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Create a Framework For Sales Success, With AJ Bruno

AJ Bruno

[ LISTEN NOW ON ITUNES ]

 

Professional Sales Tips you'll learn today on The Sales Podcast...

  • Sales leaders and operations are afraid to take away anything from salespeople
  • They complicate their commission plans
  • Companies get new funding and start to change things up
  • "Million dollar home page"
    • Every pixel cost a dollar and he made $1,000,000 in a week in 2003
    • Then Calm.com
  • ControlTheBuzz.com
  • Then he started Trend Kite, a PR company
  • Was based in Austin, TX
  • Grew it to $30 million in 3.5 years and about 150 people
  • His sales reps always had questions about their comp plans
  • So he created the commission plan software he needed


Related episodes and posts


  • Sold Trend Kite to PR News Wire
  • About 500 customers now
  • HubSpot Ventures is an investor
  • 70 staff
  • Half in Austin, some in Philly, and remote
  • Lessons learned
    • Build for the end-user
    • Build for retention
  • End-user delight was something he thought about
  • He thought about the brand

 

Join The Club

Build for the end user. Build for retention."
  • There's a lot of noise in the world today
  • His job is to provide a path for his staff
  • His role is to provide security for his staff
  • Economics major
  • His uncle told him to get into sales
  • Kobayashi Maru
  • Crushed his first quota
  • Didn't sell anything the next three quarters
  • He learned to stick to the script and he grew
  • Create the sales methodology
  • Create the pattern match
  • His job is to provide a framework for success for his staff.

 

Ben Gay, III was Zig Ziglar’s boss and he was coached by Napoleon Hill.

Which CRM Is Right For You?

 

  • We're not lazy, we're just delaying adulthood
  • WOW and shoutouts: Wins of the Week

Sales Growth Tools Mentioned In The Sales Podcast

Order Wes's second book to think, market, and close like The Sales Whisperer.