Welcome back to our Team Highlight! This week, meet Randy from Integris’ Wichita office.
Could you describe your role/what you do?
My role is to bring in revenue to match or exceed pre-determined numbers to keep the company growing. I do this by having a strategic approach that aligns my time and resources to a set of defined targeted prospects.
Tasks include determining and discovering buyers at all levels, the decision makers, influencer, inhibitors, pain and area of improvements, things that may get in the way of a decision, articulating a meaningful value proposition, look for areas of separation between us and our competitors.
I research/read papers and articles from Bain and Company, McKinsey, PWC, Deloitte, and other to keep up with what is happening in the industries I am calling on. Based on those articles and the outcomes our clients have experienced as of the results of a partnership with Integris, I craft compelling value props for each industry and use for prospecting.
I keep up with my competitors in the market to keep up to date on their direction.
I spend most of my time prospecting. I send out informative creative emails which are industry specific to each vertical and follow up with phone calling. I am a member of several organizations for networking. Example would include the Wichita manufacturers association and the Rotary Club of Wichita.
I attending meetings with prospects to determine business need and the financial impact of not solving their problem. I bring other resources and people within the company to help add value to the sales process. Those may include technical help, vCIO’s and so on.
I craft our proposals and present those to my prospects and work toward handling objections to get to closure. Explain our service options and the business value of each.
I work with our technical team, to make sure there is a complete understanding of customer expectations, so that they are delivered and met by our onboarding team.
I follow up with each customer to make sure things are going accordingly, and I work with other members of the team if there are any issues with any clients.
What is the one thing that you wish other people knew about the work you do?
So often people in sales are regarded as the bottom of the totem pole, due to a small percentage of people in sales that should not. Good sales people are some of the most highly professional and respected employees in any company. Honest, hard working, self motivated.
Sales is the hardest job. It takes a steady mindset to mentally deal with all the up and downs of being in sales.
Outside of work, what do you enjoy doing? What are some of your hobbies?
I play the trumpet in many music groups in Wichita. The Shriners, the Senseney community band, the After SHOCKS pep band, the WSU Alumni pep band, Aerotones, and others. Music is good for the soul.
If you could have dinner with any famous person, alive or dead, who would it be and why?
Jesus… it starts with him. No explanation needed.
Elon Musk. I’d like to understand how his mind works.
Victor Davis Hanson. Famous war historian.
My ancestor that crossed the Delaware River with George Washington… what was that like?
Thomas Sowell. Famous economist.
If you could have a superpower, what would you want and why?
To have incredible levels of brain power, insight… it’s not really a superpower, but think of astrophysics that through mathematics can prove galaxies can pass through each other. I can’t even begin to wrap my brain around it. How do you even grasp that and then prove it through arithmetic?
For a true superpower… I believe there have been studies done which stated most people when asked this question, stated they would want to fly. I would probably be in that group. It’s for the same reason why people gaze out of airplane windows during flight. It’s not the speed, but the different and new perspective that is attained from above. That being said, being able to fly really fast would be pretty cool too.