James will be the first to tell you he’s either asleep or running full speed ahead as he lives his passion at the Texas-based programmatic platform that has transformed the way mobile, display, video, native and social advertising reaches its viewers.
In his more than 20 years as a leader in the sales industry, James has been a part of some incredibly successful companies, including eBay, ADP and CareerBuilder. In his spare time, he is an avid drummer who is active in the Arizona music scene and enjoys spending time with his family.
But regardless of what he’s doing, James is, more often than not, doing it at full speed.
Because if there is something experience has taught him it’s to embrace change. To not only catch the curveballs life throws at you, but to turn them around into something practical and applicable to any and every sale.
James will be the first to tell you that sales is not what it once was, while he makes a point to simultaneously integrate the best of beloved strategies of the past with his own insightful methods for the future.
Today and tomorrow are about both adapting to change and thinking with the buyer response modes (growth, trouble, even keel and overconfident) identified by what might be thought of today as old school sales strategies from Miller Heiman.
- It Is What You Know: Everyone is familiar with the inherent value in networking, but what you know can be equally as important to closing a sale. A successful sales team needs to first understand a company’s core mission and beliefs, but it can’t stop there. Sales representatives must also know the ins and outs of what they are trying to sell. If not, a challenge exists where a confused seller is trying to sell to a confused buyer and even though everybody wants to pretend they know what’s happening, they don’t. An educated seller is a prepared seller.
- Swipe Right for Success: Ultimately, sales is about people and people change their minds daily. Never before has information been as accessible as it is, but on the flip side of the coin people are busier than ever before. Because of that, the sales process has been highly compressed, prompting the need to differentiate your business and its products quickly. Despite the ability to easily swipe right, people are inherently distrustful about things they do not fully understand. That’s why it’s more necessary than ever before to focus on the sale after the sale. A first date is great, but is it a good match? The answer to that question can define the long-term success to a sale.
- Always Seek Candor: Being authentic and real with people will take you farther than you dreamed possible. Former chairman and chief executive officer of General Electric and esteemed American business executive Jack Welch, Jr. once said “the higher you get in an organization the more you get lied to.” Rising above that albeit honest truth can make or break your sales career. Developing a personal philosophy to speak to people in a candid and understandable way is one of the best fundamental first steps you can take on your journey to sales success.
- SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers by Jill Konrath
- Tongue Fu!: How to Deflect, Disarm, and Defuse Any Verbal Conflict by Sam Horn
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
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I’ve led two companies from $1 million to more than $10-million, and one from $1-million to bankruptcy. Today, I work with entrepreneurs who don’t realize they are the VP of Sales as well as individual salespeople to 10X their revenue using a proven, step-by-step, sales methodology.