Create a Framework For Sales Success, With AJ Bruno

June 21, 2022

AJ Bruno

  • 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

  • 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

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.

Ben Gay, III was Zig Ziglar’s boss and he was coached by Napoleon Hill.

  • We’re not lazy, we’re just delaying adulthood

  • WOW and shoutouts: Wins of the Week

Sales Growth Tools Mentioned In The Sales Podcast