My spiff this month is to physically drop into cold prospects offices with cookies/candy/etc and source opportunity and pipeline - I have never done this - advice?

B2B, public company - I sell to small to medium business in professional services- mostly management consulting, advertising services, lawyers, accountants, etc. I will work with owners/ceos 75% of the time and occasionally an operations or finance leader.

Apparently this is a pretty common sales motion in the market of our product - we have a few folks from competitors and they say this is just part of the sale of our type of product. It’s a mix of SaaS, consulting, insurance/benefits, and compliance.

Rather than pointing out this it’s probably kinda dumb (believe me, feels like I’m selling girls scout cookies) - can anyone give some tips?

My entire background is in SaaS sales, from enterprise at name brand essential tech, “rocketship” through a few series startups, and I started with like conventional mid market b2b SaaS. My buddy who brought me into the role has made comparable money to SaaS, the best guys on my team make 500+, and I think our top 4-5 reps cleared 1m. Most people and myself are in the 200-250 total comp range of a relatively normal year. So it doesn’t feel like a weird JV sales job most of the time, but this in person “drop day” thing we’re doing is so foreign to me.

Usually we will do classic prospecting motions: call/linkedin/email/events/partners but for this spiff I got a bunch of company branded folders, white papers, and ordered those overpriced fancy cookies - and can’t figure out how to not make this awkward. I suck at it. There are now a handful of admins/front desk people/ office building security people feasting on cookies and no one important has gotten back to me.

I don’t think it’s a confidence thing? I’ve been in nba press boxes with prospects at huge companies, done board room presentations, and am also not afraid to cold call people.

Maybe I’m just not in the right mindset? Like I said I feel like I’m a door to door b2b guy, selling fuckin vacuums.

Anyone have a tip? Guidance? Sanity check?