Seriously Don't Do That

You make a sale because someone has a need for the product/service you are offering. So, instead of relying on procurement, rely on the person that actually needs and will understand the value (not the price) of the solution you are offering. Start there! LinkedIn | WEBSITE

The statement ‘Don’t pay people for things you don’t want them to do’ might seem obvious, right? Think about this from the perspective of your compensation and bonus plans. We all know that they are absolutely critical for recruiting and maintaining good folks in an organization. However, the adage Compensation drives behavior is true. LinkedIn | WEBSITE

It is a common belief that RFP’s (Request for Proposal) are the way companies buy; and to close business, you need to participate. My answer: Maybe, but probably not! There are some organizations (primarily governmental entities) that handle purchases through RFP, but this is more of an exception than a norm. LinkedIn | WEBSITE

Partners are NOT the quickest way to grow your sales revenue Yeah, it’s hard not to think that recruiting partners is a hack for early stage or growing businesses.  But think about it, these “partners” are many times already selling something, maybe even something that competes with what you sell. LinkedIn | WEBSITE

Growing your company requires confidence, NOT ego. At some point, you have to get smart people who are good at what they do, get out of the way, and let them do it. Know your role, and let great people do great work! LinkedIn | WEBSITE

Being a product expert is NOT the job of your salespeople. Their job is to find out what challenge/need a customer is trying to meet and then work with a technical expert to match that with your product or service. In this podcast, we discuss the importance of having your salespeople actually sell! LinkedIn | WEBSITE

Hiring sales people from a big competitor is a HUGE mistake. Not only for your company, but also for the salesperson themself. The skill set that makes salespeople successful in large companies is the exact opposite from what makes a salesperson successful in small companies. LinkedIn | WEBSITE

If you still don’t understand your target market, you are NOT ready for salespeople. This may sound counter intuitive for sales, but this podcast will explain: LinkedIn | WEBSITE

 A company invests time and money in a customer, explaining a product or service. Then the price is exposed to the customer at the very end, only for the customer to say it’s way off their budget and walk away. Check out this week's podcast so you don’t make the same mistake. LinkedIn | WEBSITE

An overcomplicated sales process can lead to lost sales and significantly lower revenue. Simpler is Better! Find out how you can fix this problem in your company in this episode titled: “Don’t Overcomplicate Your Sales Process”. LinkedIn | WEBSITE

 “The customer is always right” is an abused and overused statement. Taking a severe loss to please a customer can be very hurtful for your company. Learn how to negotiate a “Win-Win” scenario on this episode of “Seriously, Don’t Do That”. LinkedIn | WEBSITE

Cold calling and emailing is an outdated and ineffective way to market your product/service. Learn how to better contact your perfect customer in today’s episode of “Seriously, Don’t Do That”. LinkedIn | WEBSITE

How do you find the "Perfect Customer"? In this Episode I highlight simple tips to help your company find and sell to your ideal customer base. LinkedIn | WEBSITE

The introduction podcast for our series “Seriously, Don’t Do That” is out now. In this short episode, I outline what “Seriously, Don’t Do That” is all about. Tune in next Tuesday where I will talk about the first DDT (Don’t Do That). LinkedIn | WEBSITE