Create a Framework For Sales Success, With AJ Bruno

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

• How to deliver great prospecting lines
• Is cold calling dead?

• 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