1. The how-to guide to
discovering your own path
and making your dreams a
reality.
Prepared For: Schey Sales Centre Candidates
Prepared By: Devin M.M. Albert
Tuesday, June 05, 2012
©DevinM.M.Albert

2. Table of Content
I. Intro ………………………………………………..…….……3
II. Talk to Everyone: Make it Known …………….………4
I. PSAB
II. Alumni
III. Professors
IV. Friends
V. Family
III. Live Online ……………………………………………..……5
I. LinkedIn
I. Status Change
II. Searching on LinkedIn
III. Groups
II. Google Searching
III. Utilization of Social Media
IV. Create a Great Cover Letter……………………….……6
V. Email Recruiters
I. Finding Them
II. Contacting them
VI. Apply EVERYWHERE ……………………….……………7
VII. Appendix A: Cover Letters……………..….…………8/9
VIII.Appendix B: The Email…………………………….……10

3. Intro: The Purpose
“This place called Tuskegee is where it all began-the place where I felt that
everything was available and possible. It’s where I learned about life and love and
the power of music, and the place I built a musical foundation that knows no
genres or boundaries”
-Lionel Richie
For those of you who may be reading this and wondering who Lionel
Richie is, he was the lead singer of The Commodores (who sing Brick House) and
the writer of many Mo-town classics such as “Easy.” His music has inspired
people world-wide and though I have never claimed him as a personal
inspiration, the above quote definitely hits home.
I found this quote while reading Austin Lifestyle Magazine on a plane
heading home from Texas. This past weekend I made the drive from OH to TX to
move my things into my new home and dream city-Austin TX. I decided I
wanted to move to Austin for several reasons; both personal and professional.
Professionally, I wanted to work in Hi-Tech software sales. Austin is the up-and-
coming Silicon Valley which I found extremely exciting. Personally, as the most
popular and fastest-growing city in the country, it seemed to be a perfect
transition for a recent grad. Beyond that was the music. As the live music capital
of the world, Austin has dubbed itself the place to be if you are into enjoying or
performing great tunes (which I definitely am).
Lionel claimed Tuskegee as his inspiration. Mine was Athens. It’s
where I met the best people I’ve ever known, where my dreams were born,
where my passions found a home. In TSSC we learn a lot about business,
professionalism and of course, sales. BUT we also surround ourselves with our
own dream catchers; people who help us nourish our dreams and keep away the
negativity that seems to hover over them at times. Mr. Hartung asked me to
create this document to share with you because he believed in my dream and
wants to inspire other candidates to “Run down their dreams” as he likes to say.
So…find what your dream is. Is it a location? An Industry? A
Company? A product? We’re different here in TSSC because we can afford to be
picky. TSSC affords us that right because it teaches us to be a champion and
desirable candidate. Don’t let people turn you away from your dream because
the job market is tough or you got a great offer (or any other reasons they come
up with). Do it your way. The title of this doc was inspired by another musical
legend-Frank Sinatra with his song “My Way.” 2 musical geniuses are mentioned
in this document because music was a large driving force for me to be where I
am…on this plane flying back to graduate from t he best damn university there
is, with a pen in my hand that says “Devin M.M. Albert-Oracle Corporation.”
Because yes, folks, I landed my dream job in my dream city and
I DID IT MY WAY!!
©DevinM.M.Albert

4. Talk to EVERYONE-Make it Known
PSAB
Our PSAB is made up of some of the most well-networked, coolest people
you will ever be lucky enough to meet. Email anyone you think may be able
to help you. Send your resume and outline exactly what you are looking for-
make it as easy as them on possible. If they are local, offer to buy them lunch
and pick their brain.
ALUMNI
Check the Alumni database and try to find contacts that have something in
common with your dream (I looked for people in Austin). Send them a similar
email as the one you sent to board members. Alumni are always excited to be
able to help out a fellow SSCC.
PROFESSORS
Reach out to the professors you have a good relationship and let them know
your goal. Dr. Moberg is a great resource and he CCd me on several emails he
sent to people introducing me and helping me try to find contacts in Austin.
ANY CONTACT HELPS!
FRIENDS/FAMILY
You never know how close a connection can be sometimes. A friend/family
member may have a friend or may have done business with someone who
can help you reach your goal. Literally tell everyone about your dream-they
may be able to help you! Send emails to family/friends who do business with
people that may know people who can help you. Also bring it up in any casual
conversation you can!
MY PERSONAL SUCCESS STORY:
I was a server/bartender at a restaurant off campus and talked to my
customers all the time about how I was trying to move to Austin. One of my
customers one day was Kenny Kerr (also a board member) and he gave me 4
different people to contact. Though I didn’t get my job through these people,
one of them offered their spare master suite in their condo for the first two
months of me living in Austin (or as long as I needed) and told me it’s free to
Bobcats. That’s right, he is sharing his gorgeous condo with me for free while
I get my feet on the ground. This all happened because I MADE IT KNOWN to
everyone that I wanted to move to Austin, and more people than you will
ever expect are super excited to help your dreams become a reality.
©DevinM.M.Albert

5. Live Online
LinkedIn
Status Change- Change your LinkedIn status to communicate your goal.
Mine was “Driven Sales Student currently seeking employment in Austin,
TX.”
Searching- Use the filters provided to narrow your search. Change the search
criteria to “Jobs” and be specific in what you type in the search bar. Also
look at various companies’ profiles and look for job postings on them.
Search for people in the job/industry/city you desire and connect with
them. Change the message sent with the invitation to explain why you are
connecting with them.
Join Groups- Join groups that correlate with your goal. Follow them
religiously and engage in conversation-you may meet someone or impress
someone in that group that will reach out to you.
Google Searching
Search 1million and 1 different ways on Google. I searched Austin Jobs, Jobs
in Austin, Sales Jobs in Austin, Entry-Level sales in Austin, etc. Bookmark
sites and utilize Google Alerts to email you when a topic of interest may arise
(be specific in Google Alerts so that you don’t get junk). Don’t be afraid of
criteria for the job. I applied several places that wanted 5+years of
experience. You have more knowledge than a lot of people with 5+ years of
experience-OWN your education and experience in TSSC!
Utilizing Social Media
Twitter- I followed Austin Jobs on Twitter. There are plenty of handles for just
about anything you would want-find a good person/company/group/etc.
to follow and make your life easier. You can also change your status on
twitter to something similar to your LinkedIn account. Also-follow several
people in the industry/company/city that you desire…you never know
what they might post! Also post regularly about your dream and ask for
people to help you reach it!
Google+- Put people in a circle under a title (dream catchers) and hit them up
on a regular basis. Send them things that may be valuable to them as well
(but you already know to do that  ).
There are so many uses of social media-use all avenues and use them
religiously!
MY PERSONAL SUCCESS STORY:
Simply because I changed my LinkedIn status, I had recruiters contacting me
about interviewing for their Austin Office. This stuff really works, folks!
©DevinM.M.Albert

6. Create a Great Cover Letter
There are several different opinions on what a great cover letter
means. If you search online you will find unlimited suggestions.
Career Services in Baker Center is also a great place for you to take a
cover letter and get feedback. Here’s what I included in all of my cover
letters
-How I found out about the opening
-What drew me to the company (3 hard-hitting characteristics)
-My Qualifications that fit with those characteristics
-Closing that encourages next steps
Again, these are just what I decided were important to create a
successful Cover Letter. Include whatever you feel is valuable. In
Appendix A you will find two examples of cover letters that I sent to
employers. One is from my search for a job in Austin and one was
prior to that-so you have some variety!
©DevinM.M.Albert

7. Emailing Recruiters
Finding Them
Recruiters are easier to find that one would think. Their job is to generate a
high volume of possible candidates for them to choose from-so many
make themselves visible.
I had the most success by searching for recruiters on LinkedIn. I used phrases
such as “recruiters is Austin, TX” or “Sales Recruiters in Austin.” Create a
phrase that targets your goal and search for recruiters that fit. Many will
have their email addresses on their LinkedIn. If they do not, play around
with possibilities. Most companies have addresses of
firs.last@company.com or f.last@company.com or flast@company.com.
There is no harm in sending an email to a non-existent account so if Sally
Smith is the recruiter, formulate an
Contacting Them
Create an email that is valuable and outlines your strengths (a shorter cover
letter that makes sense in email format). Attach your cover letter and
resume to the email with a catchy subject line (mine was “why you should
hire me”).
If their email address cannot be found, usually it’s not too difficult to
formulate. Most companies have addresses of firs.last@company.com or
f.last@company.com or flast@company.com. There is no harm in
sending an email to a non-existent account so if Sally Smith is the recruiter
for Bobcat, Inc., formulate a great email, attach your resume and cover
letter and send it to sally.smith@bobcat.com, s.smith@bobcat.com, and
ssmith@bobcat.com.
You can also look at the company website under “contact us” and see what
the @company is for them. It may say info@bobcat.com or
info@bobcatinc.com or another various address. This will give you the
correct address to send it to, all you have to do is figure out the correct
name combination. MailerDeamon will email you back with the incorrect
addresses. Use trial and error to find the right one!
MY PERSONAL SUCCESS STORY:
Some of the recruiters I emailed did not have their email publically displayed-
I used trial and error to find the right one!
©DevinM.M.Albert

8. Apply EVERYWHERE
Any company that looks appealing to you based off of your criteria,
apply to it. You can learn more about the company when you are
contacted by their recruiters. It may not be a company you have heard
of, but could be the diamond in the rough that you never knew
existed!
Not every correspondence has to be to get the job-yes you should be
“on” for every conversation you have. However, don’t forget that you
are looking for a company that fits YOU…not just a company that you
fit. Ask to speak to someone to learn more about the position or the
company-don’t be afraid to be honest and up-front.
Let the people you speak to at the companies know your goal as well.
For me, it was location-so I was very honest about wanting Austin.
Companies actually offered to create a position in Austin because that
was my #1 criteria. If you show that you are worth it, people will be
willing to work with you-you just have to have the confidence and
perseverance to make it happen!
©DevinM.M.Albert

9. Appendix A: Cover Letters
149 Mill St.
Athens,OH 45701
937.684.1270
Devin.albert@gmail.com
Tuesday, November 01, 2011
Jenna Grubbs
Palmer Holland
25000 Country Club Boulevard Suite 444
North Olmstead, OH 44070
Dear Jenna:
I am writing to express my interest in a career at Palmer Holland. I learned about Palmer
Holland through being the Vice Chair of The Ralph and Luci Schey Sales Centre at Ohio
University. The Sales Centre partners with companies such as Palmer Holland to recruit
students from Ohio University that are studying sales. I am currently a senior seeking full-
time employment upon graduation.
The first thing that I heard about Palmer Holland was that the culture remains unmatched by
any other company. From my understanding, your company is very focused on the health
and happiness of your employees which in turn leads to great overall performance. I
understand Palmer Holland to be a place where hard work is valued and life balance is
encouraged. This kind of culture is extremely attractive to me and I feel that I would thrive in
such an environment.
Through my past sales experience, I have been challenged with everything from multiple
transactional calls in one day to sales calls to begin a relationship with a sales cycle that will
last anywhere from eight months to two years. I have worked in multiple atmospheres and
found that I perform the best in an open environment where teamwork is not only
encouraged, but expected. I have learned the most from my peers and feel that working in
an open environment that encourages team selling is an asset to any sales team. A career at
Palmer Holland would be a good fit for me because it is a growing company, a great place to
start a career, and have a sales style of integrity and intellect. I believe that my experience
whether it be in the classroom, outside of the classroom, or in the office.
I look forward to meeting with you and the other employees at Palmer Holland. I believe that
our time together will give you a deeper look into me as a person as well as my qualifications.
Thank you very much for this opportunity and I look forward to meeting with you.
Sincerely,
Devin Albert
©DevinM.M.Albert

10. Appendix A: Cover Letters
149 Mill St.
Athens,OH 45701
937.684.1270
Devin.albert@gmail.com
February 13, 2012
Kinnser Software
2600 Via Fortuna Drive
Suite 300
Austin, TX 78746
To Whom It May Concern:
I am writing to express my interest in a career in sales at Kinnser Software. I discovered Kinnser
through LinkedIn during my search for companies seeking employees in Austin, TX. Given my
experience in Sales at a young age and desire to relocate to Austin I was excited to learn about the
opportunities at Kinnser. I am currently a senior at Ohio University studying Sales and Marketing. As
the Vice Chair of The Ralph and Luci Schey Sales Centre I have been educated inside and outside of
classroom on the most recent and innovative sales tactics and trained by (in person and/or using
materials of) renowned experts such as Jeffrey Gitomer, Kevin Davis, Art Sobczak and more.
After researching Kinnser I discovered that as an industry leader in innovative web-based software as
well as customer service, I knew I wanted to learn more. When I learned that Kinnser values diversity
and sense of humor, I felt encouraged to strive to be a part of a team with similar values similar to
mine. Though I have not been a full-time sales employee for three consecutive years, I have a
significant amount of experience in a sales role, as well as a fresh perspective and eagerness to learn.
Through my past sales experience, I have been challenged with everything to multiple transactional
calls in one day to sales calls to begin a relationship with a sales cycle that will last anywhere from
eight months to two years. I have worked in multiple atmospheres including an account
development role in an enterprise software company based in San Francisco. After interning for a
software company I knew it was the atmosphere I wanted to be a part of. I believe that a career at
Kinnser Software would be a wonderful fit for me to utilize my skills and grow as quickly and
successfully as the company.
I look forward to hearing from you soon and further explaining why I would be a good candidate for
the Account Development Representative role at Kinnser Software.
Sincerely,
Devin Albert
©DevinM.M.Albert

11. Appendix B: The Email
Hi Karen,
My name is Devin Albert and I am currently a senior at Ohio University studying Sales and
Marketing. I am the Vice Chair of a nationally recognized sales program here called The
Schey Sales Centre. Through this program, I have completed over 28 credit hours of formal
sales training, four internships, and networked with/been trained by sales experts such as
Jeffrey Gitomer and Art Sobczak.
My internships have consisted of everything from payroll to automotive electrical supplies to
enterprise software. I have been a part of sales cycles ranging from 2 hours to 2 years. As
young person fresh out of college, I have a fresh perspective and am malleable. In my
experience persuading companies to invest in our sales program, they were excited by the
thought of recruiting someone who had not yet formed any "bad habits," as they called
them. I can be molded and shaped into the salesperson that would be successful for YOUR
company in YOUR industry. Though I am still in college, I believe that I have very applicable
and valid experiences through my work in The Sales Centre and the four internships that I
have completed.
I have been searching for companies hiring in Austin, TX as I desire to relocate there upon
graduation (in June). I was thrilled when I saw this posting from Oracle on LinkedIn, as I
worked for an enterprise software company in Redwood Shores this past summer and was
surrounded by everything Oracle. I desire to return to the software sales environment as it is
fast-paced, intellectually challenging and excitingly competitive. I would love to learn more
about this opportunity and hope to be considered for this position. My qualifications can be
found in my resume, attached.
Thank you and I hope to hear from you soon.
Devin
©DevinM.M.Albert