Jerimiah Lancaster
@ProSalesCoach
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I will teach you the art of sales | Sales Training & Coaching for SMBs | 10+ years in sales consulting.
USA
Joined August 2023
Most events suck. Too many speakers, too much small talk, not enough time to actually connect with anyone. My bet is that you learn more about someone in three hours on a river than three days at a conference. So this year, I'm hosting six events built around that idea. Get
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The biggest mistake founders make when hiring their sales team: hiring for industry experience. Hiring for attributes like coach ability beats hiring for industry or experience every day.
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Matt is directionally correct. If you want to build a mass-market consumer product, you need a massive TAM. Not every big business is built by going broad. Some of the strongest business models come from high-concentration TAMs where you can penetrate deeply, own the category,
My TAM is anyone with a brokerage account that has at least one single stock in it. If your TAM doesn't have 25 million people or more in it, you are too niche.
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This is why you never reference previous contact attempts if they were unsuccessful
My favorite part of cold calling is when you connect with a prospect and they immediately hang up or say: “I’m not interested” Then you call them again a week later and they don’t even remember you.
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The best managers don’t evaluate their people. They develop them. Coaching cultures always outperform because feedback is continuous, growth is visible, and alignment is constant. Quarterly reviews? Dead. Weekly Coaching? Necessary to win.
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Retention starts with development. If people see a path to grow, they stay.
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The biggest mistake that most companies make when hiring sales professionals? They hire for the resume. Ex: I want to hire someone who worked at XYZ. Instead you need to hire for character. The top 3 qualities that determine if they will be successful are: -Growth mindset
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Mr. beast says he plans to make 100 sales reps log every single activity in Salesforce for a year - last one standing wins $1 million
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The best sales people in the world have one quality in common: Persistence
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Urgency and momentum help you win deals. Here is the timeline for a active deal in my pipeline: March 5 - Inbound - LI message from Champion March 7 - First call - Intro/Discovery with Champion March 7 - Follow up questions via email March 9 - Proposal Sent March 11 -
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A salesperson shouldn’t be one of your first 10 hires. You, as the founder, need to be the first salesperson.
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Great advice from Ken on how to secure meetings. Related: never send a calendly link if you are requesting the meeting.
Let's talk about the "cognitive burden of the meeting. You are in sales, and meetings are your currency. A short thread on how to be more successful in getting executives to commit to meeting you.
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Capped commissions are stupid. Align incentives correctly and watch the business grow.
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Little known fact: The best sellers, never sell. They help their customer buy.
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Are you an entrepreneur who doesn't like sales? Change your attitude or go get a job. As an entrepreneur 99% of your life will be spent selling yourself and your ideas. To your employees, partners, customers, vendors, etc. Embrace it and take ownership over improving.
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You only suck at sales because you keep telling yourself that you suck at sales. It is all in your head and attitude is 90% of the game.
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Pick up the phone! Email, slack, text messages can only do so much - especially when you need to make a sale or deliver bad news. So many people are afraid to have hard conversations voice-to-voice.
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Responding to communications quickly is a superpower. Responding slowly usually means you're not good at business or just too wealthy to respond.
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Too many business owners take sales calls personally. If they lose the sale they get grumpy, emotional, etc. It greatly hurts their ability to move with confidence on to the next opportunity. You will lose out on 60% of your leads. Sales is a numbers game. On to the next one!
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