I've been involved with HubSpot and therefore with Dan Tyre since the beginning;

• Employee #6 at HubSpot!
• First salesperson, first Sales Director, first Partner Program Leader!
• Author, Sales Guru, Storyteller, Evangelist and just a genius at all things Sales & Marketing.
• ...and a close friend who has helped me guide 131 of my own alums to work at HubSpot.

In my always-oversubscribed Science of Sales course, we use Dan's Inbound Sales book as a guide, and I ask Dan, who now lives in Phoenix, to speak online about his guiding principles of success.  Since I know that Dan loves to travel in his worldwide pursuit of entrepreneurship and all things Sales, I asked if he could "just stop by" for an in-person visit this semester. 

Yesterday Dan arrived in class having just spent time this month in Antarctica, back to his home in Phoenix, yesterday in Boston and now on his way to speak in London and a long list of European countries. After an extraordinary career at HubSpot, where he led sales from zero into a multi-billion dollar unicorn, Dan is now channeling his extraordinary entrepreneurial energy and skills into Tyre's Angels and his mission of "Doing the Most Good for the Universe" ! 

For this very important last day of the first sales month as we take a look at our own scoreboards against our own quota, a few of Dan's "Tyre's Rules for Sales Success" are worth writing out and sticking on our office walls:

1. Treat people like human beings!   
2. Diagnose what someone needs and offer to help!
3. Modern Sales is a combination of math, science, psychology, process & execution.
4. Start with your goals & work backwards.

In a couple of weeks from now, James Stone, an alum from this class and now head of midmarket sales at HubSpot and a disciple of mine and Dan's, will lecture the details behind Tyre Rule #4 which in essence states:

• Start at your end point sales metrics for the year in revenue and other topline goals you have.
• Break those down into the number of deals you need to close and a few other KPIs.
• Map out in detail (days not weeks) the length of your pipeline to move from a lead to a close
• Understand that your Discovery step is the #1 most important step in your sales process.
• Measure and analyze everything all the time from step to step.
• Always focus on the value you bring to your persona, not on selling your products!   

An extraordinary afternoon for my 37 new sales recruits as they develop their own detailed sales plans, playbooks, hiring and training profiles, and sales processes for our six sales projects for this semester which 11 weeks from now will be graded by the CEOs and VPs of Sales who signed up for this course!

Have a great day selling today and make sure you take a bit of time this weekend to go online, learn more about Dan, buy his book or listen to his podcasts and educate yourself in the science of modern sales, which is nothing like "the old days of 2020"!  

Working on your 2025 Sales plans!

For a few ideas on how to customize your own sales planning for 2025, click here for our just updated, no-cost "Writing the Winning Sales Plan in 2025, outlining ideas on structure, sales models, process funnels, productivity tools and how to recruit, hire and onboard the best salespeople.  A hands-on "how to" guide for real salespeople written by real sales managers.

Connect with me any time at jack@derbymanagement.com, and let's discuss your own sales planning ideas for this year.