Joshua Feinberg advises new IT Asset Disposition (ITAD) sales professionals to build expertise by researching the industry, understanding buyer personas, and leveraging marketing materials. He suggests using tools like Google and CoPilot to learn about ITAD and data centers.
Feinberg emphasizes the importance of optimizing LinkedIn profiles for credibility and sharing valuable content related to ITAD. He also recommends creating interview-based podcasts or content series to position oneself as a consultant and boost reputation.
Collaborating with internal experts and warm contacts can help new salespeople establish a foothold in the competitive ITAD market.
This video is excerpted from the podcast Ep. #65 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast.
Action Items
- Spend a couple of hours researching ITAD and its use in data centers.
- Gather customer persona information, case studies, and reviews from your marketing/sales team.
- Optimize your LinkedIn profile and start sharing relevant content.
- Discuss the idea of starting an interview-based podcast with your internal marketing/sales leader.
Outline
Prospecting and Building Connections in IT Asset Disposition
- Joshua Feinberg discusses the challenge of entering the IT Asset Disposition (ITAD) industry as a new sales professional, especially when competing against experienced peers.
- He emphasizes the importance of thinking of oneself as a tour guide or hotel concierge rather than an expert to build credibility.
- Joshua advises investing time learning about ITAD through articles, videos, podcasts, and on-demand content to build expertise.
- He suggests contacting marketing and sales leaders for buyer personas, customer insight research, surveys, case studies, testimonials, and reviews to understand client needs and challenges.
Leveraging Content and Social Media for Prospecting
- Joshua recommends sharing valuable resources on LinkedIn and optimizing the profile with a professional headshot, a value-focused headline and summary, and a minimum of 500 connections.
- He advises including recommendations from past co-workers or clients and pinning content that showcases social proof, such as guest blogging, podcast appearances, or conference photos.
- The goal is to be seen as a consultant or resource person rather than just a salesperson, even if initially sharing other people's resources.
- Joshua suggests talking to internal marketing or bosses about positioning the company and oneself as helpful advisors to key personas, such as CTOs, help desk personnel, CFOs, or facilities managers.
Building Reputation and Expertise through Content Creation
- Joshua proposes creating interview-based podcasts or content series that address the struggles of decommissioning high-value hardware and IT equipment.
- He suggests starting with warm relationships, such as internal subject matter experts, favorite clients, channel partners, or MSPs, and gradually expanding to other interviewees.
- Joshua highlights the Data Center Go-to-Market Podcast as an example of how this strategy can boost reputation in the ITAD space.
- He emphasizes the long-term benefits of these efforts, which can take a few weeks to a couple of months to see results but are crucial for building credibility and expertise.
Resources
Watch the full podcast Ep. #65 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast.
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