Aug 29Do not give free consulting when interviewingA startup is hiring for VP of Sales. I reached out to strike up a conversation to see if there was a fit for me to help as a fractional VP/CRO/CMO. This was the reply: “Here is a follow-up exercise I would like for you to do as in next…Interview2 min readInterview2 min read
Aug 16How Do You Qualify a Prospect?Question: “I always hear this and feel I don’t know how to truly implement it. Can you give me some examples of how you are always qualifying? Like specific questions you ask or info you dig for? …Sales3 min readSales3 min read
Aug 16Is Now a Bad Time To Get Into Sales?Question: Is now a “bad time” for a “highly skilled laborer in Tech” who “made my career through relationships.. strategic problem solving.. and hard work.. a lot of hard work” “to get into sales?” Answer: There will always be a need and a spot for a good salesperson. Selling is…Sales3 min readSales3 min read
Aug 16Who Lies More: Buyers or Sellers?Bad answer from a bad salesman: “buyers r liars” Tough reply to a bad answer: That’s a cop-out. Buyers say salespeople are liars. We, as professionals, must meet our prospects where they are. We must adjust how we sell to match how the prospect buys. If you are getting the…Sales1 min readSales1 min read
Aug 10How to Do LinkedIn Messaging Mo Better!So I got this message today from a new connection on LinkedIn. We’ve been connected since July 26. He cold DM’d me on July 21 with a humble brag to preorder his book. **** Hi Wes, Thanks for accepting my invitation. I wanted to share a bit about what we…Social Media3 min readSocial Media3 min read
Aug 3“How do you handle accounts that don’t want to talk to you after the sale?”You can’t want it more than the custom does. But you really must start with the end in mind. Bring up these points before you close the sale. “You know, Mr. Prospect, sometimes I see our customers leave lots of money on the table. They do it by taking possession…Selling2 min readSelling2 min read
Aug 2“Do salespeople just accept sh*tty management?”My answer: If the money and perks are good, salespeople will accept shitty management for a while, but they do eventually leave bad managers. When money is the motivator, otherwise good people can turn into assholes and grind you down because they are being ground down. That’s why you should…Sales2 min readSales2 min read
Aug 2How to get mo’ better results when making outbound calls…Making outbound calls? Not getting great results? Here’s reason 37 your outbound calls are going over like a fart in church. Let me know if this sounds familiar… You dial and dial and dial… You finally get someone on the phone… They let your prattle off the opening of your…Prospects1 min readProspects1 min read
Jul 47 Steps To Hit Your Quota This QuarterShit happens. And by “shit,” I mean you get hit with some mystical, magical, bullshittery of a number handed down from the geniuses on high in the ivory tower with the big watches, the $3,000 office chairs, and the executive assistants. Now that we have that out of the way…Sales10 min readSales10 min read
Jul 18 Things Every Salesperson Should Do Before 8 A.M.Here’s the deal: you know most of what I’m about to tell you. Sure, there will be a nugget or two you didn’t know, and there might be a new angle or approach to some things you’re already doing that will get the creative juices going, but the answer lies…Goals9 min readGoals9 min read
