Our founder started his professional career and was fortunate enough to experience the end of an era in sales where only a small group of people remained. He traveled from city-to-city, door-to-door, selling encyclopedias on a commission only sales plan. It was a moment in time where his aspirations to become a sales manager was stronger than the discomfort of making unsolicited sales calls.
After a year in the business he achieved his goal and for the next two years he trained and developed hundreds of field sales reps. Things were great! Until one day, he was told to bundle computers and educational software to the offer. He really didn’t know what that meant at the time. He was introduced to a lead generation process and began to execute a new sales strategy in the mid-Atlantic region. The market drastically changed with the increase in computer and internet usage. The encyclopedia business was quickly dying so he left in 1999.
Our founder landed his first job in commercial sales during the dot-com bubble and experienced what it was like to sell in a startup environment for multiple telecom companies. It wasn’t until the middle of the bust when he began to realize sales prospecting is a never-ending cycle. He experienced the hardships of three startup bankruptcies and each instance forced him to start over with a new company repeating the same process to find new business.
Even as he moved into consulting, and government sales nothing really changed about the prospecting cycle. Prospecting is an important part of the sales cycle. It requires a distinct skill needed to generate leads which is not the same as, say, closing a deal. Searching for the right people, at the right company, with the right title is complicated and hard.
Think about the emotional roller coaster of staying optimistic (up) and pushing through disappointment (Down). The less experienced the sales professional, the greater the chances of disappointment and even resentment becomes the norm. Struggling to get in front of decision makers to pitch your product puts sale professionals at risk of losing their job.
Incidr -/in●sidər/ wants to connect every sales professional from around the world to help them become more effective and productive. Our mission is to help sales professionals navigate organizations and land meetings with decision makers.