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Catapulting Commissions Sales Talk with Anthony Garcia


Jan 20, 2021

Welcome back to the Catapulting Commissions podcast with your host, Anthony Garcia. Today’s guest is going to dive into sales leadership that we often don’t spend too much on. Caitlin Doemner is the co-founder of SalesMAP.me where she turns recruiting into a revenue stream. Caitlin has managed sales teams for some of the biggest names in the industry and is a proven success. 

 

Caitlin built her foundational sales team through word of mouth at first, attending conferences, meetings, summits, and the like. Now, she’s transitioned the company to have the ability to flesh out her team through an online process. As she began the process of bringing in an internal sales team, a deciding pressure was time capacity. She reached a crossroad where there was too much to do for too few people--timewise. When hiring, she looked at hiring and recommends a COO or a salesperson--someone who can help maintain their pipeline. Think about what you LOVE to do, and allow yourself to commit to that and hire someone who can support you in other areas. Having a salesperson, even as an accountability buddy, has value and can make sure you have a steady cash flow. 

 

When looking at building connections for potential clients, Caitlin’s marketing strategy can be broken down into four steps.

 

In a four year process, the first year is all about organic, real conversations with real people. It’s effective and easy to meet and reach out, but it isn’t the end. 


The second year is all about content marketing. This is where you start posting articles, publishing in magazines, and creating content, all driving back to a real conversation with a real human being. 

 

Level three is collaboration. Get on podcasts, get on other’s content, invite others to be a part of yours. This will flesh out your audience and drive them back to a real conversation. 

 

Finally, in year four we focus on clicks. This is where you use automation. You’re building funnels and driving traffic. You get here when you’re confident in your lead production.

 

The point is, you can build a client base with one or two good salespeople. If they can stay busy, the cash flow will allow you to focus on operations to increase profitability. 

 

There are bigger things at play here: there are three steps of a sales process. 

 

First--Engage. This step is the hardest because you’re shooting arrows into the dark and you know have a starting point until you get information back. Here, you’re using the potential client’s language in your marketing, customer service, and training. 

 

Second is Education. This step is up to your brand. This is how you let your potential clients know what you’re about. It’s about giving context so they book a sales call. 

 

Third and finally is Enrollment. This is the moment of sale. This person has all the information they need, they have been properly engaged, and rapport has been built. Here you get to use all of your time conversing with them while they already know your pricing and the rest of the relevant things. It makes every conversation valuable. 

 

Recruiting can be a driver of revenue, not a cost. Caitlin’s company takes a launch-based approach where they plan a sequence of hiring in line with an already scheduled launch. This creates a moment for your marketing team to start raising awareness and boost numbers and interest. Many people build lists from emails. Start collecting phone numbers--emails aren’t being opened.  

 

A really good place to start looking when you’re recruiting for your internal sales team is your current following. If you’re big enough to have a list of numbers to call, you probably have someone interested enough and equipped with enough “heart” to be a successful addition to your brand. 

 

Caitlin’s company reverse engineers the hiring process. By co-creating a compensation model, you get the personal investment of the individual who is being hired. It also allows the hirer and hiree to become aligned on expectations and willpower--you can coach skill. 


Tune in to the end of the podcast to hear Caitlin Doemner’s top tips to generating more revenue fast!

 

LINKS

 

SalesMAP.me 

BookOfExperts.com