Sales Director Central

16 Hard Truths About LinkedIn (I Wish I Was Told Sooner). Seriously, No.15 would’ve saved me a lot of frustration.  1.  Learn to repurpose content, and never run out of ideas.       2. Followers don’t pay bills. Clients do. Build accordingly.       3. Drop 2-3 comments on a post where your clients hang.       4. Don’t just describe the problem—offer instantly actionable takeaways.       5. Don't 𝘵𝘳𝘺 to be “Authentic”. It stinks. Use your honest voice: write like you speak.       6. Educational posts create interest. Storytelling closes deals.       7. 1 post = 1 idea = 1 big takeaway. Keep it clear + simple.       8. You’ll want to quit LinkedIn. When you do, it's a sign to keep going!       9.  Clear messaging on your profile beats clear content. (Because no one trusts a mystery.)      10. Your Featured section is prime real estate. Use it wisely.      11. DON'T Post'n'ghost! Post+nurture convos in comments.      12. Your headline isn’t for you. It’s for people who don’t know you 𝘺𝘦𝘵.      13. Every post needs a "what now?" (AKA a Q or a P.S.)      14. More likes ≠ more leads. 𝘋𝘰𝘯’𝘵 chase vanity metrics.      15. Impact > Income. Focus on the 1st, + the 2nd follows.      16. To earn engagement, give to get. Support others daily. _____ This is only a taste of the meat 'n' potatoes I share with my clients (these tips worth at least $650). Repost if you found it useful ♻️ Your network will thank you. P.S. Which one (1-16) hits home for you the most? P.P.S. Giving away more gold nuggets in comments📌

Why your Sales Planning isn’t going to fix your sales problem. And the surprising numbers that will. To be fair, sales planning *is* better than hope as a strategy. Too often though, sales planning boils down to - “We need more leads.” But here’s the funny thing: you don’t. Last week, I delivered a Sales Leadership Academy session on Sales Planning. The conversation was eye-opening. Here’s the big takeaway: The math might look familiar (insert your annual numbers): -   $5M sales needed -   That’s $1M p/rep -   At $50K p/deal, that’s 20 deals p/rep -   For a 3:1 qualified deal closerate: 60 qualified deals needed -   With a 5:1 lead-to-qualified-lead, that’s 300 leads p/rep - Or 1,500 total for the business.   Now what? Cue frantic marketing push: 1. Upgrade the website 2. Pour money into SEO 3. Create endless content 4. Go to every darn event 5. Spend, spend, spend! Please, Stop. This won’t work. But this will… ____   What You Really Want - More conversations with people actively buying solutions to problems you solve (increases your closerate). Now, let’s revisit the numbers: -   You need $5M in sales -   That’s $1M p/rep -   At $50K p/deal, that’s 20 deals p/rep -   For a 3:2 close rate, you need 30 qualified deals -   With a 2:1 lead-to-qualified-lead, that’s 60 leads p/rep. -   Total = 300 leads for the year.   ____ The Real Focus You already know your: 1. Ideal Customer Profile (ICP): industries and companies with problems you solve. 2. Target Persona: people in those companies motivated to fix those problems. So, here’s how marketing should look: -   Map ICP companies in each rep’s territory -   Identify the key people in those accounts -   Pull out proof-points and case studies to build trust -   Collaborate with Sales on key account plans -   And most importantly: Focus. Focus. Focus! ____ Why It Works When you create an account plan, you shift your perspective: -   You start thinking like your client -   You understand what truly matters to them -   You uncover how they measure success. Or, as said in Caddyshack - “Be the ball, Danny!” 🎯   How To Move The Needle This Week Pick 1 key account and create a plan for it. -   Get your team involved -   Dive deep into the client’s world -   Watch how it changes your approach.   Reminder: An account plan isn’t a one-and-done. It’s a living document. -   Use it. -   Review it. -   Refine it. -   Follow it.     P.S. Bonus - Share the plan with your client: “This is how we plan to help you this year. Does this align with your priorities? What can we adjust to maximise our value to you?”   P.P.S. What’s your approach to sales planning? I’d love to hear in the comments how you’re setting up for success this year! 👇  

Friday is list day... Here are the 7 most common sales leadership errors we see — and the 7 strategies we use instead.     Sales feels like a slog. Why? Because these mistakes are holding you back:   1. Selling is telling. You talk at people about your product. 2. You focus on your sales process. After all, you’re the one selling. 3. You pitch to anyone. You’re eager to show off your solution. 4. You rely on a standard demo. It’s efficient, right? 5. You use a proposal template. It saves time and effort. 6. You “hope” to hit targets. Modest growth feels acceptable. 7. You assume reps know what they’re doing. You hired specialists, didn’t you?   Revenue is hit and miss. Reps come, reps go.   You want revenue consistency. You want successful reps who stay the course.    What if you could have consistent revenue and successful, engaged reps? Do the 7 things we do below 👇   1.    Selling is listening. Understand your customers’ problems. 2.    Focus on their buying process. You are helping them to buy after all. 3.    Qualify everyone. Only pitch to those that are qualified in. 4.    Understand the customers' problems. Show how you solve their problems. 5.    Proposals are customer focused. It’s not about you; it's about solving their problems. 6.    Plan to exceed your target down to the rep/customer level. Monitor and move. 7.    Ensure the reps have a proven sales framework in place. Reps thrive with structure and support.   Which mistake do you want to explore? Drop a number (comment or DM), and I’ll break it down.  P.S. Definition – SALES PROCESS - Steps logged on the progress of a deal eg Lead --> SQL --> Proposal --> Shortlist --> Win. Focus more on the buyer. 📌 P.P.S. Definition – SALES METHODOLOGY - Approach on qualifying and winning deals eg BANT, TAS, MEDDIC, Challenger). Get one.📌   P.P.P.S Definition – SALES FRAMEWORK - A structure & system that guides (processes & templates) how the sales function in the business operates eg PAMICE (pamice.com). Get one.📌

When you’re a CEO, trust is the foundation of your relationships, with your team, your clients, and your stakeholders. But trust isn’t built overnight, and it certainly isn’t built by being who you think others want you to be. Authenticity is the key to earning and maintaining trust. When you lead with authenticity, you show up as your true self. You communicate openly, share your intentions clearly, and acknowledge your own vulnerabilities. By being honest about challenges and celebrating successes with genuine emotion, you create an environment where others feel safe to do the same. As your Empathetic Mentor, I will support you to show up authentically. This will help you build trust as you demonstrate integrity and consistency in your actions. When your team knows you’ll follow through on your word they will be more committed. If you’re ready to show up authentically, book in a session today – andrew@jetsons.com.au #empatheticmentor #ceojourney #trust #showup

Tech Founders, is lead gen an issue for you? When we engage with a new client, lead gen is always in the top 5 issues to be addressed. I’m planning on sharing some more information on this in a coming post but I’d like your input before I go any further. If you'd like to, answer this extra credit question in the comments - Can a sales rep ever have too many leads? Sell well #salesframework #pamice #founders

One of the top 5 questions I get from Tech Founders is “How do I get myself out of sales?”, which comes with negative feelings towards selling, and/or a genuine desire to grow the business without sales being dependent on you. You have probably tried to 1. Hire sales reps 2. Hire a full-time sales leader 3. Hire a sales consultant 4. Do some Sales Training 5. Spend money on marketing - Lead gen, Website, Brochures, Events How did that go for you? Still running sales? Ever thought about a fractional sales leader to bridge the gap between you owning sales and the expense of hiring a full-time sales leader? I explore this last question in this article. DM me if you want to discuss. #salesleadership #techfounders #salesframework #salesstructure #pamice https://lnkd.in/gjgpx_DP

In today’s episode of the DevReady Podcast, Anthony is joined by Paul Sargeant, the Co-Founder of Sales Director Central. Paul’s insights are truly invaluable for tech founders and businesses looking to scale their sales efforts.   In the episode, PaPaulul outlines the critical importance of aligning sales processes with the buyer’s journey. He emphasises focusing on value over features and setting up a robust sales framework to fuel sustainable growth. His 75-point sales blueprint helps companies refine and scale their sales operations for long-term success.   If you're in the early stages of your business or ready to scale, this episode is packed with actionable advice and proven strategies from a seasoned sales leader.   Find the full episode and links in the comments! 👇 #SalesLeadership #ScalingBusiness #TechSales #BusinessGrowth #DevReadyPodcast