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
"Is cold calling dead?" is not the right question
Making outbound calls helps you understand the needs of your customers
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.
We're not lazy, we're just delaying adulthood
WOW and shoutouts: Wins of the Week
Sales Growth Tools Mentioned In The Sales Podcast
Visit Quota Path
Listen to the Value Props Podcast
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