Outfield is a company built on two key values: relationships and sports. We are proud to announce a new campaign that encompasses our mission and brings an amusing twist to sales and the sports world through ‘League Leaders.’ Every two weeks, Outfield will highlight some of the top sales leaders around the country to give sales advice, insights, success stories, and sports predictions to our cherished audience. We look forward to building this campaign into something big. Just like this sports world, the sales industry needs MVPs to look up to. Let’s introduce our first League Leader!

Jordan Smith

Bio:

Company: Gow Media (ESPN Radio 97.5, SB Nation Radio, Sports Map 94.1, & Culture Map)

Occupation: Account Manager

Jordan has spent 3 years at Gow Media and led all company Account Executives in 2016 with the most new accounts! His job entails seeking and selling radio spots. Through cold calls and continuous networking, Jordan’s role is to sell a spot then run their marketing campaigns once they’re on the radio. He says: “It’s all about getting all their information out there.” When speaking about his own sales process, he described: “Once you get on the phone with the decision maker, visit and figure out what their needs are, and how to best help them, you’re past the hard part. Once the follow-up meeting is set, it typically means they’re interested in doing business.”

Q: What sports figure do you think best represents you as a salesman and why?

A: “I’m going to go with the JJ Watt comparison. He’s obviously a role model to a lot of people and when it comes down to it, he’s the perfect brand image for the Houston Texans. He is always doing good for in the community. He’s hardworking and outgoing. When you’re willing to interact with fans the way JJ does, it goes a long way- similar to interacting with people in the sales world. You must be willing to network and have a positive attitude towards everything. He also knows something about overcoming adversity.

JJ Watt serves as a perfect role model for sales leaders

You’re always going to have to overcome adversity in sales, you’re not always going to get the client, but you just have to keep on grinding. Prepare yourself to be as successful as possible knowing that there will be bumps in the road. Some people are even jealous of JJ, but he knows to work past it and continue to follow his path and work towards what he’s passionate about.”

Q: One piece of advice you would give to someone entering field sales:

A: “It’s definitely important to keep the client updated on how things are going. Just follow up on a weekly basis. One thing about Gow Media is that we are very quick with turnovers. If someone wants to change a commercial, we can get a new draft to them the next day. Occasionally, commercial messages become dull and you ALWAYS need to keep listeners interested. This is an industry that is constantly adjusting to the consumer. I’ve come to learn that it’s 80% listening and 20% sales.

Networking is also key. Even on the weekends when you’re not working, you have to get your name out there. If you’re going to a bar or a restaurant- hand your card out to managers. 24/7 you’re representing the Gow Media brand so it’s important to get out there and network. Make sure to go to events with entrepreneurs that are also looking to get their name out. At the end of the day, the more people your networking with and connecting with on LinkedIn leads to a higher percentage of business. You never know who you’re going to get introduced to.”

Q: How do you overcome rejection or failure?

A: “When a client says no, that inspires me even more to keep pushing. It’s almost even more motivating when someone says no because you know you still have to hit your goal. It hurts, but you can’t overthink it and have to keep on grinding. Sometimes, no is the best thing you can hear because there are instances where you will spend 2 months on a client and they may be pushing it back or be unresponsive. You can’t get hurt feelings in sales.”

Q: Best sales squad you’ve been a part of? What led to the group’s successes?

A: “This current one! We’re a small, niche community where you’re able to talk to the CEO. The sales manager is always there when we need help and is willing to go to meetings with us. You have to walk the walk and our sales boss does that and does whatever it takes to succeed. You’re on your own schedule and everyone has the same mindset to achieve their goals. Although we are tight, it is competitive which is motivating for all of us.”

NCAA Champion Prediction: “I’m a Syracuse guy so I wish I could go back and say we could have beaten Duke, but I’ll have to go with Villanova. They’re the best team out there and have the most experience.”

NBA MVP Prediction: “James Harden. It’s the beard’s year!”

“2 years of not winning MVP and he’s still coming back stronger.” -Jordan Smith comparing overcoming sales adversity and Harden’s perseverance.