Category Archives: Sales / Traction

Ep. 108 – Examples of the Third P of Sales: Pay, Part 2

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FourPs-ImageHow do you determine fair compensation for a sales rep? It’s a meaningful question for any company looking to expand their sales, because ultimately those sales reps will determine how much revenue you can generate. Finding that right number is a balancing act of base salary, incentives, the sales cycle and many other factors. It can be tricky to get it right.

In this episode, host and business coach Tom Ryan considers one example for creating optimized pay in a sales organization. As always, Tom is joined by co-host Jason Pyles. To catch up on the “Four Ps of Sales,” check out: Overview; “Process” (Part 1, Part 2, and Part 3); and “Performance”; and “Pay” (Part 1) Continue reading →

Ep. 107 – The Third P of Sales: Pay, Part 1

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FourPs-Image“Sales is a secret startup weapon!” exclaims host and business coach Tom Ryan. In today’s episode, Tom explores the third major element of the “Four Ps” of sales: Pay. The first big sales question startups generally ask is: “How much should we pay for sales?” It’s a big decision, and one that deserves some careful thought, even for established companies.

In this episode, host and business coach Tom Ryan guides listeners through the fundamental concepts behind establishing the right compensation for their sales teams. As always, Tom is joined by co-host Jason Pyles. To catch up on the “Four Ps of Sales,” check out: Overview; “Process” (Part 1, Part 2, and Part 3); and “Performance.” Continue reading →

Ep. 106 – The Second P of Sales: Performance

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FourPs-ImageNow that we’re laid the groundwork for the “Four Ps of Sales” by thoroughly examining “Process,” it’s time to dive into the second P: “Performance.” Understanding the optimization of performance means having a firm grasp on your expenses, your gross revenues, and your overall revenue goals.

In this episode, host and business coach Tom Ryan guides listeners through the fundamentals of sales performance. As always, Tom is joined by co-host Jason Pyles. To catch up on the “Four Ps of Sales,” check out: Overview; “Process” (Part 1, Part 2, and Part 3). Continue reading →

Ep. 105 – Process: The First P of Sales, Part 3

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SIB-Blog-1In today’s episode, Tom wraps up the to simple questions that define the “Process” step of the “Four Ps of Sales.” Learn how sticky notes can help you determine the critical path for your sales sequence, and how to distinguish between a theoretical and realistic sales capacity.

As always, Tom is joined by co-host Jason Pyles. Click here to listen to part one, and here to listen to part two. Continue reading →

Ep. 104 – Process: The First P of Sales, Part 2

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FourPs-ImageIn part one of this multi-episode series about the Four Ps of Sales, host Tom Ryan gave us an overview of the first few elements of step one, the “Process.” In this episode, we pick up right where we left off, exploring the 10 easy questions that will help you optimize your sales process.

Learn about the importance of connecting with the buyer’s advisors, why your sales channel matters, and the fundamental requirements of making any sale. As always, Tom is joined by co-host Jason Pyles. Click here to listen to part one. Continue reading →

A Short Story About Startups and Sales

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IMG_2329Let me tell you a story. One of the companies I work with is a small tech startup. About year ago, it was in the same place that many small tech startups find themselves in. They had some early traction, and they were well positioned to be a high-growth company. And, like many early stage companies, they were completely intimidated by sales. Continue reading →

The Danger of Renting Your Sales Leadership

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SIBP-2If you haven’t invested in building a strong sales foundation, it’s tempting to skip over building it yourself and simply hire a proven sales manager and an experienced sales staff. If they do their jobs right, the thinking goes, the sales growth will take care of itself. With the right hires, it might even work out that way. Until they leave for another job, that is. Then you’re right back where you started. Continue reading →

The Benefits of a Strong Sales Foundation

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An overwhelming amount of attention in sales training goes towards teaching tips and tricks. Some of these tips are tricks can be good things to know, but ultimately they don’t add much to the value of the company. To see real results, you need more than tricks. You need to create a strong foundation for your company’s sales structure. Continue reading →

Ep. 081 – Process: The First P of Sales, Part 1

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SIB-Blog-1When it comes to professionalizing the sales side of your business, it helps to have a firm grasp on the underlying principles. Taking a cue from the well-known “Four Ps of Marketing,” business coach and podcast host Tom Ryan has decided to break down the core concepts of sales into his own “Four Ps.”

Tom explores the First P of Sales, which is Process. In order to help you think about your process, Tom provides 10 easy questions that will help you optimize your sales process. As always, Tom is joined by co-host Jason Pyles. Continue reading →

Ep. 080 – Jason’s Horror T-Shirt Sales Fiasco

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horror-movie-podcastWhen he’s not playing producer and co-host to this show, Jason Pyles has another life as the host of the popular Horror Movie Podcast. The HMP has an active community of listeners and fans, and Jason thought it might be a good time to try his hand at creating some merchandise to help financially support the show. Unfortunately, it didn’t turn out as well as he hoped.

What went wrong? What can be salvaged, and what can be improved next time? In this episode, the co-host becomes the student as Jason talks with host and business coach Tom Ryan about his troubled plan to sell a few T-shirts. Continue reading →