Sales management includes all the components of a great sales plan, strategy, tactics, sales process, sales compensation

Local SEO and Why It Should Matter to You-Part 4 of a 4 Part Marketing Series

Introduction by Don McMahan, Outsourced VP of Sales at FlyCloud Consulting, Inc.   This last blog in our four-part marketing series by good friend and SEO expert Jaco Grobbelaar, brings it all home, literally as he talks about the value of Local SEO. A lot of businesses I work with in the bay area are very [...]

Local SEO and Why It Should Matter to You-Part 4 of a 4 Part Marketing Series2018-06-19T11:09:19+00:00

5 Critical Local SEO Tasks to Do Right Now-Part 3 in Our 4 Part Marketing Series

Introduction by Don McMahan, Outsourced VP of Sales at FlyCloud Consulting, Inc.   The importance of SEO in any sales and marketing system cannot be overemphasized. How many companies suffer from just never being found? Great solutions and products are going nowhere if your prospects cannot find you. I have known Jaco and his BroadVision team [...]

5 Critical Local SEO Tasks to Do Right Now-Part 3 in Our 4 Part Marketing Series2018-05-22T06:01:48+00:00

Effective Branding Can Drive Your Sales Growth (Marketing Series-Part 1 of 4)

      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 [...]

Effective Branding Can Drive Your Sales Growth (Marketing Series-Part 1 of 4)2018-04-18T08:09:48+00:00

California Employers Face New Requirements in 2018

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 [...]

California Employers Face New Requirements in 20182018-04-12T07:22:57+00:00

A Card & A Pen-My Lifetime Franchise…

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 [...]

A Card & A Pen-My Lifetime Franchise…2018-04-11T07:22:04+00:00

New Tax Laws May Impact Corporate Travel & Expense Policies For Sales Reps

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 [...]

New Tax Laws May Impact Corporate Travel & Expense Policies For Sales Reps2018-04-11T07:22:04+00:00

Territories Assigned by Account Size (Part III of a IV-part series)

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 [...]

Territories Assigned by Account Size (Part III of a IV-part series)2017-11-02T04:51:36+00:00

Geographic vs Open Territories-(Part II of a IV Part Series)

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 [...]

Geographic vs Open Territories-(Part II of a IV Part Series)2018-04-11T07:22:04+00:00

Sales Territories-What Works Best? (Part 1 of a 4 part series…)

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 [...]

Sales Territories-What Works Best? (Part 1 of a 4 part series…)2018-04-11T07:22:04+00:00

Turnover Is a Costly Problem for Sales Managers

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 [...]

Turnover Is a Costly Problem for Sales Managers2018-04-11T07:22:04+00:00