Whether you're selling to large corporations or one-on-one direct to consumer, shortening sales cycles is something that benefits not only you but your client as well.  Find out how to shorten your sales cycle in the expert interview with Vincent Roazzi, nationally recognized sales trainer, coach and author of The Spirituality of Success: Getting Rich with Integrity. 

In this very casual coaching call, I discuss with Vinny how and why salespeople should want to shorten their sales cycles.  There are major gems in here, including  understanding why people buy, how to present what they want, how to eliminate objections upfront and how to set the stage so your client can say, "Yes, solve my freakin' problem already!!!!!" 

If you have any questions regarding how these can apply to your specific business, please comment on this post and I will relay them to Vinny.  

You're going to love this podcast I just recorded with Vincent Roazzi, the expert on sales compensation planning who has built billion dollar companies from flailing to public.  Find out the three essential components to consider in a sales compensation plan.  WARNING: Listening to this podcast may entice you to completely overhaul your sales compensation plan. 

Here are some rookie mistakes we uncovered during the call: 

ROOKIE MISTAKE #1: Thinking you need to keep salespeople "hungry" to get them to perform. 

On today’s edition of What’s Working Wednesday, where we talk about what’s working in this digital marketing adventure we’re taking, we’re sharing what we learned using Instagram ads.

So, maybe I was late to the party on Instagram ads, but let me tell you, they have been performing so much higher than our Facebook ads, I had to share it with you.

Previously whenever I had run an ad on Facebook I would uncheck the little box next to “Instagram feed” mainly because I’m not active on Instagram and I didn’t want another platform to babysit. But we were working on this recruiting job for an entry level inside sales rep outside of Philly for a very exciting tech startup. I thought this would be an easy job to recruit for, but not everyone, especially recent grads, understand what a massive opportunity it is to work for a startup and get rewarded with stock options. That’s for another day.

This one’s for the sales managers and CEO’s out there:

Hiring the right salespeople can be the biggest pain in the ass.

You spend the time and money to find them, salary and bonuses to woo them, invest in training and development to get them off to a good start, and then wait six months to see what happens.

These are the things I think about at 3am. 

Should you find work that has meaning? 
Or just bring meaning to the work you're doing? 

Is our purpose something predetermined that we "search" for?