Jay Mays’ Post

Constantly holding salespeople accountable is exhausting. You've got bigger fish to fry, but when targets are missed, you can't just sit back and hope. Accountability isn't about punishment though. It's about driving improvement and results. Want to build a sales culture that thrives? Here are your 5 strategies: 1️⃣ Create a sales playbook 2️⃣ Optimize your organizational structure 3️⃣ Run weekly 1:1s 4️⃣ Focus on the 3 KPIs that truly matter 5️⃣ Hire driven salespeople from the start Want to dive deeper? Click the link in the comments below to watch the full video featuring sales leader of the year, Zach B.. #salesleadership #B2Bsales #accountability #salesmanagertips

"When the only tool you have is a hammer, everything looks like a nail." 🔨 Unfortunately, this is how a lot of sales organizations run and it’s a mistake. Not every prospect is in the same spot. Treating them all the same way is costing you deals. Here are 3 “magic” questions that will help you determine buyer intent and tailor your sales approach accordingly. 1. What recently changed to make this a priority now? 2. What does success look like, and how will we measure it? 3. How did you come up with a budget? By asking these questions, you'll uncover crucial information about your prospect like: ✅ Are they ready to buy now, or just trying to educate themselves on your solution? ✅ Do they have a clear vision of success, or do you need to help them define it? ✅ Do they have investment dollars already budgeted, or do you need to help them build a business case? The answers to these questions will determine your sales strategy. Improve your win rate by understanding buyer intent and training your sales team on different sales approaches based on what your prospects actually need. Want to learn more about how your sales team can differentiate from the competition and win more deals? Check out another clip from this session in the comments below. 👇 #b2bsales #salestips #sales

I used to believe AI had no place in sales. I was wrong. Over the past 5 months I've been working with a couple of knockout AI strategists (looking at you Antonia Mays & Chuck Aikens) and am excited to share some insights at the Colorado Tech Sales Professionals Meetup next Tuesday the 23rd! Forget using ChatGPT to write prospecting emails. Instead, we'll focus on using AI to boost sales productivity. If you're a sales leader or a founder, this session is for you.  Join us and learn how to: ✅ Write proposals and sales playbooks 90% faster with Claude AI ✅ Ramp up new salespeople quicker with VectorShift AI ✅ Give sales managers more time back in their already hectic days Register for this free Sales + AI session using the link in the comments below. 👇 See you there. CC: Bob McNeil #salestips #founderlife #AI

I ❤️ a robot named Claude. This video will show you how to use Claude.AI to write sales processes and create a playbook 90% faster. Little disclaimer here: I’m not a tech expert. I’m a sales guy who found a free AI tool and want to share it with you because it will help you scale more efficiently.  My story is I love whiteboarding sales processes. I love teaching sales teams new skills. This stuff energizes me. I can do it all day long. However, when I needed to transfer these great ideas to paper -- Oh my God -- it was killing me.  Getting the documentation right took me hours, if not days. And I know a lot of founders and sales leaders who are building out their processes feel the exact same way. It's in their head, but how do you quickly get it on paper to delegate it? If you’re not a “writer” it can be really hard. This is what Claude.AI solves. ✅ Step 1: Record yourself explaining your sales process. Stream-of-consciousness is totally fine. ✅ Step 2: Upload the transcript (rambling and all) to Claude. The free version allows easy uploading of documents via the paperclip icon. ✅ Step 3: Ask Claude to summarize and format it professionally with subtitles, bullet points and key takeaways. You’ll get an output back in seconds. ✅ Step 4: Copy your new sales process from Claude.AI and paste into your playbook. If you're a founder or a sales leader who wants to scale and you still don't have your sales processes documented, this is the easiest, fastest, and cheapest way to get going. You can't afford to let documentation slow you down. Use AI to translate your knowledge into playbooks 90% faster. If you want to see the raw transcript, various prompts I used, as well as Claude's full output, click the link in the comments below 👇🤖❤️ #sales #salesplaybook #salesai #claudeai

One of the biggest sales frustrations I hear from CEOs is: “Most of the salespeople we hire don’t work out because they don’t live up to expectations.” Hiring high-performing salespeople is hard. You’re right. I get it. However, if your sales growth plan is dependent on hiring a bunch of A+ salespeople who can just “figure it out,” I highly recommend you rethink this strategy. The key to scaling your sales department is to nail your process first, then hire salespeople. How, then who. Here's some recommendations to implement before you hire another salesperson: ✅ Create a Sales Playbook: document your proven sales process + messaging in an easy-to-use playbook. ✅ Deliver Ongoing Training: you can't fully ramp-up a salesperson in a 2-day intensive. Effective adoption requires gradual implementation of small changes over time. ✅ Provide Shadowing Opportunities: Pair up new hires with top performers to have them ride-along during real sales calls. Nothing compares to seeing the right way to sell firsthand. ✅ Design a Safe Practice Space: When salespeople don't have a place to safely build confidence, they often end up testing things out on qualified prospects which leads to lost deals and disappointment. ✅ Assign a Dedicated Sales Manager: never make a new hire if you don’t have an org structure that includes a “manager” to give a salesperson feedback, coaching, and hold them accountable. If you want to learn more about how Pitch Lab Sales Consulting & Training implements these strategies for our clients, hit me in the comments and I’ll send you some examples/templates/best practices for free. (Because I like you and appreciate you reading this far down in the post 😃) #salestraining #b2bsales #saleshiring #saleshumor

As a recovering stand-up comedian, I’ve discovered fascinating parallels between comedy & sales that will help you differentiate from the competition, build stronger connections, and win more deals. BIG THANKS to Chuck Aikens for inviting me on his (not yet) award-winning podcast, Deciphering Digital. A Few Highlights >> ✅ Comedy Techniques for Sales Presentations: Why improvisation, managing stage fright, and using dramatic pauses can be surprisingly effective in your next pitch ✅ Embracing Imperfections: How imperfection differentiates you from the competition and builds stronger relationships ✅ Crafting Your Story: Why practice and refinement in storytelling is a lot like perfecting a comedy routine Check out the entire episode here: https://lnkd.in/gebKtjux #salestips #presentationskills #standupcomedy

If you’re a salesperson looking to elevate your sales skills or an entrepreneur who wants to transition away from “founder-based selling” and grow a dedicated sales team, this free session at Regis U is for you! Besides, waking up at 9am on a Saturday after daylight time change is a breeze 😁 Hope to see you there. CC: Dr. Ken Sagendorf & Pitch Lab