What we tell owners before they pay us.
Short, opinionated pieces on hiring salespeople, paying them, running them and the cold call itself. Abe writes them from the calls he has every week. No gated PDFs.
Build the job before you hire your first salesperson.
Hire the person first and figure out the rest later, and the rest never gets built. Here’s what to put in place, in order, and what it costs.
Before you hire again, find out why the last one failed.
It usually wasn’t just the person. It was everything around them. Here’s how to tell which it was, and what to do next.
Five ways to get a rep selling. Here’s who does what.
A recruiter, an agency, a fractional VP of sales, a sales manager or us. Who employs the rep, who runs them, and what you keep.
Fix the system before you blame the person.
Three reps, nine months, zero closed deals. The owner wanted to clean house. The problem was never the reps.
A job description without a salary range is a waste of everyone’s time.
You’re not protecting your budget. You’re booking four interviews with people who want double what you can pay.
If your salespeople can’t see $250K, they’re already looking for another job.
Nobody chooses sales for stability. Design the comp plan around the upside, or watch your best rep leave for someone who did.
“People buy from people” is the dumbest sales advice I’ve ever heard.
Rapport gets you the meeting. Clarity about an expensive problem is what gets you paid.
A commission-only sales job isn’t a job. It’s a dare.
Every week someone posts “hiring 1099 reps, commission only, uncapped.” Here’s who applies, and who doesn’t.
The cold call script we give every rep we place.
Seven parts, under thirty seconds of talking, and one question that turns a pitch into a conversation.
Industry experience is the most overrated line on a sales résumé.
It takes six weeks to teach a good rep your industry. It takes forever to teach an industry veteran to pick up the phone.
Reading is free. So is the call.
30 minutes with Abe. Ask what these pieces didn’t cover. Leave with a plan, whether or not it’s with us.