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James Michael Sales Strategy, Coaching and Consulting

San Diego, CA
Sales Leader and Disrupter. Team builder, data-driven, and connoisseur of modern sales best practices. I can help your sales organization by coaching on the sales process, methodology and building key data metrics to grow and scale your business. Let's build a tailored sales machine for your business so you can grow and hit your goals. **DISCLAIMER - I DO THINGS DIFFERENTLY** I structure my Clarity calls a little bit differently than everyone else. To maximize our time and your money, I ask for your questions before our call so I can carefully think about your unique business situation and provide thoughtful feedback and suggestions. I hope you appreciate this…
  • Reviews 7
  • Answers 19

James obviously knows his stuff, but it's his calm attitude that hooks you. He's not showy, not boastful but clear and helpful.

Source: Clarity Lance Johnson Jun 27, 2018

James had great advice on how to build out our B2B marketing strategy.

Source: Clarity Ty Shaikh Oct 4, 2017

Very helpful, thanks James!

Source: Clarity brandon stapper Aug 15, 2017

High quality advice delivered in an easy to execute format. James has experience with many different sales teams and offers clear/concise instructions.
Schedule him, you'll be glad you did!

Source: Clarity Kyle Comino Mar 31, 2017

James gave me valuable info to move me in the right direction

Source: Clarity jeremy c Jan 2, 2017

Great call, he was quick and concise about the plan to land a sales conversation that we can implement right away and even emailed us his templates. Looking forward to putting it to work!

Source: Clarity Mike & Rick Tielemans Jul 22, 2015
James Michael, Sales Strategy, Coaching and Consulting answered:

The best commission model is one that reinforces the behavior and activity that you are asking the sales person to do. So if the goal of your sales person is to simply set up free consults, maybe they get a flat fee for each call they set up or maybe a percentage of the deal if it closes? Or maybe you set goals and if they reach the goal each month, they receive a bonus paid monthly. There a variety of ways to set this up but definitely think about the behaviors and how to reinforce for the specific activity you need from the rep.

James Michael, Sales Strategy, Coaching and Consulting answered:

To sell them on the value is helping them to realize how your solution impacts one of more of the following areas: image, finance and/or productivity. When they understand they will have a better image (don't think just physical image), save money in the long run or be more productive during the hectic period of getting married, they will then correlate those benefits with your price point. In the wedding industry, it should be easy to tie your product features to all of the perceived benefits around image, finance and productivity.

James Michael, Sales Strategy, Coaching and Consulting answered:

Do you have a network of these individuals who would utlimately make the sale for you? If you have connections, you could offer demos or some type of product evaluation so you could get some success stories to help you leverage the product.

Whenever you pitch to these people, always remember, "what's in it for me" - me, being the account managers. Without the account managers clearly understanding the benefits, you'll never get them to sell for you.

I have some other ideas around strategy here if you would like to chat.

James Michael, Sales Strategy, Coaching and Consulting answered:

I would be curious to know why you feel it is important to use personality testing. I have hired over 20 sales reps and I have never used any testing. I have conversations with my hires because that is going to tell me more about their personality any day than a test. Plus you might eliminate someone because of a test score that could be a great fit for your organization. I have a pretty strong process for hiring sales people and could share with you my steps and even the questions if you would like.

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