT
directors are not going to the Chamber events. A lot of small
service businesses who wanted basic best effort internet service
were attending. If you have the time and want to be a part of
that community - it might pay off in the end but it wasn’t for us.
Joe
On Oct 28, 2016, at 9:27 AM, Mike Hammett <af...@ics-il.net
<mailto:af...@ics-il.net>> wrote:
Either approach. Sometimes the management company wants to be
involved, sometimes they don't. Sometimes the anchor stores
are owned separately from the rest.
-----
Mike Hammett
Intelligent Computing Solutions <http://www.ics-il.com/>
<https://www.facebook.com/ICSIL><https://plus.google.com/+IntelligentComputingSolutionsDeKalb><https://www.linkedin.com/company/intelligent-computing-solutions><https://twitter.com/ICSIL>
Midwest Internet Exchange <http://www.midwest-ix.com/>
<https://www.facebook.com/mdwestix><https://www.linkedin.com/company/midwest-internet-exchange><https://twitter.com/mdwestix>
The Brothers WISP <http://www.thebrotherswisp.com/>
<https://www.facebook.com/thebrotherswisp>
<https://www.youtube.com/channel/UCXSdfxQv7SpoRQYNyLwntZg>
------------------------------------------------------------------------
*From:*"CBB - Jay Fuller" <par...@cyberbroadband.net
<mailto:par...@cyberbroadband.net>>
*To:*af@afmug.com <mailto:af@afmug.com>
*Sent:*Friday, October 28, 2016 8:06:09 AM
*Subject:*Re: [AFMUG] Finding Sales People
I'd love to wire up whole strip malls to and have had this
conversation with a potential sales guy - but how do you get
access? is there one management company or one land owner you
have to get through? Once you wire the place do you own your
own infrastructure? ( no ) , can you get a term-deal? I'm
not sure, can you?
----- Original Message -----
*From:*Mike Hammett <mailto:af...@ics-il.net>
*To:*af@afmug.com <mailto:af@afmug.com>
*Sent:*Friday, October 28, 2016 7:58 AM
*Subject:*Re: [AFMUG] Finding Sales People
I'm not in a position to offer a base pay that would do
anything other than offend. If they want to hook up
everyone in a strip mall, paying $100 each, I'm fine with
that. Each deal is $100, but there's seven separate
deals, that's real money whereas if I discourage them
from lower deals, they wouldn't have chased that. If they
want to work all day for a $30/month account, that
$3/month residual is all theirs. I'm not out much. Tying
the compensation to the value of the sale should
incentivize most toward the higher dollar accounts.
I figured the long term residual would be
self-fulfilling. If I'm getting paid forever from the
customer, paying the sales guy forever really isn't an
issue. Once the ROI is done, I'm in an even better
position. If the customer stops paying me because the
sales guys wasn't taking care of them properly, I'm no
longer paying the sales guy for that account. If he stops
working because he's collecting $10k/month for doing
nothing, fine. I get a new sales guy. If someone truly
wants to do nothing, they'll do everything in their power
to do it.
Then again, I'm not getting any bites, so maybe I have
the wrong approach.
I have done regular LinkedIn posts and even shared those
posts to the greater Chicago area B2B and sales groups,
but not a job position ad. I have a hard time swallowing
paying $400 without the guarantee of getting someone good
(or at all).
-----
Mike Hammett
Intelligent Computing Solutions <http://www.ics-il.com/>
<https://www.facebook.com/ICSIL><https://plus.google.com/+IntelligentComputingSolutionsDeKalb><https://www.linkedin.com/company/intelligent-computing-solutions><https://twitter.com/ICSIL>
Midwest Internet Exchange <http://www.midwest-ix.com/>
<https://www.facebook.com/mdwestix><https://www.linkedin.com/company/midwest-internet-exchange><https://twitter.com/mdwestix>
The Brothers WISP <http://www.thebrotherswisp.com/>
<https://www.facebook.com/thebrotherswisp>
<https://www.youtube.com/channel/UCXSdfxQv7SpoRQYNyLwntZg>
------------------------------------------------------------------------
*From:*"Lewis Bergman" <lewis.berg...@gmail.com
<mailto:lewis.berg...@gmail.com>>
*To:*af@afmug.com <mailto:af@afmug.com>
*Sent:*Friday, October 28, 2016 7:45:13 AM
*Subject:*Re: [AFMUG] Finding Sales People
First, I would focus on just business sales and raise the
minimum package value sold by this person to a few
hundred dollars. You don't want them wasting time with
the consumer level stuff you already handle well. Small
businesses wanting to pay $100 or less are making their
own phone calls and expect to be treated more like
regular consumers since that is what they really are.
Next, make sure you put a limit on the revenue share.
Tying it to a contract length or 18 months are good. If
you give them rev share forever eventually they don't
need to work to earn a substantial paycheck and become
unmotivated. At least that is how it ended up for us when
we made the mistake.
Most of these people want some kind of estimate of what
they can earn so I would try to come up with that and put
it in the ad. In addition, if you can pay a lower
commission and add base pay some people are just not in a
position to live commission only. I prefer it and I think
the absolute best sales people do but you just might not
get those people. Maybe consider doing without the first
month and replace with a base as an option. I give my
candidates the choice and the option to switch at 12 months.
You might try LinkedIn. I have had some success
recruiting there. Otherwise, if you like a salesperson
that tries to sell you on a B2B service ask them if they
know anyone interested in a sales position. They may be
or they may know someone who is. That is how I hired my
last one. I like copier sales people for their technical
side. I like the phone book salespeople as they are 100%
cold call with no support for leads. It also easy to make
a case on the fact that they work for a dying company.
Most of them are actually selling web pages so they are
close to your business anyway.
On Fri, Oct 28, 2016 at 6:46 AM Mike Hammett
<af...@ics-il.net <mailto:af...@ics-il.net>> wrote:
What's the best way to get a B2B sales guy? That's
the overall point, but digging in deeper, what should
I be asking for? I'm very tech oriented, very little
sales. I'm needing someone that can do it on their
own without guidance from me on what I want them to
do. To me, sales sounds more like B2C or lower end
services while business development sounds more B2B
or higher end, but does the sales world reflect that?
Where do I look? The #1 source people say is
referrals, but apparently I don't know anyone that
knows anyone worth a darn as I've posted it on
various social media... a dozen times over the last
couple years.
Here's the copy from a posting I did this past summer:
*Job Description*
Local ISP seeking independent sales leader. ICS has
been operated in the DeKalb - Naperville area for 12
years by tech guys.
Compensation will be a one time commission after the
sale and a 10% residual to ensure the customer is
attended for on an ongoing basis. Our services range
from $30/month into the thousands of dollars a month.
The path you take is yours.
*Job Requirements*
We need someone with B2B experience to lead our sales
force. You will be responsible for the entire sales
and marketing process. The tech guys will say what
they can do where and your job will be to develop the
strategy and then pursue those clients. We can teach
a good B2B salesperson the tech they need to know far
easier than you'll teach us how to sell.
We believe that boots on the ground would be
necessary, so willingness to travel to the DeKalb,
Kane, Kendall, southwest DuPage and northwest Will
County areas as needed would be required.
-----
Mike Hammett
Intelligent Computing Solutions <http://www.ics-il.com/>
<https://www.facebook.com/ICSIL><https://plus.google.com/+IntelligentComputingSolutionsDeKalb><https://www.linkedin.com/company/intelligent-computing-solutions><https://twitter.com/ICSIL>
Midwest Internet Exchange <http://www.midwest-ix.com/>
<https://www.facebook.com/mdwestix><https://www.linkedin.com/company/midwest-internet-exchange><https://twitter.com/mdwestix>
The Brothers WISP <http://www.thebrotherswisp.com/>
<https://www.facebook.com/thebrotherswisp><https://www.youtube.com/channel/UCXSdfxQv7SpoRQYNyLwntZg>
