Monthly Archives: October 2014

Lessons from Sales Leaders: Connections that Hit the Right Notes

If you’re trying to break into the world of sales and marketing jobs, it would be wise to emulate the examples of some of the greatest sales people of all time. Let’s continue our series on some of the top gurus of the sales world, and see what we can learn from them.

Erica Feidner

Erica Feidner

Erica Feidner: The Piano Matchmaker

Erica Feidner has become known as “The Piano Matchmaker,” thanks to her novel approach at matching pianos to people and people to pianos. Her music career began at age 3 when she learned how to play the piano, and by the time she was 9 she was teaching at her parents’ renowned piano school. She continued her music career through college and earned a BFA at SUNY Purchase. Post-college she established a successful piano teaching practice in New York City.

In 1987 she injured her thumb in a skiing accident and, for the first time in her life, could not successfully play the piano. She had to completely reevaluate her career choices. In a bold move, she sold her teaching practice, sold her piano and stopped playing the piano entirely. Instead, she went on to earn an MBA in marketing and began working in sales for Steinway & Sons. She quickly became the top worldwide sales rep for Steinway for eight consecutive years, with a net sales worth over $4 million.

Her Sales Philosophy Which You Can Follow

Be an expert on your product. Sell with impeccable standards.

Erica had a lifetime of music experience, the education to back it up, the success of previous sales and 23 years in the piano selling business. But mostly her piano expertise was what attracted prospects and the trusting relationship that created loyalty.

Get to know your clients’ passions and personality in order to make the perfect match.

Whether or not her clients had musical experience, Erica found out what they desired in a piano. She could always make a connection by getting to know the person.

Make the sales opportunity an enjoyable learning experience for the customer.

Erica loved to teach people about pianos and music. She approached her work with genuine passion. She made client meetings unforgettable experiences, where the client felt like the piano he or she ended up buying was destined for them.

Lesson: Brand Yourself as an Expert

So as a new graduate and someone with not a lot of sales experience, the way to make yourself stand out and secure one of a company’s entry-level sales jobs, is to approach the product with a passion which clients will feel is genuine. Even if you don’t end up selling your dream product, you can still do your research. Build client trust on your expert knowledge base. Then find out what your clients are passionate about, and lead them to that perfect match.

Marketing Lessons from the Greatest Salespeople of All Time — David Ogilvy

On your way to finding a great entry-level marketing job, there are going to be a lot of lessons to learn. And one of the best ways to become great in your field is to learn from those who have been successful before you.

David Ogilvy

David Ogilvy

David Ogilvy is known as the “Father of Advertising” because of his revolutionary work in a time when the industry of print advertising was becoming huge in America and the UK.

He was born in England in 1911, attended Oxford University, but dropped out because of poor performance. Instead, he began his career in an entry-level marketing job in Scotland, selling AGA cooking stoves. He sold the stoves door-to-door and was so successful that his employer asked him to write an instruction manual on the sales process for other AGA stove salespeople.

The instruction manual attracted the attention of advertising managers and led him to jobs in the advertising industry in London. He also worked for Gallup Research Institute in New Jersey, where he developed his philosophy of meticulous research and detailed knowledge of the consumer.

His best and most famous work came out of his advertising campaigns of the 1950’s and ‘60’s where he did work for Schweppes, Rolls-Royce, Tourism of Puerto Rico, Dove and Shell.

Ogilvy sold products through ads. The materials he used to bring in customers were words and pictures. Some important things we can learn from his sales tactics:

  1. Professional discipline. He once said, “I prefer the discipline of knowledge over the anarchy of ignorance.”
  2. Know your audience. Information about the consumer is really important to help a creative person stick to reality and produce results.
  3. Only results matter. Marketing creatives like to come up with lots of big ideas, but in the end, the numbers are what really count.

Apply these few things from Ogilvy, and you’re on your way to making waves in your entry-level marketing job.

How New Grads Can Lean In, According to Sheryl Sandberg

jobs for college gradsLeaving college to start your career can be pretty scary. You want a job that’s both challenging and rewarding – something exciting that makes you want to go to work every day.

Sheryl Sandberg, the author of Lean In: Women, Work, and the Will to Lead and also Lean In for Graduates, offers several tips for young people entering the workplace for the first time. Her advice could help you overcome your fears and figure out what you really want from your career.

Take risks

Don’t be afraid to take risks and put yourself out there. If you’re currently seeking an entry-level sales job, try applying for jobs that are slightly above your qualifications. The worst thing that could happen is you don’t get the job. And the best thing? You could land a job that is challenging, which can be very rewarding if you really stretch yourself to learn as you go.

Try a different perspective

Can’t get past the interview stage? Try approaching the interview from a different perspective. Young job seekers often simply focus on what they will learn and gain from a new position. In your next interview, consider also sharing what you bring to the table and what you can do to benefit your employer. Look for ways to make a good impression, such as researching the company and being prepared with questions that show you’ve done your homework.

Be confident

Sometimes it may seem as though everyone out there has more experience than you. This can devastate your confidence – but only if you let it. Instead of focusing on what you lack, give attention to the qualities you do have. You may not be ready for a job as a sales executive, but if you’ve managed to get an interview for an entry-level position, the hiring manager saw something he or she liked.

Know what you want

As you begin your entry-level sales job search, you’ll receive tons of advice from family, teachers and friends. They mean well, but don’t let their advice sway you from what you think you want. If you’re certain you wouldn’t enjoy living in a big city, don’t let others convince you that if you find the right job the location won’t matter. Only you know what would make you happy or unhappy in the long run. So go for it!

4 Reasons to Work as an Outside Sales Representative

Outside salesThere are all kinds of jobs out there that offer opportunity. Some pay better than others, but may come with some pretty strict training and educational requirements. If it’s time to launch a real career that has the sky as the proverbial limit when it comes to financial compensation, it’s time to consider a position as an outside sales representative.

There are a number of reasons why Louisville sales positions or Dayton marketing careers can really pay off for those who want to be able to write their own tickets. If you’re self-motivated, love working with people and really enjoy promoting products that people can use and enjoy, a sales representative career in Cincinnati or anywhere is a great way to go. Here are just a few reasons why:

  • The freedom – Those who choose Louisville marketing careers and sales positions are not necessarily chained to a desk. There are, in fact, great jobs out there that cover territories and enable you to get out, explore and meet people. Plus, there’s the fact that it’s often feasible to set your own schedule, which means your priorities can be easily married with your sales obligations.
  • The fun – Selling products people enjoy and truly want is not like “working” in the usual sense. There is a great deal of satisfaction to be had from a job that enables you to put useful, enjoyable items into the hands of happy customers.
  • The personal development – Salespeople who want to learn and grow in the position will find the best employers offer lots of training. This is a great way to learn new skills and develop them to their highest potential.
  • The pay – While not all sales positions pay alike, the very best deliver a base, benefits and commission. It’s the latter than enables you to truly write your own ticket. The more you sell, the more you earn. Your paycheck isn’t dictated by a number offered during an interview; its bottom line hinges on your performance.

Working as an outside sales representative can open doors on a career that’s personally and financially rewarding. This field is ideal for anyone who likes working with people and wants to write their own ticket.