An honest approach to selling—long in play.
Building real relationships takes time. You can’t be friends with everyone, and not everyone wants to benefit from your products. And, that’s okay, because it doesn’t matter.
Tend the Field works because it forces you to first create a manageable list of opportunities. Then, through the use of genuine messaging, doors begin to open. Those who aren’t ready for you yet, are nurtured with information they’d benefit from even though they’re not working with you. Technology supports the entire effort, and you close sales in person and over the phone with the time is right.
It’s what the buyer wants, and it’s what you want. It’s deliberately persistent without being pushy. And, that’s what it works. Tend the Field is not right for everyone, or every business. But for the patient salesperson it will reward you with a larger, more genuine bounty of opportunities than you thought possible.
By Building Your Lead Pipeline—Research Tools
As a trained research historian, I use a host of research tools and methodologies to zero in on the right prospects for your business. Of course, I also leverage the unmatchable power of LinkedIn Sales Navigator, and a variety of AI software platforms to drum up contact information when I create custom-designed lead lists.
By Nurturing Your Leads—Content Curation
Premium access to research databases like LexisNexis, Gartner and Bloomberg help me help you generate meaningful content and insights for your lead nurturing campaigns.
I also use a variety of publicly available, but effort-intensive research methods using to gather and vet content. Each story, brief, or white paper is always read in its entirety personally by me to ensure its worthiness.
By Helping You Harvest Your Leads—The Lead Layup
In time, this combination of sales support effort from Tend the Field, and your own efforts in your territories and on the phone, produces results. You’ll get a report once if not more than once each day while engaged with me, as well as access to my efforts on your behalf using LinkedIn, Hubspot, and (sometimes) Salesforce CRM. Everything is transparent, and all of my efforts are tracked, so that when it’s time for me to serve a lead to you, you’ve seen everything that’s happened with them to that point.
“There are generally a handful of people that you meet in a lifetime where you think, “Man, I’m glad that I know this person.” Doc Kane is one of those people because he has the drive and ambition to succeed, but without having to step on people as he climbs the proverbial ladder.” He isn’t one of those people that you meet who asks for something from you, or is looking to enhance his position. To the contrary, Doc will smile, put a friendly hand out, and ask, “What do you need?” And you know that this gesture is honest and sincere. — Dave Hintz, Marketing Director, Envision Networks
“Doc has been a great addition to our team—handles all assignments short or long-term with the same professionalism. Whenever we need help, he is our first call.” — Phil Clement, Global Chief Marketing Officer, Johnson Controls
“Doc was a very enthusiastic part of our team at Yale Equipment & Services. As Rental Manager I received many lead opportunites from him. He was good to work with and made each sale a positive experience.” — Victor Rivera, Sales Representative, SunBelt Rentals
“Doc Kane was a hard working employee that developed excellent relationships with his cutomers at Yale Equipment & Services. Doc is a pleasure to work with and a trustworthy individual. Doc is also very professional, intelligent and creative, making him a major asset to a company in the marketing field.” — Chris Anglewicz, Operations Director, Yale Equipment & Services
“We’ve used Doc’s firm to edit and put shine on several 100+ page research reports that our analyst firm produced over the years. To our suprise, he provided not only writing and editing expertise but also industry and subject matter knowledge we didn’t even know he had.” — Alex Nozdrin, Founder, RevenueWell
“I hired Doc as a consultant to assist in providing copy for our website (hostmark.com). He did an excellent job of fulfilling my expectations and was great to work with.” — Brian Tkac, Senior Vice President of Revenue, Hostmark Corporation
“Doc is a multi-talented individual whose success begins with his natural and quick ability to create sincere relationships with people. Across any level of the organization, Doc connects with people to build rapport and gain understanding of their needs. his ability to foll0w-through further solidifies his initial relationship foundations.” — Mark Hofstetter, Logistics Manager, The Home Depot
Need a more complete solution?
Occasionally, I’ll work very closely with a company to create a more bespoke solution. In doing so, I effectively act as the Japan wing of your company—plugging into every aspect of your sales and marketing program. As you would imagine, it is time-intensive, and requires a significant financial investment. For some small companies, however, the flexibility to have someone doing all the sales enablement and content marketing is worth the investment. All you need to do is man the phones. Like content creation, this effort begins with an initial two month commitment that can be renewed for three, and then six months, max. After that, everything sales-enablement wise should be on auto-pilot. This system works best if you have at least a one month lead time to ramp up with my services. To learn more click below.
Since this is a more complex process, there is no initial “go-rate,” but there is a discovery call fee of $250 USD. You have me for as much time as you need on this call.