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If you don’t have one already, invest in a multifunctional/all-in-one home color printer. It would be a personal decision whether to go for an inkjet or laser model.

If you’re in B2B sales and you’re in the job market, you need a brag book. It is akin to your brochures, customer testimonials, sites and links you give to your prospects, etc. touting how beneficial the product/service is that you are selling. A brag book is your portfolio of documentations showing your current and past sales accomplishments and awards, thus exhibiting your stellar qualifications for the position. It should contain every type of sales win, accolade, and success you have achieved. You should keep adding to it throughout your career.

It is highly recommended to create both a digitized, and a physical brag book.

Step 1: Collect and organize your success. Get every type of verifiable documentation which heralds your sales accomplishments:

▪   Photos of your awards (especially President’s Club), plaques, or your office revenue board displaying how you’re blowing away the current monthly quota.

▪   Emails showing your departmental stack ranking, and contest victories.

▪   Outstanding stats exhibiting your business earned between net new and current accounts.

▪   Copies of praiseworthy letters or emails from clients.

These documents should be of the highest quality.

Step 2: Get creative.

Design a cover page. Be professionally creative. You might consider a picture of the Salesperson of the Month award you received which included your most profitable sale. Or it could be a simple Word document that says in a chosen font and size your name in the possessive, a chosen title for your brag book, and perhaps the years it spans.

Example: Ann Kelly’s Book of Sales Successes 2009—Present  

Finally, place the finished cover page on top of your stack of success documents.

Step 3: Create first a digitized, and then a physical brag book.

You will need a digitized version of your brag book in order to take advantage of the next piece of EagleSalesResumes.com advice, Applying for a Posted Job 2.0. Plus, many job sites offer you the opportunity to upload or attach additional documents (besides your cover letter). Use your digitized brag book!  

After scanning all your success documents, combine them into one PDF. For this you can use either of these free online PDF sites.

https://www.pdf2go.com/

https://www.ilovepdf.com/

These sites will also be important in compressing your brag book PDF to accommodate for the maximum size allowed for uploading or attaching on the application pages.

A physical, hard-copy version can be a folder or a simple 3-binder. Make sure your folder or binder is professionally pristine. It’s your personal marketing file; make it look good!

Applying for A Posted Job 2.0

Operation Big Dog: Conveying with senior management

Note
: “VP” will stand for any senior management officer who is the ultimate head of the sales department. This will include all C-level positions related to sales (e.g., Vice President, Chief Sales Officer, and Sales Director), and with smaller companies, a sales manager. 

The purpose of this campaign, with large companies in which the C-level sales officer has an Executive Assistant (“EA” from this point onward), is for the EA to know your name and that you applied for their available position fully confident, with documented proof, that you will be an invaluable asset to their department. They might even become a champion for your candidacy.

Why the EA?
1.      She/he is the executive’s gatekeeper, especially in mid-large size companies. If you’re applying to these businesses and want to convey to the top sales dog your candidacy, you’re rarely going to be able to get directly to him/her.

2.      She/he is the second most important, second highest-ranking employee in the sales organization, especially in terms of influence and top-down communications within the department. Thus, consider the executive assistant as another C-level individual you are relaying your applicant information to, and treat accordingly.

3.      The EA is a potential ally in your quest for employment. In the case of a smaller company in which the VP has no EA, the purpose is the same: for him/her to know your name and that you applied for their available position fully confident, with documented proof, that you will be an invaluable asset to their department. They also might even become a champion for your candidacy.



In the case of a smaller company in which the VP has no EA, the purpose is the same: for him/her to know your name and that you applied for their available position fully confident, with documented proof, that you will be an invaluable asset to their department. They also might even become a champion for your candidacy.

C-level sales officer and his/her executive assistant (EA)—with large companies, or just the VP in smaller companies who have no EA—to know your name and that you applied for their available position fully confident, with documented proof, that you will be an invaluable asset to their department. They might even become a champion for your candidacy.

The bottom line? You don’t want your online application to be “one and done,” and susceptible to the whim of software (the Automatic Tracking System, ATS, which scans, processes and often disqualifies applicants), or a recruiter/hiring manager.

Step 1: Create a file of the companies which have job postings you want to apply to. It could be either a Word or Excel document. Then for each company, get the contact information for the VP and their executive assistant, preferably their email and (direct) number/extension.

A.      Getting a Contact’s Email Address

There are several ways you can get the VP’s or their EA’s email address. It may be right on the company site on their About/Staff/Team/etc. page.  

Email address search sites like Hunter.io (https://hunter.io/) and Find That Email (https://findthat.email/) are extremely helpful. They will provide you with a person’s business email address. For example,

[email protected]

[email protected]

[email protected]

[email protected]

Another way is to check your targeted company site’s Privacy Policy, Compliance, Press, or Terms of Agreement pages. If there is a specific officer dedicated to, say, compliance, their email address may be listed in the Compliance text (e.g., Ann Jones, Compliance Officer, [email protected]). So if from your research you know the EA’s name is Mary Williams, her email address is probably [email protected]

Lastly, some company websites have contact forms for a specific employee or department. Use this form for now if you are unable to get a viable email for the EA or VP.

Step 2: Emailing the EA and VP.

After you successfully apply online for your new sales position, email the EA or VP.  Below are recommended messages.

A.      Emailing the EA.

[Email subject:] *** BREAKING SALES NEWS: New applicant will maximize your revenue.

[Contact’s name], Good day. I hope you and yours are safe and well.

I believe it is relevant to share with you that I have completed the online application for [Job name, ID #] which was posted on ____ [ex: Indeed, LinkedIn, Monster, etc. If you applied directly on the company site personalize this by saying “your company’s site.”]

I am extremely confident that, with my extensive sales proficiencies and successes, I will be a value-laden asset to your sales department!

For your convenience and review, my current resume and brag book are attached. [EA’s name],

I would greatly appreciate it if you would share this email with Mr./Ms. [VP’s last name]. Please let them know I look forward to meeting [him/her] during the interview process, and to further discuss my outstanding qualifications.

Thank you for your time, assistance, and kindness.  

Kind regards,
John Smith
j[email protected]
212-555-1234


B .      Emailing the VP (who has no EA)

[Email subject:] *** BREAKING SALES NEWS: New applicant will maximize your revenue.

[Contact’s name], Good day. I hope you and yours are safe and well.

I believe it is relevant to share with you that I have completed the online application for [Job name, ID #] which was posted on ____ [ex: Indeed, LinkedIn, Monster, etc. If you applied directly on the company site personalize this by saying “your company’s site.”]

I am extremely confident that, with my extensive sales proficiencies and successes, I will be a value-laden asset to your sales department!

For your convenience and review, my current resume and brag book are attached.

[Contact’s name], I hope to meet you during the interview process and further discuss my outstanding qualifications with you. Thank you for your time and consideration.  
 

Kind regards,
John Smith
[email protected]
212-555-1234


Step 3: Wait two business days for a reply from either the EA or VP.  

A.                If they reply

If they reply, either by email or phone, and depending on what they wrote/say, you could respond with a brief message like this.

[Contact's name], Thank you for your reply. I appreciate your time [and advice or suggestion if they gave it.]    

Kind regards,
John Smith
[email protected]
212-555-1234

B.             If they don’t reply

If by the end of the second business day you haven’t heard back from them, you want to make sure your email didn’t end up in their Spam folder. Resend the original email message with the attached resume and brag book with the following brief message to either the EA or VP.

[Email subject:] *** BREAKING SALES NEWS: New applicant will maximize your revenue.

[Contact's name], Good day. I have taken the liberty of resending this email to you just to ensure it didn’t go to your Spam folder. It’s important.


Thank you.
   

Kind regards,
John Smith

[email protected] 
212-555-1234



Step 4: Wait another two business days for a reply from either the EA or VP.  

If after the second round of two business days passes and you still get no response, call the contact.  

Before you call, jot down the days and dates you sent the emails.
You may need this specific info to prove to the office receptionist your call is serious business (which it is.)  You may also have to remind the contact in speaking with them. Note: Within this entire step, what you say on the phone is in italics below.  

A.    If you do not have the contact’s direct number and have to speak to the receptionist.  

“Good morning/afternoon. Please connect me with [EA’s name] in [VP’s name] office
or [VP’s name]. Thank you.” Then keep quiet.  

Don’t ask to be connected. Politely yet briefly, firmly, and confidently tell the receptionist to connect you. Also, ‘thank you’ is polite and infers they will respond to your request.  

If the receptionist persists in knowing your name:
 

“This is [your name] with [your current company name]. Please connect me with [EA’s name] in [VP’s name] office
or [VP’s name]. Thank you.”   If the receptionist persists in further (i.e., “What’s this regarding?”):  

“This is regarding the two emails concerning your sales revenue I sent to [EAs or VP’s name] on [name the two days & dates of your emails]. Thank you.”
 

Maintain your cool & confidence. Again: be polite, brief but firm. Reveal your reason for the call as needed. Do not make or turn this conversation with the receptionist into a power struggle or conflict.


B.    If you have the EA’s direct number.  

“Hi, [EA’s name]. This is [your name]. I had applied for your sales position [job title, ID #, and where it was posted] and emailed you about it.  
Pause, to see if she remembers your emails

If the EA 
re members and did receive your emails: Respond accordingly. You could ask “What did you think of my information?” (Yes, ask her for her opinion.)  

If the EA remembers, did receive it but has done nothing concrete like showing it to the VP or forwarding it to Human Resources: Ask“[EA’s name], what do you think we should do next?” (Yes, “we.”)  

If the EA doesn’t remember or says she didn’t get it: “No worries. May I send it again along with my brag book? I believe it is important for you and [VP’s name] to know of this application as I am fully confident that I am the right candidate for the position.”  

If the EA denies your request to resend without offering another option:
Ask “[EA’s name], what do you think we should do next?”  

If the EA recommends contacting HR, ask for a contact’s name. If a name is given: Thank her, hang up, and immediately call that person. Leave a voicemail if necessary.   “Hello [HR contact name]. My name is _______ . I just spoke with [EA’s name] from [VP’s office] and she referred me to you about my application for [job title/#, and where it was posted.]” 

If the EA recommends contacting HR, ask for a contact’s name. If a name is not given:
Thank her, hang up, and immediately call HR.   “Hello. My name is _______ . I just spoke with [EA’s name] from [VP’s office] and she referred me to your department about my application for [job title/#, and where it was posted.] Who can I speak with, please?” 

If you get the (same) receptionist, tell her you just spoke with [EA’s name] from [VP’s office] and the EA recommended you contact HR. Then ask to be connected to HR.  

C.    If you have the VP’s direct number.  

Same as above.    

Step 5:
Still no reply or receptionist hindrance.  

If you get no response from either the EA or VP, or you get stonewalled by the office receptionist, discontinue contacting. Let this application process on its own. Move on to your next applied company and repeat the steps above.  


Step 6: If you get a call or email from the recruiter or hiring manager.

If you get a call or email from the recruiter or hiring manager, don’t bring up your contacting the C-suite. Let them bring it up. Get the interview first! Yes, it’s important to keep the recruiter or hiring manager in the loop. You want, though, to keep your communication with the EA/VP—especially if you get a favorable reply—“in your back pocket.” You don’t want a territorial-minded hiring manager or an overworked recruiter to view what you’re doing as going over them. You’re just stacking the odds in your favor. Besides, the manager or recruiter may say they got a message from the C-suite advocating that they speak with you. If you’re ever asked why you contacted the EA/VPs, simply say that this is how you prospect on your sales job; you contact senior management.    

P.S. In addition to emailing the contacts (Step 2) consider faxing the Executive Assistant or the VP. Faxing isn't as popular as before, but companies still use faxes. Plus, so few applicants would think of doing it; make it your advantage! It's another of way to get your name and application in front of the Big Dogs, and it displays to them not only your confidence in your offering, but it also shows you are serious about your candidacy...because not many applicants would even think of, let alone do, this extra step.

Observe the masses and do the opposite. -- Walt Disney




 






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