Flipping on the Switch for the Sales Machine
I finally have new products to sell. It's been a long time since I've been able to say that. After all, the last time I took delivery of a shipment of newly produced games was two years ago. A lot's happened since then, including a humbling education on what I did and didn't know about marketing, merchandising and various other skills essential to designing, producing, marketing and selling consumer goods. But nevertheless, four new games have been shepherded through specification, product development and production and have arrived today at our fulfillment warehouse for short term storage awaiting orders from consumers and retailers.
Our VP of Sales, Andy Moberg and I have often discussed the difficulty in switching into "sales mode" after you have been engrossed in another task, such as dealing with a production issue or even doing sales-related work like customer service or marketing. To be a successful salesman, you need to "have your game face on" as they say. If you're doing telemarketing, you need to have your script (whether written or memorized) prepared with flawless delivery. If you're making your pitch in person, then you also need to work on the physical aspects of your presentation (e.g. your powerpoint, written supplements, demos or other props.) But most importantly, it's imperative to have your "radar" fired up. You need to be able to read your prospect's responses, however overt or subtle, and make course corrections in your presentation to address his concerns and tickle his pleasure centers.
Being a salesman for nearly 15 years, the process of prospecting and pitching is something that feels as comfortably familiar as a pair of running shoes. It's what I naturally equate with "working" and it was a difficult feeling to overcome early in the history of On The Spot Games. As I planned the companies products and worked through administrative issues, there were countless non-sales milestones to be achieved and I often found myself feeling lost because I had nothing to sell.
But now that's all in the past. Eight long months of product development, tradeshow marketing, PR planning, production and fulfillment planning have resulted in 30,000 new games sitting in a warehouse ready to be sold. Time to fire up the radar and put on my game face. Maybe I'll watch Glen Gary Glen Ross...
Of course, the sales honeymoon will be a short one. After all, as The Big Picture Guy I can't afford to burrow in for too long. We've got a new product development cycle to start. A PR campaign to run. Order fulfillment to execute. And that's just to maintain organic growth. To spur on the growth that we're looking for over the next five years will take an even greater effort to attract talented team members and engage investors. While I will be putting on those comfortable running shoes, it won't be for a leisurely walk.
I finally have new products to sell. It's been a long time since I've been able to say that. After all, the last time I took delivery of a shipment of newly produced games was two years ago. A lot's happened since then, including a humbling education on what I did and didn't know about marketing, merchandising and various other skills essential to designing, producing, marketing and selling consumer goods. But nevertheless, four new games have been shepherded through specification, product development and production and have arrived today at our fulfillment warehouse for short term storage awaiting orders from consumers and retailers.
Our VP of Sales, Andy Moberg and I have often discussed the difficulty in switching into "sales mode" after you have been engrossed in another task, such as dealing with a production issue or even doing sales-related work like customer service or marketing. To be a successful salesman, you need to "have your game face on" as they say. If you're doing telemarketing, you need to have your script (whether written or memorized) prepared with flawless delivery. If you're making your pitch in person, then you also need to work on the physical aspects of your presentation (e.g. your powerpoint, written supplements, demos or other props.) But most importantly, it's imperative to have your "radar" fired up. You need to be able to read your prospect's responses, however overt or subtle, and make course corrections in your presentation to address his concerns and tickle his pleasure centers.
Being a salesman for nearly 15 years, the process of prospecting and pitching is something that feels as comfortably familiar as a pair of running shoes. It's what I naturally equate with "working" and it was a difficult feeling to overcome early in the history of On The Spot Games. As I planned the companies products and worked through administrative issues, there were countless non-sales milestones to be achieved and I often found myself feeling lost because I had nothing to sell.
But now that's all in the past. Eight long months of product development, tradeshow marketing, PR planning, production and fulfillment planning have resulted in 30,000 new games sitting in a warehouse ready to be sold. Time to fire up the radar and put on my game face. Maybe I'll watch Glen Gary Glen Ross...
Of course, the sales honeymoon will be a short one. After all, as The Big Picture Guy I can't afford to burrow in for too long. We've got a new product development cycle to start. A PR campaign to run. Order fulfillment to execute. And that's just to maintain organic growth. To spur on the growth that we're looking for over the next five years will take an even greater effort to attract talented team members and engage investors. While I will be putting on those comfortable running shoes, it won't be for a leisurely walk.
posted by Rob Mathewson @ 3:49 PM
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