The Sales Evangelist

 

On today’s episode of The Sales Evangelist, Donald is joined by founder and CEO of Whale Boss, Ryan Staley. As a sales consultant who helps sales executives double their income, he’s learned from and watched many different organizations, thus knowing how you can hire top sellers with little experience at your company. 

 

Why did Ryan start a consultancy firm?

  • Ryan noticed things he took for granted working at a large organization – things that small business owners, startups, and SaaS companies weren’t doing. To help those companies, he founded his consultancy firm.
  • Small businesses, startups, and SaaS companies do an amazing job building products or services, but they don’t talk to thier customers after they sell them the deal.
  • Maintaining a structured value process will exponentially increase referrals and revenue.

 

Ryan’s corporate job showed him the power of a good team:

  • Working over sixty hours a week got Ryan to a point where all his relationships started to melt down. The constant travel and excessive hours meant he didn’t have time for family, friends, or himself.
  • What did he do about it? He rebuilt himself and his mentality about work, and his job performance soared to new heights.
  • He was tasked to build a team to support his work. However, that meant he had to figure out what looked for in a new person. He determined three components he looked for in a new hire:

 

Ryan’s three components of a good first hire:

  • Did they have a hunger to be a top performer? What was the biggest takeaway from that job, and why did they leave? He would ask for people to articulate their contributions and results – if they couldn’t, their claims are BS
  • What do they do to develop outside of work? What’s the most important thing they spend time on outside of work? People might default to family, but finding people with a passion and interest and what lights them up shows how coachable they are.
  • Are they resilient? Ryan’s company makes million dollar deals – those deals take time and resiliency to get through.

 

Ryan’s final takeaway? Get to know your network. Not just with prospects, but with peers. If you understand your peers, you’ll learn more about the industry and find a world of new opportunities. To contact Ryan, message him on LinkedIn or reach out to him on his website, ryanstaley.io to connect, find resources, and listen to his podcast, Sales and Marketing Built Freedom.

 

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

 

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

 

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.donaldk4.sg-host.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: donaldk4.sg-host.com/survey.

 

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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