AboutJack Brandt is a leading expert in channel development for organizations addressing the SMB. He has helped numerous organizations develop online sales channels for their Internet/cloud based services as an advisor and an individual contributor in domains, web hosting, cloud services, and local & hyperlocal search. He as worked directly with hosters, telcos, cablecos, YP’s and drectories, both on and offline to help achieve their goals. Jack Brandt is currently President of Mixed Media Ventures, LLC, and continues to help channel organizations better serve and market to their customers and clients.
Getting Juiced Up, and Get Selling
I am at HostingCon 2009 this week. There is a resounding theme. Sales! Yes Sales. Not only the the kind of sales you are thinking of. i.e. Sell more Web Hosting services, sell more Value Added Services, and make more money. No, no. Sales of a much more important kind. The type of sales that I have been preaching about for years as an attendee at shows like this as well as a speaker. To preface this, I have never spoken at HostingCon. However, the mantra I am hearing above the “cloud” buzz is Sales, and it is about time. So, what kind of sales a are we discussing? It’s simple really, and that is; helping your small business customers sell more of their services. I say it is about time. There are companies out there that I have known for years that have had this mantra. But this year, this time, it is coming across in droves from sources I have not heard it from in the past.View comments →
Everybody, and I mean everbody, sells something.
It is true. Everyone sells something. I don’t care if you are a landscaper, dentist, medical doctor, restaurant wait staff, etc. Your job is ultimately to make a happy customer out of someone and ensure that their money gets to your employer or bank.View comments →
Sales Commission: How to Develop an Effective Sales Compensation Plan
by Alan Rigg
The most common question I hear concerning sales compensation goes something like this: “What commission percentage should I pay for _____________?”
I’m sorry, but there is just isn’t a “standard” answer to this question! Why? Because there are a huge number of variables that impact commission percentage calculations. Here are just some of the variables:
- Products or services sold
- Target markets
- Target geographies
- Target contacts (C-level, department manager, purchasing, etc.)
- Sales environment (company office, home office, etc.)
- Sales approach (telephone, in-person, etc.)
- Company profitability
- Individual product or service profitability
Despite the fact that there is no simple answer to the “What commission percentage should I pay?” question, determining the right commission percentage is not rocket science, either. There ARE specific questions you can answer that will lead you to the right commission percentage(s) for your company.View comments →
Retail Sales People, Please Learn Sales 101!
So I was shopping this weekend with my fiancee. Not surprising news. However, I have to rant about retail sales people… This is one of my pet peeves. Let me take a step back though, and say that we all know the economy is in the toilet, right? That retail sales are down, right? Right.View comments →
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