Tag Archives: sales

Alignment-Based Sales: Don’t Be A “One Way”

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Image source: https://www.flickr.com/photos/vshioshvili/

Image source: https://www.flickr.com/photos/vshioshvili/

Sales shouldn’t be a win-lose relationship. It you’re focusing on the knockout punch of closing the deal, like the “ABCs of Sales” approach, you’re creating a dynamic with those clients that’s really not sustainable. It’s an incredibly short-sighted way to do business, but it’s also surprisingly common.

I even have a term for people like this. I call them “one ways.” Why? It comes from one of the first dates I had with the woman who would later become my wife.

When we first started dating, I was a different guy. It was a lot younger back then, and I was both clueless and a little selfish. On one of our earliest dates, we were hanging out at my apartment watching a movie. We were a good ways into the film, and I realized I was getting a little hungry. Continue reading →

Alignment-Based Sales: Why The ABCs of Sales is Junk

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GGR-Image“The ABCs of Sales” is junk. I know I’m going to disappoint some of you by saying this, but it’s true. Let me tell you why.

I’ve worked on the sales side of the business world for a long time, and been on almost every rung of the sales ladder in the process. Along the way, I’ve seen what works and what doesn’t. When I hear people repeating the idea that the right approach to take in sales is to “Always Be Closing,” I cringe. That’s a terrible sales philosophy, particularly when it comes to building a sustainable business. Continue reading →

Ep. 141 – Sale Deconstructed: Initial Consultation Approach Part 1

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SIBP-Blog-NEW-4Meeting with prospective clients can be a time-intensive process. It can also be a frustrating one, particularly when those meetings don’t result in a sale. There are few things more disheartening than spending an hour talking over coffee with a potential client, only to have them give their business to someone else.

In this episode, host and business coach Tom Ryan discusses a seven-point plan to make that initial consultation both more efficient and more likely to result in a sale. As always, Tom is joined by co-host and producer Jason Pyles. 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 →