Seven Reasons Salespeople Have The Best Job On The Planet

I took my first sales job at the ripe age of thirteen. I had been working at the same car wash company since I was eight years old. I started mowing their yard, and then at age 12 they let me vacuum cars. Mowing yards and vacuuming cars is no joke in the 100-degree Texas heat. While working the vacuums, I noticed the guy who sold the washes to the customers got to stay in the shade all day. This was very appealing to me.

After paying closer attention, I also realized the salesman didn’t vacuum or wash cars. He literally had the easiest job on the lot. It was in that moment I knew I was going to be a salesman. A year later, I made it a reality. Funny thing is, I had to really sell myself as a 13-year old capable of communicating to adults. When I closed the boss on it, I proved I was worthy.

Since that moment, I’ve been 100 percent convinced salespeople have the best job on the planet. Nowhere else can you make your own rules, your own money and do your own thing. In sales, it happens every day. I’ve made a list of the top seven reasons working in sales is where it’s at.

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#1: We Make Our Own Rules

Name another job where you can come and go as you please. I’m pretty sure there’s no other position where the employee is above management’s rules either. If you’re a good salesman, you can tell the manager to kiss your ass and they just might have to do it.

When I worked at Texas Lending, casual Friday was the only day you could wear jeans. I wore jeans every day and even the CEO never said anything. Why? Because I made them $50-100 grand every month. Therefore, they let me make my own rules. It’s a pleasure only top dogs can experience.

#2: We Have No Income Ceiling

I don’t know about you, but I don’t want anyone telling me what I’m worth. I don’t allow another single person to place value on my worth. Instead, I’ll go out and prove my value to multiple people. I’m the type of person, who, if you put a limit on my income, I’ll put a limit on the production I give you.

Earning what you are worth is way more fun than settling for a salary. Let the salaries go to the people who are afraid to take risks and live by a budget. We salespeople can blow all our money on Friday and make it all back on Monday. Take that HR!

#3: Our Clients Love Us

One thing I love about sales is there are other departments that deal with complaints. The only time we hear from our clients is when they thank us and tell us how much they love what we sold them. We don’t have to do anything but solve problems and close.

When you’re a Grade A problem solver, your clients love you. Who doesn’t love someone who helped them fix an issue? If there’s a problem, they still don’t complain to us. They take it out on the operations and support staff.

#4: Our Employers Love Us

When you make the person or company you work for a lot of money, they love you. It’s simple math. You + Sales = Happy Employer. Yeah, the boss may have taken Dorothy from accounting to lunch that one time she uncovered a huge error that saved the company, but he’ll take someone in sales out often.

I’ve never seen a manager or CEO walk into a company and high five the operations department. I have seen them take shots at 10am with the sales team, though!

#5: We Travel Often

When you’ve got the killer instinct and the company knows it, they want you to be the face of the enterprise any chance you get. This means when they have meetings, events, conventions and the like, you’re the go-to person. If they know you can sell, they will send you to tell.

They can’t send Dorothy and Harold off to some convention as the face. They need a salesperson to do that. Nobody buys from the accounting department. So, Harold and Dorothy can just stay behind at the office, while we salesmen handle the big boy business.

#6: We Meet New People Constantly

If you’re in sales and you’re not a people person, you’re not really in sales. You have to know and like people in order to sell to them. By liking people, I mean the idea of bonding and solving another human’s problem. Every day, we are looking for new people to meet. From cold calls to networking events to inbound leads, we are constantly meeting and helping new, cool people.

A good salesman knows that when you meet people, you ask those new people to introduce you to more people…AND repeat. New people are key to growing a sales pipeline. Getting to learn more people’s stories is exciting to most of us. It’s a blast to help someone with a problem and then convert them from stranger to client.

#7: We Have Connections Everywhere

No one calls Harold in HR when they need a hook-up somewhere. They call the guys down in the sales department for that. All those new people I mentioned previously come with connections—who are eager to help a salesman.

Plus, everyone wants to know a salesman they can trust. They know trustworthy salespeople also have other trustworthy salespeople in their network. When I was a LO, people asked me to connect them with car people, clubs and pretty much anything. They knew I knew people, that the people I knew were good.

CMO Markethive Inc

Chris Corey

RYAN STEWMAN | 1.10.2016

 

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The importance of a mentor and where to find them can be one of the most important tasks a business professional can search for in their journey towards success.

I write about growth strategy, execution & financing

Opinions expressed by Forbes Contributors are their own.

Why Mentors Matter?

Mentors or business coaches are one of the most valuable resources an entrepreneur should tap into. The idea of launching a business should no longer be a scary or daunting experience, riddled with unknowns. It should be a collaborative experience accumulating the learnings of the hundreds of local entrepreneurs who have already built successful businesses, and can help you move faster and avoid known pitfalls based on their years of experience, as entrepreneurs themselves.

And, what is great about mentors or business coaches is that they come in all shapes and sizes that can handle the myriad of topics that you may be having a problem. So, search for the mentors who are expert on your specific business size, your specific industry, or your specific business problem (e.g., marketing issue vs. technology issue), on a case-by-case basis. Unlike finding a long term person for your formal board of directors or advisory board, as I have previously written about, mentors are more like “hired guns” on one-off topics that present themselves over time.

My Experience as a Mentor

Over my career, I have had the distinct pleasure of mentoring many startup entrepreneurs. Some of that has been via formal mentorship programs at startup accelerators like Techstars, Founder Institute or Goldman Sachs 10,000 Small Businesses.  And, some of it has been informal conversations along the way, while guest lecturing  university students or at entrepreneurial networking events.  To me, there is nothing more invigorating than being surrounded by a bunch of excited and motivated entrepreneurs, and trying to help them achieve their goals of building successful businesses. And, I am happy to contribute learnings from my career to help them get up the learning curve faster and for me to give back to the entrepreneurial ecosystem, of which I am a part.

A Mentorship Case Study

As an example, one of the startups I met needed help in structuring a strategic partnership with the leading media company in their industry to assist them with promotion and building up an audience. And, modestly, who better to help them than me, who structured a very similar media-related strategic partnership with National Geographic, while I was building explore in the travel space. Having the benefit of hindsight of cutting a strategic deal with a big media company, I have first-hand experience of what the pluses and minuses of that relationship were after the ink was signed, and it was too late to change anything in the agreement. So, hopefully, this startup can benefit from my experience, and can write a better agreement in their deal, than I did in mine.

CMO Chris Corey

Markethive Inc.

 

George Deeb ,

CONTRIBUTOR

 

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I’m not going to sugar coat it, sell you rainbows and unicorns or tell you that becoming an entrepreneur will make you instantly rich. And I’m definitely not going to tell you that it’s easy. Starting your own business is HARD. The biggest component to success is a high-risk tolerance.

I have repeatedly struggled to find my footing, pay bills and get everything set up before finally finding a workable formula.

The business itself is easy to create. I’ve written about how to quickly set up an online money-maker for yourself. I’ve even put together some ideas and specific examples for you to help you come up with an idea.

It’s the cultivation of the business that takes time and energy. No matter how great your idea is, it will not flower by itself. You have to nurture it.

And that’s the problem. Nurturing takes TIME. Lot’s and lot’s of time, attention, care and energy.

My goal is to help you harness the digital power to make yourself money with as little effort as possible. We all know the major themes: create products, share value with people, make income. But it’s not exactly a linear process, is it?

So how do you make a relatively smooth transition from corporate employee to automated/digitized entrepreneur without going destitute?

You have to start with the middle road: freelancing.

The bottom line is this – you need time to set up your business. Most corporate jobs have schedules that don’t really allow for the type of time you need to build content, products, relationships and skills.

What I did: In the transition period between quitting my job at Longhorn Steakhouse in Atlanta, making $2 an hour, to creating my digital empire out of my office in gorgeous Santa Monica, I worked as a contracted online freelancer. I got to create my own schedule, meet a bunch of interesting people, and do something that I loved (or at least liked a lot).

And the biggest perk of all? I could charge a LOT more money.

Most corporate jobs are salaried – so they’re going to max you out and overwork you for the same pay.

Hourly jobs can be low-paying by their very nature. The more money you make per hour, the less the company wants you to work. It’s a catch-22. But as a freelancer, none of this applies to you. You set your own schedule and you set your own rates.

Inevitably, this is where the objections start to crop up:

“I have no idea what I would do. I’m not good at coming up with ideas.”

“I don’t have any valuable skills. I just have my job-specific skills.”

“My market is already saturated. There are better people doing what I do.”

“Nobody will pay for what I know when they can just teach themselves.”

(These are exact copy and pastes from fans and readers who follow my work.)

What are your skills?

There are literally HUNDREDS of things you can do that are enjoyable and that other people will PAY you for. Start thinking about where you could mine your talent for freelance skill:

  • What do people consistently ask you for help or advice in?
  • Do you have any unique skills, talents, hobbies or abilities?
  • What areas of life have you excelled to an “advanced” or even “intermediate” level?
  • What skills ideas interest you enough to learn, and then teach to others?
  • Could you work independently doing what you do now at your current job?
  • Do you have any friends with talents that compliment yours? Maybe you could team up.

My Story

Best to learn by example, I think. Here’s how I did it.

When I first started freelancing, I was working at Longhorn Steakhouse (I’m basically a steak aficionado now). I was also working for Kaplan Test Prep.

My steak skills weren’t worth much. But my Kaplan skills were. I realized that people were paying $100+ per hour for me to tutor their student one-on-one. You won’t believe how much I was making…$18/hour!

And the worst part was…I THOUGHT THIS WAS A GOOD WAGE!!

Our perceptions are skewed because minimum wage is $7.25. So we think that anything significantly higher than that is good money. The reality is, $7.25 isn’t even livable. You probably need a minimum of $20/hour to make it out here.

But when I really sat down to think about it…I just got INFURIATED.

Here I was, doing all the teaching, grading, talking, communicating with parents, driving from school to school while Kaplan just sat back remotely and took 82% of my money.
BS!!

Since I as the one with the skill, I needed to be the one making the money. I knew I could make this work on my own and cut out the middle man.

So I bided my time. I looked around, I made some calls.

I found a partner who was also interested in getting a freelance education business going. He was the consulting side, I was the teaching side. Together we knocked down doors, created classes and started making money. A lot more of it.

First, I quit Kaplan. Didn’t want any conflict of interest. Then, as soon as the restaurant started to get in the way of my new endeavor, I quit that as well.

When I quit both jobs, I wasn’t making quite as much with the new business…but the projections were giving me a solid indication that things would pick up quickly. So I just took the leap.

Chris Corey

CMO Markethive Inc

 

By:Daniel DiPiazza

 

Want to Be More Influential? Improve Your Social Skills.

Improving your Social skills is no longer a choice! It is a must if you want to be in marketing. Dale Carnegie got it right when he said that to win more friends and influence more people you need to improve your interpersonal skills.  Twenty years of research on power and influence shows that people with superior social skills are substantially more influential than people with average social skills.  These findings make sense when you realize that influence is not something you have; it’s something other people give you.  In other words, you can’t be influential with people unless they allow you to be influential with them.  So influence is in large part a function of your relationship with other people, and the rule of thumb on influence is that you are likely to be more successful if the people you want to influence know you, like you, respect you, and trust you.

Being Known

It is significantly easier to influence people you know than people you don’t.  So go out of your way to make yourself known.  If you’re in an organization, this means increasing your visibility throughout the organization.  Introduce yourself to people.  As you get to know them, let them know who you are.  My research shows that people are who highly skilled at being friendly and sociable with strangers and building close relationships are more than twice as influential as people who are less skilled at sociability and relationship building.  People around the world instinctively understand this, which is why socializing is one of the most frequently used influence techniques globally.  If you aren’t naturally good at socializing, then this is a key skill to build.  Extraverts are often naturally good at socializing, but being an introvert is not necessarily a liability.  You may just have to try harder to do something that does not come naturally to you.

Being Liked

Sometimes, you know the person you want to influence but aren’t as influential as you’d like with him or her because of bad chemistry. Many years ago when I was younger and single a friend introduced me to a young woman, and she and I dated for a while.  She was a nice, attractive person, and we tried to be a couple but it just didn’t work.  Somehow, we got on each other’s nerves and whatever either of us said or did was somehow wrong.  There was no chemistry between us, and it wasn’t her fault or mine.  We just weren’t a good match for each other.  So it goes.  In my three decades in business I’ve had similar situations with some colleagues and clients.  Despite everyone’s good intentions, the plain fact is that there’s something about the other person each of you just doesn’t like.

I wrote in The Elements of Power(Amacom Books, 2011) that attraction can be a significant source of power, and it’s based partly on the psychological principle of liking.  We are more inclined to say yes to people we like than to people we don’t, which is why friends are more likely to do favors for each other than they are for people they don’t know.  So to be more influential, do what you can to be more likeable to the people you want to influence.  Of course, we each have whatever physical gifts (or challenges) we were born with, but you should do the best you can with what you have.  Good grooming, posture, dress, and manners go a long way toward making you more attractive to others.  In business, as well as many other walks of life, these things matter.  The same is true with interpersonal behaviors that people like:friendliness, generosity, warmth, caring, and acceptance.  When we act with these qualities, people are more inclined to like us.  Conversely, if we are pushy, arrogant, boastful, self-centered, rude, disrespectful, or otherwise annoying, people will be inclined to dislike us.  Personality is a key component of likeability.

Being Respected and Trusted

Trust and respect are largely about character, credibility, and confidence.  You build character through courage, integrity, reliability, and similar character traits; you build credibility through your knowledge, access to information, role, and reputation (of which work ethic, results, and contributions are a significant factor); and you build confidence by behaving self-confidently, achieving consistently superior results, making good decisions, and exercising sound judgment.  If you are a member of a business or professional organization, people will also trust and respect you more if you are actively involved, engaged, and comitted to the enterprise.  To become highly influential, it helps to be well-liked, well-regarded, and indispensable.

Fortunately, none of us is born with a fixed amount of power and influence.  No matter who you are, you can become more powerful and more influential, and one of the keys is improving your interpersonal and social skills.  For more tips on how to do this, see Elements of Influence:  The Art of Getting Others to Follow Your Lead(Amacom Books, 2011) or my earlier book, What People Want (Davies-Black, 2006).  Also see Dale Carnegie’s classic, How to Win Friends and Influence People, which he first published in 1936 but is still relevant today.

Chris Corey CMO Markethive

 

Parts of this article are excerpted from Terry R. Bacon, Elements of Influence:  The Art of Getting Others to Follow Your Lead (NY:  AMACOM Books, 2011).

Photo credits:  Friends in a bar: Sean Locke/istockphoto.com. Young businesswoman:  Maridav/istockphoto.com.  Business people looking at a chart:  Jacob Wackerhausen/istockphoto.com.

 

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Harnessing collective knowledge

Markethive’s social collaboration can bring collective knowledge to bear on a problem the company is trying to solve, or to satisfy customer needs. A multinational petrochemical company needed to be able to accurately answer very technical questions about how to set up production lines for a wide range of complex intermediary products that are crucial in the production of a particular end-user product.

The ability to answer those questions, therefore, is critical to the sale of thousands of tons of the product for one of Ferrazzi Greenlight’s clients. Multiply that need over literally thousands of products, and your enterprise faces a serious complexity challenge.

Our client chose one of the best ways to handle such complexity: By establishing internal wikis (purpose-built websites containing content that can be collaboratively edited and updated) that could be constantly updated by a small army of expert volunteers within the company who document everything required to support internal and customer questions about production.

While it takes time to establish a comprehensive set of wikis – and a culture of contributing to them – companies that succeed in doing so often see internal subject matter experts vying with each other to provide the best/most complete expert information.

This is competition focused on excellence in results – a win/ win if ever there was one.

Other companies use social collaboration very effectively to tap outside experts to deliver high-quality, just-in-time services. A great example is Specialists On Call (SOC), an agency with facilities in Virginia and California that contracts with 270 hospitals nationwide.

For example, when one of the participating hospitals has a patient arrive in emergency and the doctors determine he needs to see a cardiologist, the hospital contacts Specialists On Call, and an experienced cardiologist not only speaks with the patient through video-conferencing almost immediately, she’s able to do a “virtual examination” by directing the attending clinical staff or physician to perform a number of diagnostic procedures while the cardiologist observes.

SOC claims it can cost 40 percent less than the cost of locally based on-call specialists, increase caseload capacity, empower local specialists by relieving on-call burdens, and even result in lower malpractice premiums due to its round the-clock availability and adherence to best practice protocols.

Too often, social-media collaboration is implemented in its own silo without strong business process connections.

Here’s how to maximize the impact of social-media tools on business results:

•Identify the processes that will most benefit, and pilot social media integration with those teams. Lead with these process improvement examples when you release your social media tool more broadly; that’s the main driver for the investment.

• Resist implementing social media as a stand-alone tool. Integrating it with your tools for communication, collaboration, and/or process flow ensures discussions are relevant to and can positively impact process and/or project participants.

• Explore tools that make exchanges in social media, email and other collaboration tools searchable, and filter automatically based on context. Separating social chit-chat from exchanges relevant to the project at each meeting or milestone creates a cohesive collaboration record and brings participants up to speed quickly.

 

Chris Corey

CMO Markethive Inc

 

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ADDING VIDEO TO YOUR WEBSITE

 

BY    •   WORDPRESS TIPS

A lot of people ask us how they can add or upload videos to their WordPress site. It’s simpler than you think.

While WordPress does allow for the option to upload videos and other media, this can get messy and tricky as you deal with different browsers, operating systems and devices. Instead, we recommend that you embed videos from a different source — something like YouTube or Vimeo.

YouTube will allow you to reach a larger audience, while Vimeo will allow for more customization, and “white-labeling” if you upgrade to its Pro subscription.

Each service will allow you to Share or Embed, and will give you a URL or iFrame code to put directly into your editing window in WordPress. If you’re using an iFrame code, make sure you are on the Text/HTML tab of the editing window, not the Visual editor.

If you have Jetpack installed as a plugin, the process is even easier. You can simply add a shortcode in the Visual editor with the video URL. For example:

[youtube=http://www.youtube.com/watch?v=1234567-A]

view rawShortcode Youtube Embed hosted with  by GitHub

[youtube=http://www.youtube.com/watch?v=1234567-A&w=640&h=385]

view rawWith Width and Height hosted with  by GitHub

 

You can also customize the width and height using this method, by adding the query parameter for “w” ( width ) and “h” (height) &w= and &h= to the shortcode.

You can do the same with Vimeo and several other services. Want to see what’s supported?Click here to view the Jetpack Shortcode Embeds page.

Chris Corey

CMO Markethive Inc.

 

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5 Crucial Sales Process Steps Explained

A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business through to a close.

Sales Process Steps – What Are They?

Easily master your sales process using these 5 steps:

  1. Lead Generation (Outbound for Sales Reps)
  2. Qualify Leads (Budget, Capacity, Timing)
  3. Demonstrate Value (Translate into Prospect Needs, Wants, Desires)
  4. Guide Prospect Understanding (Manage Objections, Frame Thinking)
  5. Deliver and Support (Customer Satisfaction!)

Sales Process Steps – Explained

A standardized sales process steps outlines not only the main sales steps but also the tasks to be accomplished successfully at each stage – which are absolutely necessary for effective sales pipeline management. Leverage these steps in the sales process to increase win probability, influence customer deal size and speed pipeline velocity.

 

Chris Corey SEO Wildman

Created by: Pipelinersales Inc.

 

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