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What if you could figure out how to save money on the things you need to do to sell every day? We all know that it is costing us more to buy the gas we need so we can meet with prospects for demos and sales conversations, and if you’re lucky, you may be reimbursed by your company. But if you’re like me, you’re on your own. WAY back in 2008 I had a similar experience, where gas got real expensive, but I had to drive to see prospects and clients. Not that long ago, we were able to deduct a lot of our no-reimburses expenses as a 1099 salesperson, including mileage. But many of those deductions have disappeared, making it more important than even for us to use our time and gas as efficiently as possible. Recently, I find myself revisiting some of tricks I used back then so I can keep more money in my pocket. We don’t want to be doing less work, or meeting with fewer clients or prospects, because this will lead to a significant reduction in your overall sales. Keep listening and I’ll share some of the most impactful ways I have found so you can control your expenses and keep more of your money in your pocket.

Whether you’ve been in sales for 3 months or 30 years, dealing with a price increase from our company is something we all go through. And 2022 is seeing price increases like never before! What do you do when your company announces a significant price increase? This happened to me this week, and I know it’s happening to a lot of you, because you tell me it is! If it hasn’t happened in your company yet, don’t worry. It’s coming.

You will definitely want to take notes today! So grab your pen, paper, and your favorite drink, I’ve got my coffee … and let’s dive in … because today I am going to share with you my 3 top strategies to get that level of clarity and get that breakthrough of what you need to do to exceed your revenue goal. This could be the most important episode I have ever done for you. It could be the thing that helps to lift you up to the next level in the next 1 to 3 months.

We are all living in a world where everyone is OVER the pandemic. You, your prospects, and your company. So if you haven’t already, you will soon see your company expecting more of you and requiring more of you, including raising their prices and possibly your quota. You may have already seen signs or heard rumors of this “gearing up” for more sales and profitability. And your prospects in a B2B world are feeling the same pressure within their own companies. To get moving on the things that may have been put on hold - things that will make their companies more noticeable and profitable. Knowing this, it’s a great time to be in sales!

For the past few weeks, we’ve been talking about the questions you most ask me. So let me share with you the biggest question I have each week as I create the podcast for you, what do I talk about? While I do teach specific sales tips and techniques about what is working for me now, I believe that learning how to sell is so much more than tips and techniques. Because you are using so much more when you meet with prospects than just tips and techniques.

This week we are going to talk about my favorite subject - cold calling. OK, so I know I’ve lost a few of you there. Cold calling and cold emailing go hand-in-hand. When you have a strategy in place to use them both together and alternate your touches between cold calls and emails - it works.

Today’s question for discussion: Is using my CRM really to help me, or does it just help my sales manager to keep track of me? Listen, and then let me know what you think!

This week I continue with the top questions I receive from you. Question #2: “What is your top sales tip?” My answer: There are so many “top tips”, but my top tip, right like it says on my website is, Plan Your Time Effectively. If you are not succeeding in reaching your sales targets every month, it’s likely that you have an alignment problem – managing your time and creating habits that actually align with what you want. The key is to create a strong system so that you will use the time you have to create better sales results. So this week we are talking about managing your time effectively and being aware of exactly how you are spending your time to make the biggest impact.

Be the CEO of your own million dollar business! When you are in sales, you ARE the CEO - even if you are working for someone else. Adopting this success mindset puts you in control of creating the business (and sales) that you desire.

Usually I would take this last episode of the year and reflect on the year, but this year … I don’t know about you, but I am just ready to move forward. So today, as promised, I will be focusing on and sharing with you the important sales skills necessary for success in 2022, including a downloadable self-assessment checklist for you to evaluate where you are and where you can improve that you can find it at www.salesmadesimplepodcast.com.

Here's something your company probably doesn't talk about a whole lot, but it's the main reason we work at our jobs - your total sales compensation plan. Do you understand your commission structure? How about how to maximize your pt/vacation hours, or even how to maximize your 401K plan? You won't want to miss this episode all about how to understand and maximize your total sales compensation package!