A phone book and a pat on the back.

Literally what happened my first day as a sales intern in college at a small AM radio station.

GM: Nice to meet you, welcome to the team, here is your desk…

most importantly the phone.

Me: Great! Who do I call?

GM: THUD!

The Phoenix White Pages lands on my desk!

ME: Uhhhhhhhhh

My first sales job. Smile and dial, selling vapor on a shitty AM station nobody listened to…

That was the extent of my orientation. It was up to me to figure out the rest.

No scripts, no value prop, no training, nothing!

What did I do?

I went to the traffic guy at the station, asked him who advertises on this station currently.

Boutique retail and golf courses.

If you have ever been to Phoenix / Scottsdale, know know there is no shortage of either.

So I built a 5 slide pitch deck, had a custom slide for golf course and one for retail.

Narrowed down my white pages to Golf Courses and Independent Retail.

Wrote a 20 second script to designed to get a face to face meeting.

I desperately wanted to get out of that office as much as possible!

Dials in the morning, meetings in the afternoon.

At the end of the semester, I was the #1 sales rep (I was actually an intern) at the station for their quarter!

I crushed a bunch of old guys who had been there for years.

Of course I was offered a job, which I turned down.

What did I learn?

Targeting and ICP matters!

It creates focus and confidence. Niched Expertise so to speak.