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First, Find New People

Purpose

As a salesperson at DORIS, it's crucial to understand that inbound leads will not come automatically; proactive networking is essential to identify and connect with potential clients. Unlike traditional sales models where customers seek out services, you will need to actively engage in outreach efforts to establish relationships, educate prospects and generate a need for DORIS. This means leveraging personal connections, attending industry events, and utilizing social media platforms to promote DORIS and its offerings. By doing so, you can effectively create opportunities and drive sales growth for the company. This requires a great deal of hustle to be successful. Learn how below.

Responsible Party

Market Principle

Interdependencies

N/A

Networking Strategy for DORIS Sales

Target Audience Profile

We are looking for people with the below characteristics. Think about where these people are and go there!

  • Individuals with a growth mindset

  • Roles by Industry:


Municipalities

Utilities

Higher Ed

Religious Organizations

Transit

Mayor
City Manager

Deputy City Manager

City Planner

Economic Developer

C-Suite

VP Facilities & Real Estate

Capital Planning

President

Provost

VP/SVP Administrative Operations

Campus Planner

VP Capital Planning/Facilities

Board of Directors
C-Suite
Religioius Leader (Priest, Bishop, Pastorate Leader)

C-Suite

Capital Planning

Facilities

Federal Gov.

Private Corporate

Healthcare

State Gov.


RFP’s by NAICS codes

C-Suite

VP Real Estate & Facilities

VP Operations

Maybe HR

C-Suite

VP Operations

Maybe HR

IDOA

Secretaries

Directors

Capital Planning

  • Value data and information

  • Value engaging their people

  • Intends to act upon the results (not performative)

  • Can identify the value of their problem

  • Organization is:

    • Growing

    • Contracting

    • Return to office

    • Aligning leadership (under new leadership)

    • Capital planning

    • Strategic planning

Places to find new target audience members

  1. Newsletter Opens/Clicks

  • Look for anyone who has opened newsletters and Sam/Tooms have not already reached out to

  • Enter initials in reach out column

  • Transfer reach out to Black Box daily/weekly trackers

  • Networking Events:

  • Industry conferences and seminars

  • Professional association meetings

  • Business networking events

  • LinkedIn groups and events

  • Coworking spaces/Active business social spaces like coffee shops

  • Your Personal Network

  • Personal professional network

  • Family & Friends

  • Past colleagues

  • Past Classmates

  • Community Members you engage with

Remember: Success in this approach requires persistence, adaptability, and a genuine interest in helping others. Always prioritize building relationships over immediate sales.

Resources

Black Box

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