Introduction by Don McMahan FlyCloud Consulting Inc, (Outsourced VP of Sales) Branding is so important for the success of a company and a sales team, that I decided to add a second guest blog on branding before moving on to the other marketing blogs. My [...]
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So far Don McMahan has created 26 blog entries.
Introduction by Don McMahan-FlyCloud Consulting, (Outsourced VP of Sales) This week kicks off our four-part marketing series with an intro to branding blog by my longtime marketing partner and guru, Robert Friedman of FearLess Branding. Robert does more than just help you develop a winning and cool brand strategy, as I do [...]
The Toughest Labor Market In The US just got tougher in 2018 with a few major changes that impact how employers recruit, and even pay sales and other professional staff. The new law banning employers (or recruiters) from asking applicants about salary history is clearly aimed at the real wage gap between men and women…From [...]
For those who have worked for me over the years (a lot of salespeople) this will not be news. I am definitely “Old School” when it comes to some sales fundamentals. It’s like Madden football, you can’t escape the need for great blocking and tackling no matter how many trick plays you have in the [...]
New Tax Laws Takes Away Deduction for Entertainment.. Good friend and consulting CFO, Rolf Neuweiler of a2zCFO is our guest blogger this month with a great post on the new tax law and one of our favorite benefits of being an outside sales rep, Customer Entertainment. From Rolf's post we can say goodbye [...]
The current trend among technology companies (and others) is to assign accounts based on company size. While definition of size varies across the market, the three categories generally defined are: SMB (small, medium businesses) Mid-Market Enterprise Gartner defines SMBs by the number of employees and annual revenue they have. The attribute used most often is [...]
Most of my professional life has revolved around well-defined geographic territories, defined by state borders or sometimes down to the local zip code levels. When you are developing a sales strategy, why is this a good thing compared to other territory management strategies? Some benefits: Efficiencies of time/travel expenses Clear accountability Concentration of effort Long [...]
Since the beginning of time, man (or woman) have fought over boundaries defining, their farm, their country and yes, even their sales territory. Gangs kill over turf and so do nation states. Drug wars are all about territory with millions at stake, so we can see that territories defined has universal value. In this series [...]
Steve LePatner’s insights on employee turnover are spot on. The impact on the organization can be especially costly for sales organizations for several reasons: Loss of revenue is an immediate and certain issue when you lose salespeople Recruiting and hiring new sales talent often takes longer than other positions Disruption of customer relationships, often the [...]
A great post below from my fellow Sales Xceleration Advisor Bill Morrow. I’d like to add to his observations by reminding all salespeople that perhaps the dumbest questions are the ones you should have asked and did not. Did you ever leave a call and say jeez, “I wish I had asked him who else [...]