Archive for January 2017

Sell Like You Market & Market Like You Sell

While studying English at BYU, I got a unique chance to work with the test preparation department doing sales and marketing. It was there that I learned how exciting it can be to increase sales and help more people.   Back then I didn’t see a clear distinction between marketing and sales. One was always…

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STOP Asking Sales Reps to Work For Free

This is a post I originally wrote on LinkedIn where it has receiver over 1k views, 100 likes, and 16 shares. It really struck a nerve with my network (most of whom are professional salespeople by trade).  Hope you enjoy it! This is a bit of a rant, I admit. But if you’re a startup founder…

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How to Sell a Losing Product

You don’t sell the world’s best product or service. Well, maybe you do, but let’s pretend you don’t. Let’s say your product is lagging behind three others in your same market. So how are you going to sell anything? How can you possibly hope to position yourself against better products? At some point (IRL) you…

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How I Hired & Onboarded Sales Noobs Who Became Rockstars

When you run a cash-strapped startup, you’re always looking for a bargain. It gets risky when you hire talent based on how little money they need to be paid. But hiring inexperienced salespeople can pay off in the long run if you know how to develop your team members.   My business partner and I…

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The MacGyver Sales Rep Myth

I grew up in the 90’s and caught the tail end of the MacGyver show just as it was wrapping up its final season. In one episode I still remember, MacGyver made a functioning airplane from random parts in an old garage. I loved it. If you haven’t seen the show, Angus MacGyver was a…

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The 10-Point Sales Success Checklist

Every time I meet with a prospective client, I have the same questions. When we decide that the fit is right and we work together, I take those questions and dive deeper.   These ten points are the exact checklist that I go through to help my clients sell more. They’re somewhere to start from…

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What Does Your Ideal Client Look Like?

Tonight I got the chance to present to a group of ambitious young marketers at the Online Marketing Fresno Meetup. Below is a copy of the slides I used to present my message.   I spoke about how much good it can do your business to build an ideal client profile.   This is one…

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5 Common Startup Pitfalls & How to Avoid Them

I didn’t build Facebook. I didn’t sell my software startup to Salesforce. But I have worked with quite a few startups who have struggled to reach sustainability. I’ve seen a few of the same challenges over and over again, so I compiled them into this list. For each pitfall you’ll see a detailed description and…

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