[Asterisk-biz] Good Salespeople

[Steve Totaro]

Also, do not underestimate SEO (Search Engine Optimization) especially
for a niche market like you mention.  Since you are focusing on radio,
be sure to optimize your site for keywords in the radio industry and
establish your knowledge of the industry in your content.  

It should be fairly easy to get high placement on Google since not many
others will have the same keywords.  It would be very difficult to get
high placement for the keywords "voip phone system" but "radio station
phone system" or "radio station IVR" will be much easier (or whatever
radio types would search for.)

People will often do their due diligence on the internet via google.
You will certainly get a few deals this way if it is done properly.

Combine good SEO with good content and educational material and you will
have a sales channel that will operate 24/7 and possibly even reduce the
sales cycle since education tends to make the cycle fairly long in this
business.  

Thanks,
Steve Totaro


> Thanks for your excellent post, Angus. I think it summons most of what
> there is to say on this subject.
> l.
> 
> 
> 
> On Mon, 21 Nov 2005 19:43:30 +0100, Angus Campbell
> <acampbell at aegismanagement.net> wrote:
> 
> > Tom
> > I understand your dilemma completely.  I operated a small call
center
> > for 20+ years in Manhattan and sold remote receptionist and telecom
> > services to the NY area medical community - another niche.  I had
one
> > strong salesperson for about 15 years and various others for shorter
> > periods from time to time.  She is still working for the parent
company
> > I sold the business to and might be available - with you permission
I
> > could send her your contact info.
> >
> > Generally here are my thoughts on the topic, most of which have been
> > corroborated by business colleagues with larger sales forces.
> >
> > I found that a combination of a base salary and draw against
commission
> > to be the best solution; it is attractive enough to get qualified
> > inquiries and still controls your exposure to non-income producing
> > costs.  Pure commission is ideal for the employer, but it's hard for
an
> > employee to ramp up to a survivable income in a reasonable time
without
> > a huge draw, and that makes the job less attractive to qualified
> > applicants.
> >
> > The base salary is justified as there is probably some non sales
related
> > customer service duties involved in the position, but it should not
be
> > enough to live on.- you  need to leave healthy incentive.  The draw
> > portion of the paycheck is essentially a loan from you against
future
> > sales commissions and, with the base, gives the sales person
something
> > to live on hitting the street running.  I worked it out that by eht
end
> > of six months, the saleseperson should be successfull enough that
thay
> > have either "paid back" the draw, or are tracking on a trend to do
so
> > shortly.  If not, then you know you have the wrong person and you
all
> > part ways.  In such a case, any outstanding draw is not a liability
to
> > the salesperson so that is your risk.
> >
> > Watch our for pepetual residuals.  I do not know of anyone outside
the
> > insurance industry that thinks they are good idea and I'm not sure
what
> > the insurance people are thinking. (OK, LD providers pay on-going
> > commissions).  Once a person builds a good book of business,
residuals
> > can supply an income stream that reduces their incentive to work
> > harder.  I found a good compromise to be a one-time annual
commission of
> > something like 25% of the original commission.  It is not a
recurring
> > expense to you and it's only payable if the client is still with
you, so
> > the salesperson has an incentive to keep in touch with the client
> > post-sale and ensure they are happy.
> >
> > A successful salesperson ion the NYC area is going to be able to
pull
> > down $65 - $85k or higher.  More in some niches but I think it's
about
> > right for us.
> >
> > As far as venues for trolling, an on-line venue such as Monster.com
has
> > sub-headings for sales and probably Sales- Telecom and is a well
> > traveled site.  For local ads, the NY times generates a lot of
volume
> > but with a  lot oft screening required - an IVR app. might help
there,
> > but many might think that too impersonal for this level of job and
might
> > be a turn-off for some.  I always liked the Village Voice, as it
pre-
> > screens for a generally hip and literate crowd.  Fuhgeddabout the
Post
> > and News.
> >
> > Hope this helps.  Let me know if anything else.  Not a bad web site,
by
> > the way.
> >
> >
> > Angus Campbell
> > *Aegis Reporting
> > * Aegis Management Associates, Inc.
> > New York, NY
> > 212-517-1100
> >
> >
> > Tom Hayden wrote:
> >
> >> Since this is the -biz list, I thought I'd pick the minds of other
> >> Asterisk-related business owners.
> >>
> >> Here's my dilemma. I've got some great asterisk based services that
my
> >> firm can offer (mostly IVR and whatnot), but I am having a hard
time
> >> finding clientele, as my target market is rather niche (right now -
> >> the commercial radio biz).  Unfortunately, my area of expertise is
> >> telecom, *not* sales or marketing.
> >>
> >> How do you find good marketing/sales people? Do you post ads or
find
> >> them through others? Are they primarily commission-based or do you
pay
> >> salary?  Is finding sales people for startups difficult?  Is it
> >> possible to outsource some of these functions?
> >>
> >> I'm curious to hear input from other business owners on this list,
> >>
> >> --
> >> Tom Hayden
> >> Astoria Telecom, LLC
> >> www.astoriatelecom.net
> >> irc: astoria