Navigating the Sales Process for a New Business Development Hire at an Ad Network

The journey for a new Business Development (BD) or Sales hire at an ad network begins with understanding the company's current sales process and seeking out valuable advice. If you're the first BD/Sales individual at the company, it's crucial to engage with co-workers in similar roles and reach out to other sales/Biz Dev professionals at competing ad networks.

Understanding the Sales Process

It's vital for the new hire to gain insights into the established sales process within the company. This can be achieved through interviews with colleagues who are experienced in the field. This step is crucial because it helps in aligning with the company's culture, objectives, and existing sales strategies.

Adapting to Unique Sales Approaches

Each ad network must tailor their sales methods to effectively reach their target audience, which can vary widely depending on the industry focus. Potential avenues for acquiring leads include:

Marketing Efforts: Generating inbound leads through marketing campaigns is an effective method. This can encompass content marketing, social media engagement, and SEO strategies. Industry Conferences: Attending and participating in industry-related conferences can help in networking and finding potential leads. These events provide a platform for showcasing your Value Proposition (VP) and building relationships with potential clients. Outreach: Using cold emails and calls can be a direct way to reach out to potential clients. While it's preferred to get warm introductions, this method can be particularly useful when forging new connections. Client Referrals: Asking current clients for referrals is a tried and true method. Their endorsements can significantly enhance the credibility and trustworthiness of your services. Affiliate Programs: Engaging affiliates outside the company who are incentivized to introduce you to potential clients can broaden your reach.

Tools and Strategies for Sales Success

To streamline the sales process, having robust marketing materials and utilizing Customer Relationship Management (CRM) tools, such as Salesforce, is essential. These tools not only help in tracking progress with each account but also in managing and organizing leads efficiently.

As you engage in the initial stages, it's important to try out various approaches and document what works and what doesn't. Based on this feedback, you can refine your strategies and focus on the most effective methods.

Beating the Competition

A compelling Value Proposition (VP) is key to successfully finding clients. Whether you offer superior CPM rates, a better user experience, or another competitive edge, aligning your VP with the needs of your target market is crucial. If you don't have a clear and compelling VP, you will face significant challenges, making it a steep uphill battle.

In summary, navigating the sales process for a new BD/Sales hire at an ad network requires a combination of understanding the company's current processes, adapting to unique sales methodologies, utilizing the right tools, and presenting a robust and compelling Value Proposition. With this strategy in place, you can increase your chances of success in a competitive market.

Related Keywords

ad network sales business development marketing strategies