Simplify and Magnify To Grow Your Sales, Brian Margolis

April 29, 2019

Do You Want To Do a Lot or Earn a Lot? 

Click here to download the episode. 

Sales Tips you’ll learn today on The Sales Podcast…

  • Is your goal to do a lot? Then this podcast is not for you.

  • If you want to earn a lot in sales, this is for you.

  • All of these offers and processes can and do work, but you can do too much and wear yourself down.

  • Get a lot more by focusing on a lot less

  • You can grind your way to a pretty good living with

    • Skills and talents

    • Work ethic

  • To go “next level” requires planning and thought

  • It’s “focus management”

  • You need strategy

  • His results are simple but getting to simplicity is not easy

  • “My guys know what the right things to do are, but they don’t do them consistently.” 

  • “No, your sales guys don’t know what to do.”

  • “What do you need to do to go to the next level?”

    • You hear mumbling.

    • What does it mean to “get in front of more of the right people”?

  • Brian reverse-engineers the goals (the mumblings are not things to do)

  • You need measurable tasks

  • When you don’t know what your salespeople are doing week-to-week, you’re in trouble

  • You need more metrics than meeting counts and results

  • Sales reps need pillars to manage

  • There is no shortage of great sales training out there

  • You can learn any skill

  • But how do you choose the right skill to learn?

  • What’s the ROI of learning a new skill?

  • He has been an entrepreneur for two decades and when he sold a business in 2013 he started helping others

  • He doesn’t produce a lot of inbound business

  • Most of his business comes from

    • Cold emailing campaigns (direct response copywriting) that leads to a phone call and a sale

    • He goes bottom up on purpose

    • He gets a sales rep results so management asks what he/she is doing and he is brought in

    • He goes all-in on helping his one-on-one clients succeed

  • His own pillar is working on his own product a few hours each week

  • You need clarity or you will become overwhelmed

  • He helps his clients strip away the busyness and keep things simple

  • If you had to spend two hours per week for a year working on just one skill per orders from your sales manager, what would you work on?

  • Slow down and ask better questions

  • Find successful salespeople who are stuck

  • 90% of the time they have no strategy. They just go-go-go.

  • What’s the opportunity cost of you saying yes to things that “probably won’t hurt my business”?

Links Mentioned In The Sales Podcast